From Publishers Weekly Irrational behavior is a part of human nature, but as MIT professor Ariely has discovered in 20 years of researching behavioral economics, people tend to behave irrationally in a predictable fashion. Drawing on psychology and economics, behavioral economics can show us why cautious people make poor decisions about sex when aroused, why patients get greater relief from a more expensive drug over its cheaper counterpart and why honest people may steal office supplies or communal food, but not money. According to Ariely, our understanding of economics, now based on the assumption of a rational subject, should, in fact, be based on our systematic, unsurprising irrationality. Ariely argues that greater understanding of previously ignored or misunderstood forces (emotions, relativity and social norms) that influence our economic behavior brings a variety of opportunities for reexamining individual motivation and consumer choice, as well as economic and educational policy. Ariely's intelligent, exuberant style and thought-provoking arguments make for a fascinating, eye-opening read. \*(Feb.)\* Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved. Review “This is a wonderful, eye-opening book. Deep, readable, and providing refreshing evidence that there are domains and situations in which material incentives work in unexpected ways. We humans are humans, with qualities that can be destroyed by the introduction of economic gains. A must read!” (Nassim Nicholas Taleb, New York Times bestselling author of The Black Swan: The Impact of the Highly Improbable ) “In creative ways, author Dan Ariely puts rationality to the test. . . . New experiments and optimistic ideas tumble out of him, like water from a fountain.” (Boston Globe ) “Inventive. . . . An accessible account. . . . Ariely is a more than capable storyteller . . . If only more researchers could write like this, the world would be a better place.” (Financial Times ) “Sly and lucid. . . . Predictably Irrational is a far more revolutionary book than its unthreatening manner lets on.” (New York Times Book Review ) “An entertaining tour of the many ways people act against their best interests, drawing on Ariely’s own ingeniously designed experiments. . . . Personal and accessible.” (BusinessWeek ) “A delightfully brilliant guide to our irrationality—and how to overcome it—in the marketplace and everyplace.” (Geoffrey Moore, author of Crossing the Chasm and Dealing with Darwin ) “PREDICTABLY IRRATIONAL is a scientific but imminently readable and decidedly insightful look into why we do what we do every day...and why, even though we ‘know better,’ we may never change.” (Wenda Harris Millard, President, Media, Martha Stewart Living Omnimedia ) “Predictably Irrational is an important book. Full of valuable and entertaining insights that will make an impact on your business, professional, and personal life.” (Jack M Greenberg, Chairman, Western Union Company, Retired Chairman and CEO, McDonald's Corporation ) “Predictably Irrational is clever, playful,humorous, hard hitting, insightful, and consistently fun and exciting to read.” (Paul Slovic, Founder and President, Decision Research ) “Freakonomics held that people respond to incentives, perhaps in undesirable ways, but always rationally. Dan Ariely shows you how people are deeply irrational, and predictably so.” (Chip Heath, Co-Author, Made to Stick, Professor, Stanford Graduate School of Business ) “A marvelous book that is both thought provoking and highly entertaining, ranging from the power of placebos to the pleasures of Pepsi. Ariely unmasks the subtle but powerful tricks that our minds play on us, and shows us how we can prevent being fooled.” (Jerome Groopman, New York Times bestselling author of How Doctors Think ) “PREDICTABLY IRRATIONAL is a charmer-filled with clever experiments, engaging ideas, and delightful anecdotes. Dan Ariely is a wise and amusing guide to the foibles, errors, and bloopers of everyday decision-making.” (Daniel Gilbert, Professor of Psychology, Harvard University and author of Stumbling on Happiness ) “Dan Ariely’s ingenious experiments explore deeply how our economic behavior is influenced by irrational forces and social norms. In a charmingly informal style that makes it accessible to a wide audience, PREDICTABLY IRRATIONAL provides a standing criticism to the explanatory power of rational egotistic choice.” (Kenneth Arrow, Nobel Prize in Economics 1972, Professor of Economics Stanford University ) “After reading this book, you will understand the decisions you make in an entirely new way.” (Nicholas Negroponte, founder of MIT's Media Lab and founder and chairman of the One Laptop per Child non-profit association ) “Surprisingly entertaining. . . . Easy to read. . . . Ariely’s book makes economics and the strange happenings of the human mind fun.” (USA Today ) “A taxonomy of financial folly.” (The New Yorker ) “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 we act, in the marketplace and out. PREDICTABLY IRRATIONAL will reshape the way you see the world, and yourself, for good.” (James Surowiecki, author of The Wisdom of Crowds ) “A fascinating romp through the science of decision-making that unmasks the ways that emotions, social norms, expectations, and context lead us astray.” (Time magazine ) “The most difficult part of investing is managing your emotions. Dan explains why that is so challenging for all of us, and how recognizing your built-in biases can help you avoid common mistakes.” (Charles Schwab, Chairman and CEO, The Charles Schwab Corporation ) “PREDICTABLY IRRATIONAL is wildly original. It shows why—much more often than we usually care to admit—humans make foolish, and sometimes disastrous, mistakes. Ariely not only gives us a great read; he also makes us much wiser.” (George Akerlof, Nobel Laureate in Economics, 2001 Koshland Professor of Economics, University of California at Berkeley ) “Ariely’s book addresses some weighty issues . . . with an unexpected dash of humor.” (Entertainment Weekly ) “Ariely’s intelligent, exuberant style and thought-provoking arguments make for a fascinating, eye-opening read.” (Publishers Weekly )

