Ariely Dan Quotes & Sayings

I don't know what exactly the translation is but when we do consume something now, something else has to give at some point. — Dan Ariely

I don't think we should go around life and being miserable all the time and feel the pain of paying. It's a question of what categories we want to spend more on and what categories we want feel that we are spending too much on and we want to cut down. — Dan Ariely

Honesty is a complex and tricky thing, and we don't want to be honest all the time. — Dan Ariely

The question, then, is whether the only force that keeps us from carrying out misdeeds is the fear of being seen by others ... — Dan Ariely

Thinking is difficult and sometimes unpleasant. — Dan Ariely

Some special conpanies see trust as the pulic good. — Dan Ariely

With money we really fool ourselves. We are our biggest enemies with money and there are some things we can do about it. Automatic deductions are a wonderful thing. But ideally, you should wait until the end of the month, you can see how much extra money you had, and you should put that in your savings account. We don't do that too well, and if we did that, we would never save. So, what we do, is we take money out of our pocket into the saving account at the beginning of the month, take it outside of our control and as a consequence, we spend less and we save more. — Dan Ariely

Human beings are inherently social and trusting animals. — Dan Ariely

We usually think of ourselves as sitting the driver's seat, with ultimate control over the decisions we made and the direction our life takes; but, alas, this perception has more to do with our desires-with how we want to view ourselves-than with reality — Dan Ariely

Ownership is not limited to material things. It can also apply to points of view. Once we take ownership of an idea - whether it's about politics or sports - what do we do? We love it perhaps more than we should. We prize it more than it is worth. And most frequently, we have trouble letting go of it because we can't stand the idea of its loss. What are we left with then? An ideology - rigid and unyielding. — Dan Ariely

According to neuroscience research from 2012, it is intrinsically rewarding to talk about oneself. This is perhaps why Facebook, Twitter and blogging platforms like Tumblr have been such successful products. — Dan Ariely

[D]ivision of labor, in my mind, is one of the dangers of work-based technology. Modern IT infrastructure allows us to break projects into very small, discrete parts and assign each person to do only one of the many parts. In so doing, companies run the risk of taking away employees' sense of the big picture, purpose, and sense of completion. — Dan Ariely

If corporations started thinking in terms of social norms, they would realize that these norms build loyalty and-more important-make people want to extend themselves to the degree that corporations need today: to be flexible, concerned, and willing to pitch in. That's what a social relationship delivers. — Dan Ariely

The idea that you will make the right decision every time is very unlikely. — Dan Ariely

Believing you are a bad person leads to a slippery slope. — Dan Ariely

Every year, employees' theft and fraud at the workplace are estimated at about $600 billion. — Dan Ariely

I once heard an air force commander tell his pilots that every second, they are making a decision to change course or to stay their course, and that they should always think about their actions as active choices. The problem is that very few of us think about our decisions this way. We think that moving, getting married, changing jobs, etc., as decisions, but we don't think about staying in the same place, staying single, keeping the same job etc., as decisions. Or at least we don't think of them as decisions to the same degree. — Dan Ariely

But because human being tend to focus on short-term benefits and our own immediate needs, such tragedies of the commons occur frequently . — Dan Ariely

One thing is sure: if we don't teach our young people how to deal with sex when they are half out of their minds, we are not only fooling them; we're fooling ourselves as well. Whatever lessons we teach them, we need to help them understand that they will react differently when they are calm and cool from when their hormones are raging at fever pitch (and of course the same also applies to our own behavior). — Dan Ariely

CEOs hired from the outside get paid more than those hired from the inside and that they don't perform as well. I suspect that the reason for this is the same heightened expectations that come with lack of knowledge - when someone is relatively unknown we tend to fill in the gaps in overoptimistic ways, — Dan Ariely

For all of us, it's very hard to think about money, and because of that, we need help. In the same way that for all of us, it is hard to eat well, and we need some help. The poor have a particular challenge, which is that their life is actually much more complex - and they're much more complex cognitively. — Dan Ariely

Wardrobing is buying an item of clothing, wearing it for a while, and then returning it in such a state that the store has to accept it but can no longer resell it. By engaging in wardrobing, consumers are not directly stealing money from the company; instead, it is a dance of buying and returning, with many unclear transactions involved. But there is at least one clear consequence - the clothing industry estimates that its annual losses from wardrobing are about $16 billion (about the same amount as the estimated annual loss from home burglaries and automobile theft combined). — Dan Ariely

