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- 1. Using the Discount Matrix
- 2. Prepared By Manu Melwin Joy Research Scholar School of Management Studies CUSAT, Kerala, India. Phone – 9744551114 Mail – manu_melwinjoy@yahoo.com Kindly restrict the use of slides for personal purpose. Please seek permission to reproduce the same in public forms and presentations.
- 3. Discount Matrix • Discounting results in unresolved problems. • Thus, if we can devise a systematic way of identifying the nature and intensity of discounting, we will have a powerful tool for problem solving. • Such a tool is called discount matrix.
- 4. Using the Discount Matrix • Whenever a problem is not being solved, some information relevant to the solution of that problem is being ignored. • The discount matrix gives us a systematic way to pinpointing what information is being missed. • This in turn provides guidance to the specific actions we need to take to solve the problem.
- 5. Using the Discount Matrix When a problem remains unsolved despite efforts to solve it, this is often because the person is addressing the problem on too low a diagonal of the discount matrix.
- 6. Using the Discount Matrix It follows that in using the matrix as a problem solving tool, we need to begin by looking for discounts on the highest diagonal first.
- 7. Using the Discount Matrix • We step into the matrix at the top left corner. • If we discover a discount there, we need to deal with that discount before going any further downward or to the right. • Because if we miss that initial discount and try to deal with a discount on any lower diagonal, our intervention will itself be discounted.
- 8. Example • If you were the friend of a smoker and seeing him cough, you say “ I am concerned about you. Please give up smoking.” • With your intervention, you have addressed the problem on the lowest diagonal of the box. • The issue is whether the smoker is going to act on a specific option.
- 9. Example • But suppose the smoker is discounting much higher on the matrix? • For example, he may be diagonal T2, discounting the significance of stimulus and existence of the problem. • It is obvious that he will also discount any relevance in what you have just said to him. • Why should he have any investment is stopping smoking, when as far as he is aware, his smoker’s cough is not a problem.
- 10. Example Suppose now you wanted to help your smoking friend by systematically using the discount matrix, you would begin by checking for a discount on diagonal T1. “Are you aware that you have got a really bad cough?”
- 11. Example • If he confirms that he is aware of the cough, you would go down to the next diagonal. • You might ask “ Is that cough of yours something you bother about?” • Were he to reply “No, Not really, it is something I just take for granted.” • Now you have located that his discount is on T2.
- 12. Example • This lets you know that if your smoker friend is to give up his habit, he first needs to become aware that his cough may indicate a problem • He needs to realize too that his problem may be a cause of his concern.
- 13. Activity • Using discount matrix to review your personal example of a problem situation you did not solve at the time. • Begin at the top left of the discount matrix, check each box, working downwards on successive diagonals, until you identify the box in which you were discounting.
- 14. Activity • As before, if you were working in a group or with a willing friend, it may be helpful if you get a second opinion. • Test whether you were also discounting in all the other boxes on the same diagonal and those below it. • What were the area of discount? • Were you discounting yourself, others or the environment?
- 15. Activity • When you have identified the discount, consider its ego state source. • Did it come from contamination? An exclusion? Or were you uninformed or misinformed? • Let yourself be aware of whatever part of reality you had previously been discounting. • If you need accurate or new information, get it.
- 16. Activity • Now rerun the situation in your mind’s eye. • When you come to the point at which you began discount, replace the discount with your full awareness of reality. • How do you now act, think or feel differently? • How does this alter the outcome of the situation?
- 17. Application • The discount matrix was originally developed for use in psychotherapy. • But it provides an equally effective tool for problem solving in organization and education.
- 18. Example • A college teacher takes a class and asks student some questions to check their understanding. • To his surprise, the students can answer hardly any. • He told himself “These students are not working. Why they don’t have any motivation?
- 19. Example • By assuming that the students have not been working, he is addressing a discount in the area of others on diagonal T5 or T6 of the discount matrix. • He has assumed that students knew they have to work but they either don’t feel they can handle the work or just aren’t getting started?
- 20. Example • When he were to check through the discount matrix, the real problem may be different. • While lecturing, he mumbles. The students cant hear what he is saying. • The discount is on diagonal T2 of the matrix. • To address the problem, the lecturer simply needs to speak up.
- 21. Thank you
- 22. Other TA topics available on slideshare 1. Strokes - http://www.slideshare.net/manumjoy/strokes-24081607. 2. Games People Play - http://www.slideshare.net/manumjoy/psychological- games-people-play. 3. Structural Analysis - http://www.slideshare.net/manumjoy/the-ego-state-model. 4. What is TA? - http://www.slideshare.net/manumjoy/what-ta-is 5. Cycles of Development - http://www.slideshare.net/manumjoy/cycles-of- developement-pamela-levin-transactional-analysis. 6. Stages of Cure - http://www.slideshare.net/manumjoy/stages-of-cure. 7. Transactions - http://www.slideshare.net/manumjoy/transactions-33677298. 8. Time Structuring - http://www.slideshare.net/manumjoy/time-structuring. 9. Life Position - http://www.slideshare.net/manumjoy/life-position. 10. Autonomy - http://www.slideshare.net/manumjoy/autonomy-33690557. 11. Structural Pathology - http://www.slideshare.net/manumjoy/structural-pathology. 12. Game Analysis - http://www.slideshare.net/manumjoy/game-analysis-33725636. 13. Integrated Adult - http://www.slideshare.net/manumjoy/integrated-adult. 14. Stroke Economy - http://www.slideshare.net/manumjoy/stroke-economy- 33826702.

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