A Management Message from a Marshmallow
"Good
things come to he who waits” is an old adage, but one that contains within its
words more truth than meets the eye.
I
am reminded of this adage as I look back on my own career, and when I observe
younger talent in business today, as they are reaching for a plum. The
conclusions of the “Marshmallow Story” I relate below should communicate some
key principles about how we communicate to and evaluate talent. The
“story” appeared in The New Yorker on May 18, 2009.
It
involved a couple of kids, a brother and sister, ages 4 and 5, who had a tray
of marshmallows put in front of them and were told by a Stanford researcher
that they were welcome to eat one marshmallow now; but if they waited a while
until the researcher returned, they could have two marshmallows.
Each
also had the option to ring a bell immediately after the researcher left,
notifying the researcher of the decision to eat the marshmallow and not wait
further. The little girl waited. The little boy did not. The
experiment, testing delayed satisfaction, was carried out with many kids.
Seventy percent were like the little boy; they struggled to delay eating the
marshmallow by covering their eyes and kicking the chair, but ultimately gave
in. Thirty percent were like the little girl. “They successfully
delayed gratification until the researcher returned some 15 minutes
later. These kids wrestled with temptation but found a way to resist.”
The
thrust of the research was not about willpower or self-control. It was
about some kids who figure out how to make a situation work for them.
“They want the second marshmallow, but how can they get it? We can’t
control the world, but we can control how we think about it,” the study points
out. So, what made waiting possible for those who waited? Kids
start out unable to wait for anything.
The
researcher– based on hundreds of hours of observations– finally figured out the
answer to the conundrum. It was the “strategic allocation of
attention.” In other words, how you train your mind to think or not think
is the solution. The patient children made themselves forget about the
marshmallow by covering their eyes, singing songs or getting underneath the
desk. If you think about how delicious the marshmallow is, you will
eat it. “The key is to avoid thinking about it in the first place.”
Take your mind off that which you can’t have now for a better prize
later. Don’t stare at it.
The
psychologist found that among 8th graders the ability to delay
gratification was a far better predictor of academic performance than IQ.
She found that while intelligence is important, it is still not as important as
self-control. Although some toddlers come by these traits naturally,
parents are critical in teaching children that waiting is worthwhile.
Even teaching children not to snack before dinner or to save at least part of
their allowance, are subtle ways of teaching this skill. As an adult,
learning to put away money for retirement would be an example.
I
recall a point in my career where I had to wait a year to be appointed a vice
president on the heels of a rival being appointed immediately. It was
tough, but I eventually surpassed my nearest rival. The ability to wait and figure out the situation confronting you is often
the ability to be smart, as the tiny marshmallow test so informs.