Predictably Irrational, Revised and Expanded Edition The Hidden Forces That Shape Our Decisions Paperback 1st Edition by Dan Ariely ISBN 0061854549 9780061854545

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ISBN 10: 0061854549
ISBN 13: 9780061854545
Author: Dan Ariely 

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.

Predictably Irrational, Revised and Expanded Edition The Hidden Forces That Shape Our Decisions Paperback 1st Table of contents:

Part 1: The Truth about Relativity

1. The Truth About Relativity
   • Why we are affected by context and comparisons in making decisions
   • How relativity shapes our choices
2. The Cost of Zero Cost
   • The psychological power of “free”
   • Why we irrationally love “free” offers and make decisions based on it
3. The Influence of Arousal
   • How emotions and physical states like arousal affect our decisions
   • Why we make different choices when emotionally or physically heightened

Part 2: The Power of Expectations 4. The Power of Expectations

• How our expectations shape our perceptions and experiences
• Why the same experience can feel different based on what we expect

5. The Problem of Procrastination and Self-Control
   • Why we often delay decisions and actions
   • How we can address procrastination and improve self-control
6. The Effect of Price on Perception
   • The role of price in how we perceive quality and value
   • Why higher prices sometimes lead us to believe products are of better quality

Part 3: The Power of Social Norms 7. The Influence of Social Norms

• How social influences and norms shape behavior
• The power of peer influence and societal expectations

8. The Influence of Reciprocity
   • Why we often feel compelled to return favors and how it shapes our decisions
   • The concept of “reciprocal altruism” in human behavior

Part 4: The Impact of Emotion on Decision-Making 9. The Impact of Emotions on Decision-Making

• How emotions interfere with our rational thinking
• The role of anger, fear, and happiness in shaping our choices

10. The High Price of Ownership

• How we overvalue what we own (the endowment effect)
• Why ownership biases affect how we make decisions about value and pricing

Part 5: The Limits of Our Rationality 11. The Role of Cognitive Biases

• How mental shortcuts lead to biased, often irrational, decisions
• Examples of biases like the anchoring effect and availability bias

12. The “Irrational” Economy

• The implications of human irrationality for markets and economics
• How understanding irrationality can lead to better business decisions

Part 6: The Irrationality of Decision-Making in Public Policy 13. Irrational Decision-Making in Public Policy

• The effects of irrational behavior on public policy and legislation
• How policy-makers can leverage insights from behavioral economics to improve decision-making

Part 7: How to Use the Knowledge of Irrationality 14. Lessons for Improving Decision-Making

• How we can make better decisions by understanding the forces shaping our choices
• Tips for overcoming irrationality in personal and professional life

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