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Предсказуемая иррациональность: скрытые силы, определяющие наши решения: перевод с английского

Ariely, Dan

Ариели, Дэн

Дэн Ариели

Harper Collins Publ. USA

HarperCollins Publishers

HarperCollins e-books

Longman Publishing

Альпина Паблишер

Перераб. и доп. изд., Москва, Russia, 2019

Rev. and expanded ed, New York, NY, ©2009

United States, United States of America

HarperCollins, [United States], 2009

Rev. and expanded ed, London, 2009

Rev. and exp. ed, New York, ©2010

Revised and Expanded ed., 2010

August 15, 2010

+OCR

lg1247604

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Why Do Smart People Make Irrational Decisions Every Day? The Answers Will Surprise You. This Book Is A Look At Why We All Make Illogical Decisions. Why Can A 50-cent Aspirin Do What A Penny Aspirin Can't? If An Item Is Free It Must Be A Bargain, Right? Why Is Everything Relative, Even When It Shouldn't Be? How Do Our Expectations Influence Our Actual Opinions And Decisions? In This Book, The Author, A Behavioral Economist Cuts To The Heart Of Our Strange Behaviour, Demonstrating How Irrationality Often Supplants Rational Thought And That The Reason For This Is Embedded In The Very Structure Of Our Minds. This Book Blends Everyday Experiences With A Series Of Illuminating And Often Surprising Experiments, That Will Change The Understanding Of Human Behaviour. And, By Recognizing These Patterns, The Author Shows That We Can Make Better Decisions In Business, In Matters Of Collective Welfare, And In Our Everyday Lives From Drinking Coffee To Losing Weight, Buying A Car To Choosing A Romantic Partner. How An Injury Led Me To Irrationality And To The Research Described Here -- The Truth About Relativity: Why Everything Is Relative, Even When It Shouldn't Be -- The Fallacy Of Supply And Demand: Why The Price Of Pearls And Everything Else Is Up In The Air -- The Cost Of Zero Cost: Why We Often Pay Too Much When We Pay Nothing -- The Cost Of Social Norms: Why We Are Happy To Do Things, But Not When We Are Paid To Do Them -- The Power Of A Free Cookie: How Free Can Make Us Less Selfish -- The Influence Of Arousal: Why Hot Is Much Hotter Than We Realize -- The Problem Of Procrastination And Self-control: Why We Can't Make Ourselves Do What We Want To Do -- The High Price Of Ownership: Why We Overvalue What We Have -- Keeping Doors Open: Why Options Distract Us From Our Main Objective -- The Effect Of Expectations: Why The Mind Gets What It Expects -- The Power Of Price: Why A 50 Cent Aspirin Can Do What A Penny Aspirin Can't -- The Cycle Of Distrust: Why We Don't Believe What Marketers Tell Us -- The Context Of Our Character Part I: Why We Are Dishonest, And What We Can Do About It -- The Context Of Our Character, Part Ii: Why Dealing With Cash Makes Us More Honest -- Beer And Free Lunches: What Is Behavioral Economics And Where Are The Free Lunches? Dan Ariely. Revised And Expanded Edition--t.p. Includes Bibliographical References (p. [335]-349)

