Chapter 14. How Much Information Is Enough?
Minds are like parachutes. They only function when they are open. | ||
| --THOMAS DEWAR | ||
In Blink, Malcolm Gladwell describes how quickly our brains work to draw conclusions—even in the blink of an eye, hence his title. To demonstrate his point, he reviews the findings of researchers who work with married couples. The researchers look for several indicators, such as a trace of disdain in one partner’s voice, and so predict the future of the marriage with high accuracy. When non-experts review the same videotapes, they cannot predict with such accuracy. Like these marriage experts, successful sales managers require relatively little information to tap their own intuitive reservoirs and make reasonably accurate ...
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