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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 changethe 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.

Dr. Dan Ariely, 40, is the Alfred P. Sloan Professor of Behavioral Economics at MIT, where he holds a joint appointment between MIT’s Program in Media Arts and Sciences and the Sloan School of Management. He is also a visiting scholar at the Boston Federal Reserve Bank and a fellow at the Institute for Advance Study at Princeton. Dr. Ariely publishes widely in the leading scholarly journals in economics, psychology, and business. His work has been featured in a variety of media including The New York Times, Wall Street Journal, Washington Post, Boston Globe, Business 2.0, Scientific American, Science, CNN, NPR, and he was interviewed for ABC 20/20’s segment on Freakonomics. Born in New York City, he lives in Boston, MA and Princeton, NJ.

Introduction How an Injury Led Me to Irrationality and to the Research Described Here
Ch. 1 The Truth about Relativity: Why Everything Is Relative - Even When It Shouldn't Be 1
Ch. 2 The Fallacy of Supply and Demand: Why the Price of Pearls - and Everything Else - Is Up in the Air 23
Ch. 3 The Cost of Zero Cost: Why We Often Pay Too Much When We Pay Nothing 49
Ch. 4 The Cost of Social Norms: Why We Are Happy to Do Things, but Not When We Are Paid to Do Them 67
Ch. 5 The Influence of Arousal: Why Hot Is Much Hotter Than We Realize 89
Ch. 6 The Problem of Procrastination and Self-Control: Why We Can't Make Ourselves Do What We Want to Do 109
Ch. 7 The High Price of Ownership: Why We Overvalue What We Have 127
Ch. 8 Keeping Doors Open: Why Options Distract Us from Our Main Objective 139
Ch. 9 The Effect of Expectations: Why the Mind Gets What It Expects 155
Ch. 10 The Power of Price: Why a 50-Cent Aspirin Can Do What a Penny Aspirin Can't 173
Ch. 11 The Context of Our Character, Part I: Why We Are Dishonest, and What We Can Do about It 195
Ch. 12 The Context of Our Character, Part II: Why Dealing with Cash Makes Us More Honest 217
Ch. 13 Beer and Free Lunches: What Is Behavioral Economics, and Where Are the Free Lunches? 231
Reflections and Anecdotes about Some of the Chapters 245
Thoughts about the Subprime Mortgage Crisis and Its Consequences 279
Thanks 331
List of Collaborators 335
Notes 341
Bibliography and Additional Readings 345
Index 355
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