It is very difficult to make really big,
important, life-changing decisions because we are all susceptible
to a formidable array of decision biases. There are more of them
than we realize, and they come to visit us more often than we
like to admit. — Dan Ariely

religion attempts to influence our mind-set before we are tempted, by creating moral education and - let's not forget - guilt. — Dan Ariely

If you're a company, my advice is to remember that you can't have it both ways. You can't treat your customers like family one moment and then treat them impersonally - or, even worse, as a nuisance or a competitor - a moment later when this becomes more convenient or profitable. — Dan Ariely

Dear Dan, Why is the divorce rate so high?
D.A.: It is hard to imagine we can be happy with any decision we make even one year down the road, much less when we look back at our decisions five, ten, twenty, or even fifty years later. Frankly, I am amazed by how low the divorce rate is. — Dan Ariely

What reminds you in your environment about saving? Nothing. — Dan Ariely

Just as creativity enables us to envision novel solutions to tough problems, it can also enable us to develop original paths around rules, all the while allowing us to reinterpret information in a self-serving way. Putting our creative minds to work can help us come up with a narrative that lets us have our cake and eat it too, and create stories in which we're always the hero, never the villain. If the key to our dishonesty is our ability to think of ourselves as honest and moral people while at the same time benefitting from cheating, creativity can help us tell better stories - stories that allow us to be even more dishonest but still think of ourselves as wonderfully honest people. — Dan Ariely

When the Starbursts cost a cent apiece, the average number of candies per customer was 3.5, but when the price went down to zero, the average went down to 1.1 per customer. The students limited themselves to a large degree when the candy was free. In fact, almost all the students applied a very simple social-norm rule in this situation - they politely took one and only one Starburst ... What these results mean is that when price is not a part of the exchange, we become less selfish maximizers and start caring more about the welfare of others. We saw this demonstrated by the fact that when the price decreased to zero, customers restrained themselves and took far fewer units. — Dan Ariely

In life we encounter many people who, in some way or another, try to tattoo our faces. — Dan Ariely

WHAT IS IT about FREE! that's so enticing? Why do we have an irrational urge to jump for a FREE! item, even when it's not what we really want? — Dan Ariely

Dear Dan, I recently attended one of your lectures, and I was wondering why an Israeli guy telling Jewish jokes is wearing an Indian shirt?
D.A.: In general I am not someone who should be asked for fashion advice, but this particular case might be the one exception ... My solution? I figured that as long as I am wearing clothes from a different culture, no one is politically correct (and this includes almost everyone in the United States ) could complain that I'm underdressed. After all, any such critic could be offending a whole subcontinent. — Dan Ariely

As Oscar Wilde once wrote, "Morality, like art, means drawing a line somewhere." The question is: where is the line? — Dan Ariely

Big Data is like teenage sex: everyone talks about it, nobody really knows how to do it, everyone thinks everyone else is doing it, so everyone claims they are doing it. — Dan Ariely

Man is a pliant animal, a being who gets accustomed to anything. - FYODOR DOSTOYEVSKY — Dan Ariely

Socrates said that the unexamined life is not worth living. Perhaps it's time to inventory the imprints and anchors in our own life. Even if they once were completely reasonable, are they still reasonable? Once the old choices are reconsidered, we can open ourselves to new decisions-and the new opportunities of a new day. — Dan Ariely

A substantial amount of research over the past decade has reinforced the idea that although internal happiness can deviate from its "resting state" in reaction to life events, it usually returns toward its baseline over time. — Dan Ariely

Your immediate environment is comprised of coffee shops, supermarkets, websites, apps and all kinds of things - none of which have an interest in your long-term or short-term financial well-being. — Dan Ariely

Disasters are usually a good time to re-examine what we've done so far, what mistakes we've made, and what improvements should come next. — Dan Ariely

There's something about [cyclically] doing something over and over and over that seems to be particularly demotivating. — Dan Ariely

But, as the results presented in this book (and others) show, we are all far less rational in our decision making than standard economic theory assumes. Our irrational behaviors are neither random nor senseless-they are systematic and predictable. We all make the same types of mistakes over and over, because of the basic wiring of our brains. So wouldn't it make sense to modify standard economics and move away from naive psychology, which often fails the tests of reason, introspection, and-most important-empirical scrutiny?

