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Malcolm Gladwell - Blink: The Power of Thinking Without Thinking

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In his landmark bestseller The Tipping Point, Malcolm Gladwell redefined how we understand the world around us. Now, in Blink, he revolutionizes the way we understand the world within. Blink is a book about how we think without thinking, about choices that seem to be made in an instant-in the blink of an eye-that actually arent as simple as they seem. Why are some people brilliant decision makers, while others are consistently inept? Why do some people follow their instincts and win, while others end up stumbling into error? How do our brains really work-in the office, in the classroom, in the kitchen, and in the bedroom? And why are the best decisions often those that are impossible to explain to others?In Blink we meet the psychologist who has learned to predict whether a marriage will last, based on a few minutes of observing a couple; the tennis coach who knows when a player will double-fault before the racket even makes contact with the ball; the antiquities experts who recognize a fake at a glance. Here, too, are great failures of blink: the election of Warren Harding; New Coke; and the shooting of Amadou Diallo by police. Blink reveals that great decision makers arent those who process the most information or spend the most time deliberating, but those who have perfected the art of thin-slicing-filtering the very few factors that matter from an overwhelming number of variables.

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PENGUIN BOOKS

BLINK

Author, journalist, cultural commentator and intellectual adventurer, Malcolm Gladwell was born in 1963 in England to a Jamaican mother and an English mathematician father. He grew up in Canada and graduated with a degree in history from the University of Toronto in 1984. From 1987 to 1996, he was a reporter for the Washington Post, first as a science writer and then as New York City bureau chief. Since 1996, he has been a staff writer for the New Yorker magazine. His curiosity and breadth of interests are shown in New Yorker articles ranging over a wide array of subjects including early childhood development and the flu, not to mention hair dye, shopping and what it takes to be cool. His phenomenal bestseller The Tipping Point captured the worlds attention with its theory that a curiously small change can have unforeseen effects, and the phrase has become part of our language, used by writers, politicians and business people everywhere to describe cultural trends and strange phenomena.

BLINK

The Power
of Thinking
Without Thinking

M ALCOLM G LADWELL

Picture 1

PENGUIN BOOKS

PENGUIN BOOKS

Published by the Penguin Group

Penguin Books Ltd, 80 Strand, London WC2R 0RL, England

Penguin Group (USA) Inc., 375 Hudson Street, New York, New York 10014, USA

Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto, Ontario, Canada M4P 2Y3 (a division of Pearson Penguin Canada Inc.)

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Auckland 1310, New Zealand (a division of Pearson New Zealand Ltd)

Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee Avenue, Rosebank, Johannesburg 2196, South Africa

Penguin Books Ltd, Registered Offices: 80 Strand, London WC2R 0RL, England

www.penguin.com

First published in the United States of America by Little, Brown and Company 2005

First published in Great Britain by Allen Lane 2005

Published in Penguin Books 2006

17

Copyright Malcolm Gladwell, 2005

All rights reserved

The moral right of the author has been asserted

Photographs in chapter 3 by Brooke Williams

The author is grateful for permission to use the following previously copyrighted material: Mark Sullivan, Our Times: The United States 19001925, vol. 6, The Twenties (New York: Charles Scribners Sons, 1935), 16; Dick Morris, Behind the Oval Office (Los Angeles: Renaissance Books, 1999), 4647; and David Klinger, Into the Kill Zone: A Cops Eye View of Deadly Force (San Francisco: Jossey-Bass, 2004).

Except in the United States of America, this book is sold subject to the condition that it shall not, by way of trade or otherwise, be lent, re-sold, hired out, or otherwise circulated without the publishers prior consent in any form of binding or cover other than that in which it is published and without a similar condition including this condition being imposed on the subsequent purchaser

