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6 min read Practice Building

🎯 Reading Between the Lines: The Cognitive Bias That Saves Careers

🎯 Reading Between the Lines: The Cognitive Bias That Saves Careers
Photo by Anirudh / Unsplash

Last Tuesday, a young surgeon reported angrily on how he lost a ₹2.5 lakh case.

Not because his surgical skills were lacking. Not because his treatment plan was wrong. Not because the patient couldn't afford it.

He lost it because he couldn't read what the patient wasn't saying.

The patient sat across from him, nodding politely. "Whatever you think is best, doctor."

The young surgeon beamed. Explained the procedure in detail. Scheduled surgery for next week.

The patient never showed up.

Went to another surgeon who charged ₹1 lakh more. Had the surgery done three days later.

What did the other surgeon see that this one missed?

The Hierarchy Trap

Twenty-five years in surgery taught me this: Most patients lie to doctors.

Not malicious lies. Survival lies.

They've been conditioned by a hierarchical medical system where questioning the doctor is disrespectful. Where expressing doubt shows lack of trust. Where saying "I'm scared" feels like weakness.

So they say what they think you want to hear:

  • "Yes, doctor"
  • "Whatever you recommend"
  • "I trust you completely"

Meanwhile, their body language screams doubt. Their questions reveal fear. Their silence hides objections.

The surgeon who can't decode this loses patients to the one who can.

The Authority Paradox

Here's what most young surgeons get wrong about convincing patients.

They think authority comes from credentials.

Four degrees on the wall. Twenty publications. International fellowship.

Patient walks away unconvinced.

Meanwhile, the surgeon with half your qualifications closes the case in 15 minutes.

What's happening?

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Published by:

Dr Biswajit Dutta Baruah

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