Wouldn't economics make a lot more sense if it were based on how people actually behave, instead of how they should behave? As I said in the Introduction, that simple idea is the basis of behavioral economics, an emerging field focused on the (quite intrusive) idea that people do not always behave rationally and that they often make mistakes in their decisions. — Dan Ariely

None of us always make the best financial decisions. — Dan Ariely

[..] we human beings are ready and willing to steal something that does not explicitly reference monetary value - that is, something that lacks the face of a dead president. — Dan Ariely

We all think that in the future, we are wonderful people. We will be patient, we will not procrastinate, we will exercise, we will eat well ... The problem is we never get to live in that future. We always live in the present. — Dan Ariely

Thinking, Fast and Slow, mentioned above, and Dan Ariely's Predictably Irrational. One of the handful of books that provides advice on making decisions better is Nudge by Richard Thaler and Cass Sunstein, which was written for "choice architects" in business and government who construct decision systems such as retirement plans or organ-donation policies. It has been used to improve government policies in the United States, Great Britain, and other countries. — Chip Heath

Could it be that the potential to make something perfect increases our motivation? And could it be that when we are limited to just fixing something, our motivation is weakened? I suspect that this is the case, which means that maybe we should all start picking projects that are smaller, and more self-contained. — Dan Ariely

That's a lesson we can all learn: the more we have, the more we want. And the only cure is to break the cycle of relativity. — Dan Ariely

Without constant suspicion, we can get more out of our exchanges with others while spending less time making sure that others will fulfill their promise to us. — Dan Ariely

This result suggests that cheating is not driven by concerns about standing out. Rather, it shows that our sense of our own morality is connected to the amount of cheating we feel comfortable with. Essentially, we cheat up to the level that allows us to retain our self-image as reasonably honest individuals. — Dan Ariely

When you get a checking account, you should have a savings account, and the number for the savings account should be one off of your checking account. — Dan Ariely

Money is very difficult to think about. So, we think about money as the opportunity cost of money. So, we at some point went to a Toyota dealership and we asked people, what will you not be able to do in the future if you bought this Toyota? Now, you would expect people to have an answer. But people were kind of shocked by the question. They never thought about it before. So, the most we got was people said, "Well, if I can't buy this Toyota, if I buy this Toyota, I can't buy a Honda." What is this thing? What is this value of price? Very hard to think about it. — Dan Ariely

our irrationality happens the same way, again and again. Whether we are acting as consumers, businesspeople, or policy makers, understanding how we are predictably irrational provides a starting point for improving our decision making and changing the way we live for the better. — Dan Ariely

While we somehow understand revenge on an intuitive level between individuals, I do suspect that companies, assuming that people are rational, completely miss and underestimate the motivation people have for revenge. — Dan Ariely

The people who need to overcome temptation to the highest degree have the hardest time doing it. — Dan Ariely

Open-source software shows the potential of social norms. In the case of Linux and other collaborative projects, you can post a problem about a bug on one of the bulletin boards and see how fast someone, or often many people, will react to your request and fix the software-using their own leisure time. Could you pay for this level of service? Most likely. But if you had to hire people of the same caliber they would cost you an arm and a leg. Rather, people in these communities are happy to give their time to society at large (for which they get the same social benefits we all get from helping a friend paint a room). What can we learn from this that is applicable to the business world? There are social rewards that strongly motivate behavior-and one of the least used in corporate life is the encouragement of social rewards and reputation. — Dan Ariely

One percent of people will always be honest and never steal," the locksmith said. "Another one percent will always be dishonest and always try to pick your lock and steal your television. And the rest will be honest as long as the conditions are right - but if they are tempted enough, they'll be dishonest too. Locks won't protect you from the thieves, who can get in your house if they really want to. They will only protect you from the mostly honest people who might be tempted to try your door if it had no lock". — Dan Ariely

It is true that from a behavioral economics perspective we are fallible, easily confused, not that smart, and often irrational. We are more like Homer Simpson than Superman. So from this perspective it is rather depressing. But at the same time there is also a silver lining. There are free lunches! — Dan Ariely

