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Laurence Kaye's avatar

Excellent piece David. Whilst the jury may be out as regards how big and pervasive the Zone of Existential Dread may become, I still back humankind to use AI to augment creative thinking. But what do I know?

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Anthea Roberts's avatar

I love this post, David. I totally relate to these zones.

One thing I find interesting is most of the market seems to be currently focused on the zone of relief - taking things we can do and doing them faster and cheaper. But I am really interested in the zone of excitement bc I am focused on how we can create and use these tools to do some of the sorts of complex, integrative thinking that people and teams struggle to do alone.

What I find is that many people exist in the zone of existential dread, but for some reason I am constantly in the zone of excitement. I think that this has a lot to do with personality profiles. In a conversation I recently with had with ChatGPT about why some knowledge workers lean into AI and other are resistant, I found these points useful:

Adoption splits less by age or role and more by psychology. Here’s a compact map of what’s going on and how it shows up at work.

The core psychological drivers

1. Curiosity & Openness

High: “Let me poke it and see what happens.” (Openness to Experience, Need for Cognition)

Low: “New = distraction.” Prefers proven routines.

2. Self-efficacy & Locus of control

High: “I can learn this.” Experiments, iterates.

Low: “Tech beats me.” Avoids first steps; small misfires confirm “I’m bad at this.”

3. Risk orientation & Ambiguity tolerance

Promotion-focused: chases upside; treats errors as tuition.

Prevention-focused: guards against downside; hates opaque failure modes.

4. Identity & Craft attachment

Outcome identity (“I solve client problems”): AI feels like leverage.

Process identity (“I write perfect memos”): AI feels like a threat to craft and status.

5. Status/competence protection

Low evaluation anxiety: happy to learn in public.

High evaluation anxiety: fears “looking dumb with AI,” so silently opts out.

6. Perfectionism vs Iterative comfort

Iterators: fine with messy first drafts; edit aggressively.

Perfectionists: AI’s occasional errors feel intolerable.

7. Time scarcity mindset

Slack mindset: will invest now to save later.

Scarcity mindset: “No time to learn,” even when the tool could repay quickly.

8. Moral/ethical stance & algorithm aversion

Trust-with-verification: adopts with guardrails.

Principle-first skepticism: resists until assurance on privacy, fairness, IP, attribution.

9. Autonomy needs

Choice & co-design: adoption rises.

Mandate & monitoring: adoption drops (reactance).

10. Conscientiousness & habit strength

High conscientiousness can cut both ways: disciplined pilots vs rigid routines that repel change.

Four common archetypes (and what works for each)

1) Explorers (curious, high efficacy, promotion focus)

Motive: learning & edge.

Friction: boredom, lack of challenge.

What works: sandboxes, advanced prompts, stretch use-cases, recognition as coaches.

2) Optimizers (pragmatic, ROI-driven, moderate curiosity)

Motive: clear payoff.

Friction: vague benefits.

What works: before/after demos on their tasks, timered sprints, KPIs (e.g., cycle time ↓20%).

3) Worriers (low efficacy, prevention focus, high evaluation anxiety)

Motive: safety and competence.

Friction: fear of public errors.

What works: private practice spaces, checklists, templates, buddy systems, “first output is a draft” norms.

4) Guardians (strong craft identity, ethical salience, high standards)

Motive: integrity of work.

Friction: quality, IP, privacy concerns.

What works: explicit standards (citation, review, red-teaming), audit trails, “human-in-the-loop” roles that elevate judgment, not replace it.

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