ISBN: 978-0-14-193018-3

To my parents, Joyce and Graham Gladwell

Contents

INTRODUCTION
The Statue That Didnt Look Right

ONE
The Theory of Thin Slices: How a Little Bit of Knowledge Goes a Long Way

TWO
The Locked Door: The Secret Life of Snap Decisions

THREE
The Warren Harding Error: Why We Fall For Tall, Dark, and Handsome Men

FOUR
Paul Van Ripers Big Victory: Creating Structure for Spontaneity

FIVE
Kennas Dilemma: The Right and Wrong Way to Ask People What They Want

SIX
Seven Seconds in the Bronx: The Delicate Art of Mind Reading

CONCLUSION
Listening with Your Eyes: The Lessons of Blink

Introduction
The Statue That Didnt Look Right

In September of 1983, an art dealer by the name of Gianfranco Becchina approached the J. Paul Getty Museum in California. He had in his possession, he said, a marble statue dating from the sixth century BC. It was what is known as a kouros a sculpture of a nude male youth standing with his left leg forward and his arms at his sides. There are only about two hundred kouroi in existence, and most have been recovered badly damaged or in fragments from grave sites or archeological digs. But this one was almost perfectly preserved. It stood close to seven feet tall. It had a kind of light-colored glow that set it apart from other ancient works. It was an extraordinary find. Becchinas asking price was just under $10 million.

The Getty moved cautiously. It took the kouros on loan and began a thorough investigation. Was the statue consistent with other known kouroi? The answer appeared to be yes. The style of the sculpture seemed reminiscent of the Anavyssos kouros in the National Archaeological Museum of Athens, meaning that it seemed to fit with a particular time and place. Where and when had the statue been found? No one knew precisely, but Becchina gave the Gettys legal department a sheaf of documents relating to its more recent history. The kouros, the records stated, had been in the private collection of a Swiss physician named Lauffenberger since the 1930s, and he in turn had acquired it from a well-known Greek art dealer named Roussos.

A geologist from the University of California named Stanley Margolis came to the museum and spent two days examining the surface of the statue with a high-resolution stereomicroscope. He then removed a core sample measuring one centimeter in diameter and two centimeters in length from just below the right knee and analyzed it using an electron microscope, electron microprobe, mass spectrometry, X-ray diffraction, and X-ray fluorescence. The statue was made of dolomite marble from the ancient Cape Vathy quarry on the island of Thasos, Margolis concluded, and the surface of the statue was covered in a thin layer of calcite which was significant, Margolis told the Getty, because dolomite can turn into calcite only over the course of hundreds, if not thousands, of years. In other words, the statue was old. It wasnt some contemporary fake.

The Getty was satisfied. Fourteen months after their investigation of the kouros began, they agreed to buy the statue. In the fall of 1986, it went on display for the first time. The New York Times marked the occasion with a front-page story. A few months later, the Gettys curator of antiquities, Marion True, wrote a long, glowing account of the museums acquisition for the art journal The Burlington Magazine. Now standing erect without external support, his closed hands fixed firmly to his thighs, the kouros expresses the confident vitality that is characteristic of the best of his brothers. True concluded triumphantly, God or man, he embodies all the radiant energy of the adolescence of western art.

The kouros, however, had a problem. It didnt look right. The first to point this out was an Italian art historian named Federico Zeri, who served on the Gettys board of trustees. When Zeri was taken down to the museums restoration studio to see the kouros in December of 1983, he found himself staring at the sculptures fingernails. In a way he couldnt immediately articulate, they seemed wrong to him. Evelyn Harrison was next. She was one of the worlds foremost experts on Greek sculpture, and she was in Los Angeles visiting the Getty just before the museum finalized the deal with Becchina. Arthur Houghton, who was then the curator, took us down to see it, Harrison remembers. He just swished a cloth off the top of it and said, Well, it isnt ours yet, but it will be in a couple of weeks. And I said, Im sorry to hear that. What did Harrison see? She didnt know. In that very first moment, when Houghton swished off the cloth, all Harrison had was a hunch, an instinctive sense that something was amiss. A few months later, Houghton took Thomas Hoving, the former director of the Metropolitan Museum of Art in New York, down to the Gettys conservation studio to see the statue as well. Hoving always makes a note of the first word that goes through his head when he sees something new, and hell never forget what that word was when he first saw the kouros. It was fresh fresh, Hoving recalls. And fresh was not the right reaction to have to a two-thousand-year-old statue. Later, thinking back on that moment, Hoving realized why that thought had popped into his mind: I had dug in Sicily, where we found bits and pieces of these things. They just dont come out looking like that. The kouros looked like it had been dipped in the very best caff latte from Starbucks.

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