Who would you trust right now? Which bank would you trust? Which investment would you trust? Do you really want to put your money; do you want to suffer more of these losses that we just had? You know, these volatility that we see is just unexplainable by any rational standards. Nobody has any clue about how to explain this, and nobody wants to experience that. So, we hold more money back, we don't necessarily want to invest in the market and by default, people are saving more. — Dan Ariely

It seems then that instead of consumers' willingness to pay influencing market prices, the causality is somewhat reversed and it is market prices themselves that influence consumers' willingness to pay. — Dan Ariely

In a blind taste, balsamic vinegar actually makes it taste better). — Dan Ariely

honesty and dishonesty are based on a mixture of two very different types of motivation. On the one hand, we want to benefit from cheating (this is the rational economic motivation), while on the other, we want to be able to view ourselves as wonderful human beings (this is the psychological motivation). — Dan Ariely

Not all debt is bad. From time to time we should get into debt when there's a good reason for that. — Dan Ariely

Another common practice, the reps told us, was to take fancy meals to the entire doctor's office (one of the perks of being a nurse or receptionist, I suppose). One doctor's office even required alternating days of steak and lobster for lunch if the reps wanted access to the doctors. Even more shocking, we found out that physicians sometimes called the reps into the examination room (as an "expert") to directly inform patients about the way certain drugs work. Hearing stories from the reps who sold medical devices was even more disturbing. We learned that it's common practice for device reps to peddle their medical devices in the operating room in real time and while a surgery is under way. Janet and I were surprised at how well the pharmaceutical reps understood classic psychological persuasion strategies and how they employed them in a sophisticated and intuitive manner. — Dan Ariely

In running back and forth among the things that might be important, we forget to spend enough time on what really is important. — Dan Ariely

Put simply, the link between creativity and dishonesty seems related to the ability to tell ourselves stories about how we are doing the right thing, even when we are not. The more creative we are, the more we are able to come up with good stories that help us justify our selfish interests. — Dan Ariely

According to Becker's logic, if we're short on cash and happen to drive by a convenience store, we quickly estimate how much money is in the register, consider the likelihood that we might get caught, and imagine what punishment might be in store for us if we are caught (obviously deducting possible time off for good behavior). On the basis of this cost-benefit calculation, we then decide whether it is worth it to rob the place or not. The essence of Becker's theory is that decisions about honesty, like most other decisions, are based on a cost-benefit analysis. — Dan Ariely

A glass of wine will taste better after reading a positive review of it, — Dan Ariely

We don't really want a huge house, but we want the house to be slightly bigger than our neighbors, and a car that is bigger than our neighbor's, and they're going on vacation that's slightly more expensive, and this escalation happens that things got out of hand. — Dan Ariely

We are pawns in a game whose forces we largely fail to comprehend. — Dan Ariely

If companies want to benefit from the advantages of social norms, they need to do a better job of cultivating those norms. Medical benefits, and in particular comprehensive medical coverage, are among the best ways a company can express its side of the social exchange. But what are many companies doing? They are demanding high deductibles in their insurance plans, and at the same time are reducing the scope of benefits. Simply put, they are undermining the social contract between the company and the employees and replacing it with market norms. As companies tilt the board, and employees slide from social norms to the realm of market norms, can we blame them for jumping ship when a better offer appears? It's really no surprise that "corporate loyalty," in terms of the loyalty of employees to their companies, has become an oxymoron. — Dan Ariely

When people are in severe pain, there's an expression, you're a "pain person," and what that means is that nothing else matters. — Dan Ariely

Individuals are honest only to the extent that suits them (including their desire to please others) — Dan Ariely

Wouldn't economics make a lot more sense if it were based on how people actually behave, instead of how they should behave? — Dan Ariely

The most difficult thing is to recognize that sometimes we too are blinded by our own incentives. Because we don't see how our conflicts of interest work on us. — Dan Ariely

So we live in two worlds: one characterized by social exchanges and the other characterized by market exchanges. And we apply different norms to these two kinds of relationships. Moreover, introducing market norms into social exchanges, as we have seen, violates the social norms into social exchanges, as we have seen, violates the social norms and hurts the relationships. Once this type of mistake has been committed, recovering a social relationship is difficult. Once you've offered to pay for the delightful Thanksgiving dinner, your mother-in-law will remember the incident for years to come. And if you've ever offered a potential romantic partner the chance to cut to the chase, split the cost of the courting process, and simply go to bed, the odds are that you will have wrecked the romance forever. — Dan Ariely

