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DAN ARIELY THE UPSIDE OF IRRATIONALITY PDF

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The Upside of Irrationality: The Unexpected Benefits of Defying Logic at Work and at Home. Home · The Upside of Irrationality: The Author: Dan Ariely. Dan Ariely is a genius at understanding human behavior: no economist does a better job of uncovering and explaining the hidden reasons for the weird ways. Dan Ariely is the bestselling author of Predictably Irrational, The Upside of Irrationality, and The (Honest) Truth About Dishonesty. He is the James B. Duke.


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of decision making, and Dan Ariely is one of the most inquisitive and bright minds upside of irrationality" is all about how being irrational in life and (shudder). The discoveries by Duke's Dan Ariely on how investors make decisions wrote about his research in Predictably Irrational: The Hidden Forces. Request PDF on ResearchGate | The Upside of Irrationality | Lack of thinking, biases, and misunderstanding of our motivations Dan Ariely at Duke University.

How can large bonuses sometimes make CEOs less productive? Why is revenge so important to us? How can confusing directions actually help us? Why is there a difference between what we think will make us happy and what really makes us happy? In his groundbreaking book, Predictably Irrational , social scientist Dan Ariely revealed the multiple biases that lead us to make unwise decisions.

Customers who bought this item also bought. Page 1 of 1 Start over Page 1 of 1. Dan Ariely. The small BIG: Steve J. Richard H. Irrationally Yours: Read more. Product details Paperback: Harper Perennial; Reprint edition May 17, Language: English ISBN Start reading The Upside of Irrationality on your Kindle in under a minute.

Don't have a Kindle? Try the Kindle edition and experience these great reading features: Share your thoughts with other customers. Write a customer review. Customer images. See all customer images. Read reviews that mention predictably irrational behavioral economics dan ariely upside of irrationality human behavior well written book predictably revised and expanded forces that shape hidden forces make decisions highly recommend human nature defying logic expanded edition writing style edition hidden previous book benefits of defying online dating.

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Based on the author's credentials, and past works, I had high hopes for this book. I came away exceedingly disappointed. Behavioral Economics is a fascinating subject to me.

Why do humans act the way they do, and why do they act in ways that often seem counter-intuitive or just plain wrong? I find the design of experiments to show these foibles to be fascinating and enjoyable reading. But not this book. For starters, the writing style seemed bit long-winded and overly complicated.

It always seemed like it took far more words to explain things than was actually needed. My biggest complaint, though, was the stretch made in applying the results of the experiments. I am not a trained statistician or economist, but every time I read the results of one of the experiments and the conclusions generated, there seemed to be an obvious flaw. For example, in one experiment, the author attempts to quantify the effects of large financial bonuses the kinds paid to investment bankers on their performance.

As a substitute, he uses relatively poor paid workers low wage earners in India , and offers them "bonuses" equal to several month's pay. The problem is that while the relative sizes of the bonus might be similar, the effects they have on the wage earner can hardly be the same. If the investment banker misses his bonus, the net result might be a two day Disneyland vacation instead of two weeks in Europe--different, but hardly life changing.

However, a few month's salary to an Indian wage earner, making subsistence wages, might be the difference between medical treatment versus no medical treatment for a sick child. Obviously the motivations and consequences of these will be different. And yet the author makes no attempts to explain or control for these conditions while drawing conclusions about high wage earners based on subsistence wage earners.

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A second example is a study quantifying the effects of employee motivation by an experiment performed on "workers" hired to assemble Lego toys for a dollar or so. But the type of person who signs up for an experiment to assemble Lego toys for an afternoon and a person holding a job for years may be quite different.

Again, no attempt to explain or control. But again, the author makes conclusions about the second group based on the first. Every one of the studies I read seemed to have some flaw which was either not explained or not controlled for.

After a while I stopped reading and just skimmed the last half of the book. Very disappointed, and I would say skip this book. Kindle Edition Verified Purchase. Of the three books by this author that I have read the other two are on irrationality being predictable and on dishonesty , this is by far the most interesting, notwithstanding that its presentation is rather less organised in parts.

