Dan Ariely: The Hidden Forces That Shape Your Customers' Decisions
By far the best theory for describing the principles of our irrational decisions is something called Prospect Theory. Created in 1979 by the psychologists Daniel Kahneman and Amos Tversky, prospect theory describes how people choose between options that involve risk, like in a negotiation. The theory argues that people are drawn to sure things over
... See moreTahl Raz • Never Split the Difference: Negotiating As If Your Life Depended On It
Démocraties en Danger : Pourquoi Nous Minimisons Les Risques, Selon Les Sciences Du Comportement
Stephan Lewandowskyemail.kessel.media
future. One of the main lessons of behavioral economics is that small changes to the environment we live in matter.
Dan Ariely • Dollars and Sense
€100,000 less than he was offered thirty seconds before. The irony is that this offer is utterly fair; Frank would be wise to cut his losses and accept the Banker's proposal. But Frank immediately rejects the deal; he doesn't even pause to consider it. After another unlucky round, the Banker takes pity on Frank and makes him an offer that's about 1
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