Professor of Behavioral Science, University of Chicago Booth School of Business; Author
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Audience & Industry
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An expert on how people actually act—and why they act—in business and economic environments, professor and best-selling author Dan Ariely shows what human behavior means for business innovation, strategy, marketing and pricing.
Despite our intentions, why do we so often fail to act in our own best interest? Why do we promise to skip the chocolate cake, only to find ourselves drooling our way into temptation when the dessert tray rolls around? Why do we overvalue things that we’ve worked to put together? What are the forces that influence our behavior? Dan Ariely, James B. Duke Professor of Behavioral Economics at Duke University, is dedicated to answering these questions and others in order to help people live more sensible—if not rational—lives. His interests span a wide range of behaviors, and his sometimes unusual experiments are consistently interesting, amusing and informative, demonstrating profound ideas that fly in the face of common wisdom. In addition to appointments at the Fuqua School of Business, the Center for Cognitive Neuroscience, the Department of Economics, and the School of Medicine at Duke University, Ariely is also a founding member of the Center for Advanced Hindsight, and the author of The New York Times best sellers Predictably Irrational, The Upside of Irrationality and The Honest Truth About Dishonesty. Irrationally Yours is a collection of his popular Wall Street Journal weekly column. In 2013, he was named by Bloomberg to "Top 50 Most Influential Thinkers". In October 2015, Ariely launched the educational card game Irrational Card Game in order to teach us how we make irrational mistakes and how we can make them better, in a fun and interactive way. His latest book, Payoff explores the diverse and complex nuances that drive us to behave one way or another.
Beware Conflicts of Interest
The (Honest) Truth About Dishonesty: How We Lie to Everyone—Especially Ourselves
Most of us think of ourselves as honest, but, in fact, we all cheat. From Washington to Wall Street, the classroom to the workplace, unethical behavior is everywhere. None of us is immune, whether it’s the white lie to head off trouble or padding our expense reports. In a presentation based on his most recent book The (Honest) Truth About Dishonesty, award-winning, best-selling author Dan Ariely turns his unique insight and innovative research to the question of dishonesty.
Generally, we assume that cheating, like most other decisions, is based on a rational cost-benefit analysis. But Ariely argues, and then demonstrates, that it’s actually the irrational forces that we don’t take into account that often determine whether we behave ethically or not. For every Enron or political bribe, there are countless puffed résumés, hidden commissions and knockoff purses. Ariely shows why some things are easier to lie about; how getting caught matters less than we think; and how business practices pave the way for unethical behavior, both intentionally and unintentionally. Ariely explores how unethical behavior works in the personal, professional and political worlds, and how it affects all of us, even as we think of ourselves as having high moral standards.
But all is not lost. Ariely also identifies what keeps us honest, pointing the way for achieving higher ethics in our everyday lives. With compelling personal and academic findings, Ariely will change the way we see ourselves, our actions and others.
We Are Predictably Irrational.
Do you know why we so often promise ourselves to diet and exercise, only to have the thought vanish when the dessert cart rolls by?
Do you know why we sometimes find ourselves excitedly buying things we don’t really need? Or at prices that we would otherwise concede are beyond our budget?
Do you know why we still have a headache after taking a five-cent aspirin, but why that same headache vanishes when the aspirin costs 50 cents?
Do you know why people who have been asked to recall the Ten Commandments tend to be more honest (at least immediately afterward) than those who haven’t? Or why honor codes actually do reduce dishonesty in the workplace?
Dan Ariely provides answers to these and many other questions that have implications for your personal life, for your business life and for the way you look at the world.
For businesses, these irrationalities help unlock our understanding of common behaviors and choices in shopping, pricing, investing and saving, employee recruitment and selection, office politics and a myriad of other choices and interactions.
As a bonus, you will also learn how much fun social science can be, and how to see more clearly the causes for our everyday behaviors, including the many cases in which we are predictably irrational.