Four Powerful Words Used By Brilliant People

There are a number of classic fables that I enjoy because they are as relevant today as they were centuries ago.  They’re classics for a reason.  One story that we’re all familiar with is The Emperor’s New Clothes written by Denmark’s Hans Christian Andersen in 1837.

As you recall, the Emperor is tricked by two weavers to believe that the magic clothes they created for him were the finest in the land but could not be seen by anyone unfit for his position or “hopelessly stupid”.  For this reason the Emperor can’t admit to himself that he can’t see his clothes, so he proceeds to parade before the townspeople as naked as the day he was born.  The townspeople, also not wanting to appear hopelessly stupid, go along with the charade until a child – too young for the artifice and pretense common among adults  – points out the obvious: the Emperor is, in fact, naked.

The video below is a snippet of such a moment from the movie Big. The key point is around the :20 mark when Josh Baskin, played by a young Tom Hanks, nervously raises his hand.  You remember it:

There are three things I love about this scene:

1. I love that Josh is ignoring the blather about market growth and segments and immediately begins touching, turning, and trying to figure out how the toy works.  I have a suspicion that many people don’t exhibit curiosity in how their product works in the actual world after they leave the office (or even while they’re in the office).  Its good to remember that the financial results are the output, but the product is the input.
2. After the pompous marketing executive finishes presenting his business plan to the executive team, they give him a round of applause.  It heightens the insular, self-congratulatory nature of the group.
3. The real magic of this scene however is when Josh states the four magic words: “I don’t get it”.

Here’s what “I don’t get it” tells me:

• The presenter didn’t simplify the message enough.
• The presenter himself may not fully understand the concept and is hiding behind complicated content and excessive verbosity.  Note how annoyed the pompous presenter is when Josh asks his simple question.
• Let’s face it: if you can’t get people in your own company and in your own meeting to understand it, chances are a bunch of other people who won’t understand it either.
• “I don’t get it” takes guts and self-confidence.  Usually there are other people in the room who don’t get it either, but like the spectators at the Emperor’s parade, they don’t want to say anything and be viewed as “hopelessly stupid”.

I’ve gone through the following transition in my career.  First, when I was in a meeting and didn’t “get it”, I assumed that I was lacking in some deeper understanding that those around me had (which was sometimes true).  Over time however, I’ve developed the confidence to simply be honest, say “I don’t get it” and not worry about people judging me.

If there’s a clear explanation, then it will be offered and I’ll step into the light of understanding. However, if my confusion remains after an explanation, it doesn’t necessarily mean the problem isn’t with me (it might be), but it’s at least a good indicator that some basic assumptions might warrant a closer look.

Here’s a wise adage I’ve always liked (attributed to children’s author Joan Walsh Anglund):

Only the open gate can receive visitors
Only the open hand can receive gifts
Only the open mind can receive wisdom
Only the open heart can receive love

Thinking “I don’t get it” creates fear, which closes our minds and closes our opportunity to gain understanding.

So don’t be afraid to be the truth-telling child at the parade.  Channel your inner Josh Baskin in meetings (but not at the buffet table).

Good luck!