How do we think about money?What caused bankers to lose sight of the economy?What caused individuals to take on mortgages that were not within their means?What irrational forces guided our decisions?And how can we recover from an economic crisis? In this revised and expanded edition of the New York Times and Wall Street Journal bestseller Predictably Irrational, Duke University's behavioral economist Dan Ariely explores the hidden forces that shape our decisions, including some of the causes responsible for the current economic crisis. Bringing a much-needed dose of sophisticated psychological study to the realm of public policy, Ariely offers his own insights into the irrationalities of everyday life, the decisions that led us to the financial meltdown of 2008, and the general ways we get ourselves into trouble.Blending common experiences and clever experiments with groundbreaking analysis, Ariely demonstrates how expectations, emotions, social norms, and other invisible, seemingly illogical forces skew our reasoning abilities. As he explains, our reliance on standard economic theory to design personal, national, and global policies may, in fact, be dangerous. The mistakes that we make as individuals and institutions are not random, and they can aggregate in the market—with devastating results. In light of our current economic crisis, the consequences of these systematic and predictable mistakes have never been clearer.Packed with new studies and thought-provoking responses to readers' questions and comments, this revised and expanded edition of Predictably Irrational will change the way we interact with the world—from the small decisions we make in our own lives to the individual and collective choices that shape our economy.

The groundbreaking bestseller from iconic behavioral psychologist Dan Ariely, now the inspiration for the Fall 2023 NBC show The Irrational "A marvelous book that is both thought provoking and highly entertaining, ranging from the power of placebos to the pleasures of Pepsi. Ariely unmasks the subtle but powerful tricks that our minds play on us, and shows us how we can prevent being fooled." -- Jerome Groopman, New York Times bestselling author of How Doctors Think "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 we act, in the marketplace and out. Predictably Irrational will reshape the way you see the world, and yourself, for good." -- James Surowiecki, author of The Wisdom of Crowds Why do our headaches persist after we take a one-cent aspirin but disappear when we take a fifty-cent aspirin? Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup? When it comes to making decisions in our lives, we think we're making smart, rational choices. But are we? In this revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided behaviors are neither random nor senseless. They're systematic and predictable--making us predictably irrational.

This evaluation of the sources of illogical decisions explores the reasons why irrational thought often overcomes level-headed practices, offering insight into the structural patterns that cause people to make the same mistakes repeatedly. In a series of illuminating, often surprising experiments, the author, a MIT behavioral economist, refutes the common assumption that we behave in fundamentally rational ways. Blending everyday experience withgroundbreaking research, he explains how expectations, emotions, social norms, and other invisible, seemingly illogical forces skew our reasoning abilities. Not only do we make astonishingly simple mistakes every day, but we make the same types of mistakes, he discovers. We consistently overpay, underestimate, and procrastinate. We fail to understand the profound effects of our emotions on what we want, and we overvalue what we already own. Yet these misguided behaviors are neither random nor senseless. They are systematic and predictable, making us predictably irrational. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, he explains how to break through these systematic patterns of thought to make better decisions. This book offers ways to change the way we interact with the world one small decision at a time

Why do our headaches persist after we take a one-cent aspirin but disappear when we take a fifty-cent aspirin?
Why do we splurge on a lavish meal but cut coupons to save twenty-five cents on a can of soup?
When it comes to making decisions in our lives, we think we're making smart, rational choices. But are we?
In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. From drinking coffee to losing weight, from buying a car to choosing a romantic partner, we consistently overpay, underestimate, and procrastinate. Yet these misguided behaviors are neither random nor senseless. They're systematic and predictable—making us predictably irrational.

2014-10-05