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Zusammenfassung von Predictably Irrational

Name: Predictably Irrational
Rating: 4.5 (364 reviews)
Author: Dan Ariely

Dan Ariely

The Hidden Forces That Shape Our Decisions

4.5 (364 Bewertungen)

21 Min.

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To appraise things, we compare them to others.

Are you single? Here’s a surprising tip on how to attract potential dating partners at a club: bring along a friend who looks similar to you, only is slightly less attractive. This will greatly increase your chances of success.

Why?

Our minds are fundamentally wired to look for comparisons. What’s more, we tend to do this in the laziest way possible: by using the easiest comparisons around.

By showing up at a bar with a slightly less attractive version of yourself, you’re giving your potential dating partners an easy comparison. Instead of going to the trouble of comparing lots of different-looking people, they can clearly see that you are preferable to your friend. Since you won this easy contest and other comparisons are harder to make, you will probably be seen as the cutest person at the club. Congratulations! Just don’t tell your friend why you’ve invited them out.

The same tendency to compare applies to prices of products, and many marketers take advantage of this by introducing expensive “decoy products” that make other things seem cheaper by comparison. For example, some savvy restaurants will deliberately overprice the most expensive item on their menu, so customers will then feel the second most expensive item is relatively cheaper and wind up ordering it.

Though comparing helps us make decisions, it can also make us miserable. Constantly comparing your salary, clothes or car to others’ will leave you envious and in a state of perpetual displeasure with what you have. After selling his Porsche Boxster, James Hong, cofounder of hotornot.com, said:

“I don’t want to live the life of a Boxster, because when you get a Boxster you wish you had a 911, and you know what people who have 911s wish they had? They wish they had a Ferrari.”

When we’re offered something for free, our rational thinking goes out the window.

Few things get people to behave as irrationally as the word “free.” For example, people happily lug home useless free key chains from conferences, or buy two products they don’t need just because the third one is free.

Free is not just a price, but a powerful, almost irresistible emotional trigger.

The first price number we hear affects what we are willing to pay later.

How much would you be willing to pay for a nice bottle of wine? What about a box of Swiss chocolates?

Do you have the figures in mind?

We overvalue what we own.

At Duke University, getting tickets for basketball games is, to put it lightly, an ordeal. Students camp out for days in front of the stadium just to participate in a lottery for tickets.

Before the lottery, they are a fairly homogeneous group. They all stand an equal chance of winning a ticket and all have worked equally hard for that chance, so presumably they all value the tickets roughly equally. Yet, as soon as the lottery is over, the students are divided into two groups – those who won tickets and those who did not.

Our experiences are shaped by our expectations.

At one stage, both Pepsi and Coke claimed that consumers preferred the taste of their cola over the other.

But how could both of them truthfully say this? Was one lying?

People’s responses to your requests depend on whether they fall under social or market norms.

Why would your mother be offended if you offered to pay her $50 for the Sunday dinner she lovingly prepared?

And why would most employees refuse to be paid in hugs by their employer?

People are prone to dishonesty, but not wildly so.

Do you consider yourself an honest person? Would you rob a bank? Would you take a Coke from the communal fridge in the workplace if no one was looking?

Studies have shown that most people are a little bit dishonest. For example, when people took a math quiz with small monetary prizes as rewards, it was found that given the chance to grade themselves, most people would cheat by slightly exaggerating their own performance. Encouragingly though, the amount of cheating did not increase when the chances of being caught were lessened. Even when it was impossible to get caught, people did not begin to cheat massively.

Dr. Jekyll sets our rational long-term goals, but we must fight Mr. Hyde’s irrationality to reach them.

Have you ever decided to start living more frugally, eating more healthily or watching less TV, only to find yourself mere days later buying something you don’t need, stuffing potato chips in your mouth or spending an entire Sunday watching TV?

Sometimes human existence seems analogous to the story of Dr. Jekyll and Mr. Hyde. The cool, rational, reasonable side of us knows what we should do, but then the impulsive, uncontrollable side takes over and does the exact opposite.

People are obsessed with keeping their options open, even when it hurts them in the long run.

In 210 BC, after the Chinese commander Xiang Yu had ferried his army across the Yangtze River, he set fire to his own ships. He did this to show his troops that retreat was not an option. In response, they fought so ferociously that they won nine battles consecutively.

This story has become famous because deliberately closing an available option runs counter to our natural instincts. We humans try to keep our options open as much as possible: in our education, our careers and our choice of romantic partner.

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Worum geht es in Predictably Irrational?

Predictably Irrational (2010) explains the fundamentally irrational ways we behave every day. Why do we decide to diet and then give it up as soon as we see a tasty dessert? Why would your mother be offended if you tried to pay her for a Sunday meal she lovingly prepared? Why is pain medication more effective when the patient thinks it is more expensive? The reasons and remedies for these and other irrationalities are explored and explained with studies and anecdotes.

Wer Predictably Irrational lesen sollte

Anyone who wants to understand why we indulge in irrational behaviors like procrastination, overeating and overpaying, and how we can avoid this
Anyone who wants to learn how to counter their innate irrationality and make better decisions
Anyone interested in social psychology and people’s decision-making behavior in general

Über den Autor

Dan Ariely is a professor of psychology and behavioral economics at Duke University. He has written for numerous prestigious publications, such as The Wall Street Journal, the New York Times and Scientific American. His other books include The Upside of Irrationality and The Honest Truth about Dishonesty, which were both bestsellers.

Kategorien mit Predictably Irrational

Persönliche Entwicklung Produktivität Psychologie

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