[1/2] Predictable Irrationality (Predictably Irrational. The Hidden Forces That Shape Our Decisions) (Category Management)
I read a book this weekend. Dan Ariely (Dan Ariely)This is about our decision-making process. This book was predictably excellent, as I had already seen most of the material. 10 years ago, his courseA Beginner's Guide to Irrational Behavior" on edx.org. Dan also had a cool TEDTalk.Are we in control of our own decisions?" 15 years after the first edition of this book.Predictably Irrational". Now I will tell you about the contents of the book, where in each chapter the author talks about an important question and describes the experiments that he conducted with colleagues to study human behavior. 0. How an accident led me to the irrationality research described in this book - Dan tells me how in 18 He suffered extensive burns to his body and spent several years in hospital trying to restore his skin. There, he began to think about the causes of this or that behavior, and also became interested in approaches to treating patients with severe pain. 1. The truth about relativity We know how to make decisions by comparing options with each other. Here we describe experiments with a choice of variants A and B, which are selected with approximately the same frequency. But if you add to the choice of a degraded version A, then the usual version A will become the leader, since against the background of a degraded A, it will look advantageous. For example, a girl can invite a less beautiful friend to a bar to look more advantageous against her background:) 2. Disadvantages of the supply and demand model The author talks about the priming effect, when we are attached to the initial information when making decisions. (for example,) And then we start making decisions about it. There is a similar story with geese who become attached to the first adult they see in their lives. Interestingly, in this chapter, the author says that it would be worth keeping a journal of decisions made and sometimes going back to them to assess how relevant they are. This is very similar to the RFC/ADR process, where we record decisions and can return to them in the future. 3. What is the cost of zero A story about the magical appeal of "free" offers. The subtitle of this chapter, “Why We Pay Too Much Without Paying Anything,” perfectly captures the contents of the chapter. Here the author talks about the pain of loss. (When we pay for something)We don’t like to experience these emotions. Using this concept, he explains why it's fun to pay for a restaurant in turn if you go to it with your friends:) 4. The price of social norms A chapter on social and economic norms and how they are incompatible. For example, if you ask someone you know to help you with small things, they will probably agree because of social norms and good relationships. And if you offer him for it. 100 He will refuse and be offended. (Estimate the value of your time and think you have offered too little). This issue is devoted to the comic book "Smart Solutions" ("Amazing decisions")about told 5. The power of free cookies Here the author says that if you bring cookies to work and offer them for free, people will modestly treat themselves to cookies. But if you set a small price for it, modesty will immediately disappear. You will immediately move from the plane of social norms to the world of market relations.) 6. Impact of excitation A story that in a rational state we cannot predict exactly how we will behave when we enter an emotional state. The results of the experiment showed that moral norms can shift greatly in an excited state.
Continuation of the review in the next post.
#Psychology #Economics #Brain #SelfDevelopment