Grit(8)

Compared with what we ought to be, we are only half awake. Our fires are damped, our drafts are checked. We are making use of only a small part of our possible mental and physical resources.

There is a gap, James declared, between potential and its actualization. Without denying that our talents vary—one might be more musical than athletic or more entrepreneurial than artistic—James asserted that “the human individual lives usually far within his limits; he possesses powers of various sorts which he habitually fails to use. He energizes below his maximum, and he behaves below his optimum.”

“Of course there are limits,” James acknowledged. “The trees don’t grow into the sky.” But these outer boundaries of where we will, eventually, stop improving are simply irrelevant for the vast majority of us: “The plain fact remains that men the world over possess amounts of resource, which only very exceptional individuals push to their extremes of use.”

These words, written in 1907, are as true today as ever. So, why do we place such emphasis on talent? And why fixate on the extreme limits of what we might do when, in fact, most of us are at the very beginning of our journey, so far, far away from those outer bounds? And why do we assume that it is our talent, rather than our effort, that will decide where we end up in the very long run?



* * *



For years, several national surveys have asked: Which is more important to success—talent or effort? Americans are about twice as likely to single out effort. The same is true when you ask Americans about athletic ability. And when asked, “If you were hiring a new employee, which of the following qualities would you think is most important?” Americans endorse “being hardworking” nearly five times as often as they endorse “intelligence.”

The results of these surveys are consistent with questionnaires that psychologist Chia-Jung Tsay has given to musical experts, who, when asked, reliably endorse effortful training as more important than natural talent. But when Chia probes attitudes more indirectly, she exposes a bias that tips in exactly the opposite direction: we love naturals.

In Chia’s experiments, professional musicians learn about two pianists whose biographies are identical in terms of prior achievements. The subjects listen to a short clip of these individuals playing piano; unbeknownst to the listeners, a single pianist is, in fact, playing different parts of the same piece. What varies is that one pianist is described as a “natural” with early evidence of innate talent. The other is described as a “striver” with early evidence of high motivation and perseverance. In direct contradiction to their stated beliefs about the importance of effort versus talent, musicians judge the natural to be more likely to succeed and more hirable.

As a follow-up study, Chia tested whether this same inconsistency would be evident in a very different domain where hard work and striving are celebrated: entrepreneurship. She recruited hundreds of adults with varying levels of experience in business and randomly divided them into two groups. Half of her research subjects read the profile of a “striver” entrepreneur, described as having achieved success through hard work, effort, and experience. The other half read the profile of a “natural” entrepreneur, described as having achieved success through innate ability. All participants listened to the same audio recording of a business proposal and were told the recording was made by the specific entrepreneur they’d read about.

As in her study of musicians, Chia found that naturals were rated higher for likelihood of success and being hirable, and that their business proposals were judged superior in quality. In a related study, Chia found that when people were forced to choose between backing one of two entrepreneurs—one identified as a striver, the other a natural—they tended to favor the natural. In fact, the point of indifference between a striver and a natural was only reached when the striver had four more years of leadership experience and $40,000 more in start-up capital.

Chia’s research pulls back the curtain on our ambivalence toward talent and effort. What we say we care about may not correspond with what—deep down—we actually believe to be more valuable. It’s a little like saying we don’t care at all about physical attractiveness in a romantic partner and then, when it comes to actually choosing whom to date, picking the cute guy over the nice one.

The “naturalness bias” is a hidden prejudice against those who’ve achieved what they have because they worked for it, and a hidden preference for those whom we think arrived at their place in life because they’re naturally talented. We may not admit to others this bias for naturals; we may not even admit it to ourselves. But the bias is evident in the choices we make.



* * *



Chia’s own life is an interesting example of the natural versus striver phenomenon. Now a professor at University College London, she publishes her scholarly work in the most prestigious of academic journals. As a child, she attended classes at Juilliard, whose pre-college program invites students “who exhibit the talent, potential, and accomplishment to pursue a career in music” to experience “an atmosphere where artistic gifts and technical skills can flourish.”

Chia holds several degrees from Harvard. Her first was a bachelor’s degree in psychology; she graduated magna cum laude with highest honors. She also has two master’s degrees: one in the history of science and the other in social psychology. And, finally, while completing her PhD in organizational behavior and psychology at Harvard, she also picked up a secondary PhD in music.