The first half of the book covers motivation and incentives at work. Description of experiments is vivid, often presented from the perspective of the subjects in the experiments ie rats and humans. The findings indeed provide useful lessons for employers, supervisors, as well as government.

It is also a joy to read. The second half covers the author's personal reflection and observation, as well as experiments to look into a mishmash of issues, such as revenge, online dating, adaptation to change, etc. The discussion is still interesting and enlightening. However, there is a tendency to be too brief on the statistical outcome of experiments.

For example, instead of stating the proportion of subjects who responded in a certain manner, the author strays into using 'most' or 'many' in describing such proportions. I suspect that some of the experiments were performed some time ago, and it may be too cumbersome for the author to look up the actual data of these dated experiments. As such, his discussion appears rather less convincing. In all, the book provides important lessons on the psychology of decisions.

It also gives a reflective account of the personal pain that the author has suffered since sustaining horrific injuries as a teenager. Instead of planting, tending, and harvesting corn and soy ourselves, we have commercial agriculture do it for us. Food producers turn the corn into sugary, fattening stuff, which we then buy from fast-food restaurants and supermarkets. Essentially, the mechanisms we developed during our early evolutionary years might have made perfect sense in our distant past.

But given the mismatch between the speed of technological development and human evolution, the same instincts and abilities that once helped us now often stand in our way. Bad decision-making behaviors that manifested themselves as mere nuisances in earlier centuries can now severely affect our lives in crucial ways. As a consequence, we inevitably end up making mistakes and sometimes fail magnificently. Behavioral economists want to understand human frailty and to find more compassionate, realistic, and effective ways for people to avoid temptation, exert more self-control, and ultimately reach their long-term goals.

As we gain some understanding about what really drives our behaviors and what steers us astray—from business decisions about bonuses and motivation to the most personal aspects of life such as dating and happiness—we can gain control over our money, relationships, resources, safety, and health, both as individuals and as a society. This is the real goal of behavioral economics: Inventors, companies, and policy makers can take the additional steps to redesign our working and living environments in ways that are naturally more compatible with what we can and cannot do.

In the end, this is what behavioral economics is about—figuring out the hidden forces that shape our decisions, across many different domains, and finding solutions to common problems that affect our personal, business, and public lives.

AS YOU WILL see in the pages ahead, each chapter in this book is based on experiments I carried out over the years with some terrific colleagues at the end of the book, I have included short biographies of my wonderful collaborators. Why, you may ask, do my colleagues and I put so much time, money, and energy into experiments? For social scientists, experiments are like microscopes or strobe lights, magnifying and illuminating the complex, multiple forces that simultaneously exert their influences on us.

They help us slow human behavior to a frame-by-frame narration of events, isolate individual forces, and examine them carefully and in more detail.

They let us test directly and unambiguously what makes human beings tick and provide a deeper understanding of the features and nuances of our own biases. There is one other point I want to emphasize: My hope is that once you understand the way our human nature truly operates, you can decide how to apply that knowledge to your professional and personal life.

In each chapter I have also tried to extrapolate some possible implications for life, business, and public policy—focusing on what we can do to overcome our irrational blind spots.

Of course, the implications I have sketched are only partial. To get real value from this book and from social science in general, it is important that you, the reader, spend some time thinking about how the principles of human behavior apply to your life and consider what you might do differently, given your new understanding of human nature.

That is where the real adventure lies. In Predictably Irrational , we examined a number of biases that lead us—particularly as consumers—into making unwise decisions. The book you hold in your hands is different in three ways.

First—and most obviously—this book differs in its title. In most cases, the word irrationality has a negative connotation, implying anything from mistakenness to madness. If we were in charge of designing human beings, we would probably work as hard as we could to leave irrationality out of the formula; in Predictably Irrational , I explored the downside of our human biases.

But there is a flip side to irrationality, one that is actually quite positive. Sometimes we are fortunate in our irrational abilities because, among other things, they allow us to adapt to new environments, trust other people, enjoy expending effort, and love our kids.

The Upside of Irrationality: The Unexpected Benefits of Defying Logic at Work and at Home

These kinds of forces are part and parcel of our wonderful, surprising, innate—albeit irrational—human nature indeed, people who lack the ability to adapt, trust, or enjoy their work can be very unhappy. These irrational forces help us achieve great things and live well in a social structure.

