Behavioral Intelligence

Behavioral intelligence involves interpreting human behavioral cues, such as facial expression, hand gestures, tone of voice, and language, to understand human behaviors and personality better. It also involves predicting future behaviors, influencing other people’s behaviors, and controlling your own behavior. Similar to artificial intelligence, behavioral intelligence is intelligence demonstrated by machines, as opposed to the natural intelligence displayed by animals including humans. Therefore, as this intelligence is fundamentally computational by nature , humans have found ways to replicate it with machines.

Brief history

The intelligence of behavioral intelligence refers to any information about another group, organization, nation, or people that is useful in strategic planning , as opposed to simply perceiving or inferring information, and retaining it as knowledge to be applied towards adaptive behaviors within an environment or context.

Initial military strategy use

This application of behavioral intelligence first came about in military strategy, where the understanding of root causes of intentions and actions of enemy combatants became invaluable intel for strategy planning.

Talent management

Since then, the idea of behavioral intelligence, a means for understanding self and others, has been researched further and its benefits have become widely known. It has become a powerful way for organizations to improve processes, for instance, in commercialized use in tracking consumer behaviors, as well as enhancing company culture within organizations, and talent development through understanding employees and teams.

Until the late 1980s, business schools did not put emphasis on studying human behavior and people and such soft skills, instead, focusing much more heavily on the technical aspects of management, economics, accounting, and other quantitative techniques. However, as the business environment started to become more competitive and demanding, technical skills alone stopped being enough. When it came to successful managers or attracting and retaining talent, it became clear that companies needed to begin investing in people skills. That was the key to not losing talent and avoiding heavy costs as a result of employee churn. In fact, in a 1998 McKinsey Quarterly article, the concept of the “War of Talents” was introduced for the first time, highlighting the frenzy of attracting, retaining, and developing talented employees at the time.

Use cases

Learning and Development

Learning and development (L&D) initiatives within an organization demonstrate a commitment to keeping employees on the cutting edge of knowledge and practice. When an organisation cultivates a culture of continuous learning, the company is likely to establish an inner drive and motivation within their employees, ultimately leading to success in their business strategies and goals. L&D leaders within companies are recognising that only technically strong people cannot run or make an organization successful. People with people’s skills are required to run an organization successfully, and therefore L&D leaders are putting more emphasis on understanding behaviour and investing in behaviour trainings.

Sales training

When one of Germany’s largest automotive manufacturers launched a completely new product to their line, their sales teams received a completely new set of questions from customers about the new features of their new fleet. They had to adjust their messaging, and learn how to pitch the new product with new wording. They were ultimately thrown into a foreign playing field and had to quickly relearn how to confidently respond to unfamiliar queries and retain the interest of potential clients. This company turned to behavioural intelligence platform, Retorio, to ultimately up-skill their sales reps. The sales teams engaged in the AI-powered role-plays, practiced their communication fluency, received tangible feedback, and built awareness of their impact on customers, in a safe environment.

References

Flender, Samuel (Nov 24, 2019). "The origin of intelligent behavior". Medium. Retrieved 25 July 2022.

"What is Behavioral Intelligence?". Coeus Creative Group. Coeus Creative Group. Oct 1, 2020. Retrieved 25 July 2022.

Taillard, Michael (2013). Behavioral Intelligence. In: Psychology and Modern Warfare. Palgrave Macmillan, New York. doi:10.1057/9781137347329_19. ISBN 9781137347329. Retrieved 25 July 2022. Search this book on

Shaikh, Mohsin; Jindal, Poonam (March 2015). "A Study of Behavioral Training as Talent Management Strategy in Organisations". Universal Journal of Management. Retrieved 25 July 2022.

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