One Dish or Two: The Power of Expectations

What a pleasure life would be to live if everybody would try to do only half of what he expects others to do.
- William J. H. Boetcker

A story is told of a young psychology student serving in the Army who decided to test a theory. Drawing kitchen duty, he was given the job of passing out apricots at the end of the chow line. He asked the first few soldiers that came by, “You don’t want any apricots, do you?” Ninety percent said “No.”

Then he tried the positive approach, “You do want apricots, don’t you?” About half answered, “Uh, yeah, I’ll take some.” Then he tried the third test, based on the fundamental either/or selling technique. This time he asked, “One dish of apricots or two?” And in spite of the fact that soldiers in the Army don’t like apricots, 40 percent took two dishes and 50 percent took one.

For any business or organization, having clear expectations is essential to success and longevity. Sam Walton said, “High expectations are the key to everything.” When was the last time your expectations were communicated or clarified? Here are three considerations as it relates to the communication of expectations and how they can benefit your organization.

Expectations reveal your values. If you were to approach any member of your team and ask them to define the values or mission of your organization, what do you think the answer would be? The character of your organization is a reflection of the expectations you have communicated. If your values are not clear to you, then you can be sure they are not known by your team.

Roy E. Disney said, “When your values are clear to you, making decisions becomes easier.” And this is the blueprint by which you chart your course. As you clarify and communicate your values you set in place the code by which all other standards are measured. High expectation creates an atmosphere of excellence. Set the bar high.

Expectations voice your dreams. Your dreams grow legs as your expectations are embraced. Those expectations may appear to be nothing more than wishful thinking by those observing at a distance, but do not let that distract you. A story is told of Gutzon Borglum who in 1924 exclaimed, “American history shall march along that skyline,” as he gazed at the Black Hills of South Dakota.

In 1927 he began sculpting the images of George Washington, Abraham Lincoln, Thomas Jefferson, and Theodore Roosevelt. Most of the mining was done by experienced miners under Borglum’s direction. When Borglum died in March 1941, his dream of the world’s largest sculpture was near completion. His son Lincoln finished the work in October, some 14 years after it was begun.

The size of your dream is gauged by your expectations. As you dare to give voice to big dreams you set into motion an expectation that with hard work, determination, and skill you can chisel out big dreams. Speak loud. Dream big.

Expectations give hope for the future. In a time when many people are concerned about the economy, worried about the recovery, and pessimistic and about the future; your expectations can set the tone moving forward.

I am reminded of the story about the man who approached a little league baseball game one afternoon. He asked a boy in the dugout what the score was. The boy responded, “Eighteen to nothing—we’re behind.” “Boy,” said the spectator, “I’ll bet you’re discouraged.” “Why should I be discouraged?” replied the little boy. “We haven’t come up to bat yet!”

What do your expectations say about you? Your expectations are a reflection of your attitude. You can choose the attitude of the spectator who looks at the score, or that of the little boy who can’t wait to get up to bat.

Expectations reveal values, gives voice to your dreams, and hope for the future. What are you expecting today?

© 2011 Doug Dickerson