The title The Upside of Irrationality is an attempt to capture the complexity of our irrationalities—the parts that we would rather live without and the parts that we would want to keep if we were the designers of human nature. I believe that it is important to understand both our beneficial and our disadvantageous quirks, because only by doing so can we begin to eliminate the bad and build on the good. Second, you will notice that this book is divided into two distinct parts. What really motivates us to perform well?

What gives us a sense of meaning? Why does the Not-Invented-Here bias have such a foothold in the workplace? Why do we react so strongly in the face of injustice and unfairness? What is our relationship to our surroundings and our bodies? How do we relate to the people we meet, those we love, and faraway strangers who need our help?

And what is our relationship to our emotions? The Upside of Irrationality is also very different from Predictably Irrational because it is highly personal. Though my colleagues and I try to do our best to be as objective as possible in running and analyzing our experiments, much of this book particularly the second part draws on some of my difficult experiences as a burn patient.

My injury, like all severe injuries, was very traumatic, but it also very quickly shifted my outlook on many aspects of life. My journey provided me with some unique perspectives on human behavior. It presented me with questions that I might not have otherwise considered but, because of my injury, became central to my life and the focus of my research. Far beyond that, and perhaps more important, it led me to study how my own biases work.

In describing my personal experiences and biases, I hope to shed some light on the thought process that has led me to my particular interest and viewpoints and illustrate some of the essential ingredients of our common human nature—yours and mine. Imagine that you are a plump, happy laboratory rat. One day, a gloved human hand carefully picks you out of the comfy box you call home and places you into a different, less comfy box that contains a maze.

Since you are naturally curious, you begin to wander around, whiskers twitching along the way. You quickly notice that some parts of the maze are black and others are white.

The Upside of Irrationality by Dr. Dan Ariely - Read Online

You follow your nose into a white section. Nothing happens. Then you take a left turn into a black section. As soon as you enter, you feel a very nasty shock surge through your paws. Every day for a week, you are placed in a different maze.

The dangerous and safe places change daily, as do the colors of the walls and the strength of the shocks. Sometimes the sections that deliver a mild shock are colored red. Other times, the parts that deliver a particularly nasty shock are marked by polka dots.

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Sometimes the safe parts are covered with black-and-white checks. How well do you do? When the shocks were very mild, the rats would simply mosey along, unmotivated by the occasional painless jolt. But as the intensity of the shocks and discomfort increased, the scientists thought, the rats would feel as though they were under enemy fire and would therefore be more motivated to learn more quickly.

Following this logic we would assume that when the rats really wanted to avoid the most intense shocks, they would learn the fastest. We are usually quick to assume that there is a link between the magnitude of the incentive and the ability to perform better.

It seems reasonable that the more motivated we are to achieve something, the harder we will work to reach our goal, and that this increased effort will ultimately move us closer to our objective. This, after all, is part of the rationale behind paying stockbrokers and CEOs sky-high bonuses: When the shocks were very weak, the rats were not very motivated, and, as a consequence, they learned slowly.

When the shocks were of medium intensity, the rats were more motivated to quickly figure out the rules of the cage, and they learned faster. Up to this point, the results fit with our intuitions about the relationship between motivation and performance. But here was the catch: Paralyzed by terror, they had trouble remembering which parts of the cage were safe and which were not and, so, were unable to figure out how their environment was structured.

The graph below shows three possible relationships between incentive payment, shocks and performance. The light gray line represents a simple relationship, where higher incentives.

This action might not be possible to undo. Are you sure you want to continue? Upload Sign In Join. Home Books Pop Culture. Save For Later. Create a List. The Upside of Irrationality: Dan Ariely.

Read on the Scribd mobile app Download the free Scribd mobile app to read anytime, anywhere. HarperCollins Released: Jun 1, ISBN: And to all the participants who took part in our experiments over the years—you are the engine of this research, and I am deeply grateful for all your help. Contents Introduction: What Makes Us Seek Justice? Start your free 30 days.

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