Logic vs. Instinct... Are you overwhelmed with information? Find it hard to make a decision? Relax. Use your "adaptive unconscious" to make a decision in just two seconds. That's an abbreviated version of Malcolm Gladwell's new book, Blink: The Power of Thinking Without Thinking.

OK, I’m exaggerating. Here's the longer version. According to Gladwell, we make decisions two ways. First, we deliberate carefully in order to make a logical decision. Remember your parents' admonition, "Stop and think."

Or, second, we make decisions based upon instinct. For example, meeting a stranger in a dark alley late at night requires us to quickly assess the risk to our personal safety. There's no time for deliberative analysis.

This latter ability is called "thin-slicing" and "refers to the ability of our unconscious to find patterns in situations and behavior based upon very narrow slices of experience."

"Decisions made very quickly can be every bit as good as decisions made cautiously and deliberately." But actually, we need both types according to Gladwell. "Truly successful decision making relies on a balance between deliberate and instinctive thinking."

Real estate deal making requires both sets of skills. But most real estate decisions are presented as "logical," not "instinctive." Is this right? Don't you make deals by thin-slicing, too?

Analyze This... Many thanks to this week's sponsor, Marcus & Millichap, which invites you to download its comprehensive 2005 National Apartment Report. If you would like to tell Dispatch readers about your services, send e-mail or call 415-461-4703.

--Peter Pike