So how can we improve the educational system? We should probably first rethink school curricula, and link them in more obvious ways to social goals (elimination of poverty and crime, elevation of human rights, etc.), technological goals (boosting energy conservation, space exploration, nanotechnology, etc.), and medical goals (cures for cancer, diabetes, obesity, etc.) that we care about as a society. — Dan Ariely

Money actually becomes even more difficult than other things because it's very hard to imagine what the benefits are to saving. So, imagine that you see a new bicycle, a new pair of shoes, or something today. You know exactly what you are giving up if you are not buying it, what are you gaining in the future if you are not getting it. So, you are giving up the bicycle today, what is it in the future? What will happen if you send another $1,000 to your retirement fund? What difference will it make? It is very, very hard to figure out. — Dan Ariely

The basic idea behind self-signaling is that despite what we tend to think, we don't have a very clear notion of who we are. We generally believe that we have a privileged view of our own preferences and character, but in reality we don't know ourselves that well (and definitely not as well as we think we do). Instead, we observe ourselves in the same way we observe and judge the actions of other people - inferring who we are and what we like from our actions. For — Dan Ariely

In essence, individuals more concerned with portraying their own uniqueness were more likely to select an alcoholic beverage not yet ordered at their table in an effort to demonstrate that they were in fact one of a kind. What these results show is that people are sometimes willing to sacrifice the pleasure they get from a particular consumption experience in order to project a certain image to others. When people order food and drinks, they seem to have two goals: to order what they will enjoy most and to portray themselves in a positive light in the eyes of their friends. — Dan Ariely

Linking financial element to energy consumption I think has a huge role if you think about a display instrument that could teach us about what we are using, how much it costs us, how much it is saving, and therefore change our decisions. — Dan Ariely

We found that the students with the three firm deadlines got the best grades; the class in which I set no deadlines at all (except for the final deadline) had the worst grades; and the class in which Gaurav and his classmates were allowed to choose their own three deadlines (but with penalties for failing to meet them) finished in the middle, in terms of their grades for the three papers and their final grade. — Dan Ariely

Scaling down individually is very hard. Imagine that if you go to a place where everybody is dressed nicely, and you are the only one who doesn't dress nicely. Everybody goes on vacations to a great place and you go to the Jersey shore. It's very hard to do these things without an organized mechanism, but it looks to me like there might be some organized mechanisms. — Dan Ariely

If you think of people as making decisions actively, every time we think about the cup of coffee, we say, How much will I enjoy the cup of coffee, what else could I not do in the future because I buy this cup of coffee? — Dan Ariely

We need to believe that we're good people, and we'll do just about anything to maintain that perception. — Dan Ariely

The good news is that we can sometimes control the "circles" around us, moving toward smaller circles that boost our relative happiness. If we are at our class reunion, and there's a "big circle" in the middle of the room with a drink in his hand, boasting of his big salary, we can consciously take several steps away and talk with someone else. If we are thinking of buying a new house, we can be selective about the open houses we go to, skipping the houses that are above our means. If we are thinking about buying a new car, we can focus on the models that we can afford, and so on. We — Dan Ariely

One fall day in Boston, a tall mechanical engineering student named Joe entered the student union at Harvard University. He was all ambition and acne — Dan Ariely

When people think about a placebo such as the royal touch, they usually dismiss it as "just psychology." But, there is nothing "just" about the power of a placebo, and in reality it represents the amazing way our mind controls our body. — Dan Ariely

If I gave you now, $10 as a gift, how happy would you be? Would you be happy, is the marginal $10, the best use of $10 you can use? Of course not. If I have you a CD, you know exactly what you are getting and you will have a value for it. So, money has lots of problems with it. — Dan Ariely

If companies really want their workers to produce, they should try to impart a sense of meaning - not just through vision statements but by allowing employees to feel a sense of completion and ensuring that a job well done is acknowledged. At the end of the day, such factors can exert a huge influence on satisfaction and productivity. — Dan Ariely

When we think about labor, we usually think about motivation and payment as the same thing, but the reality is that we should probably add all kinds of things to it - meaning, creation, challenges, ownership, identity, pride. — Dan Ariely

It was shocking to realize how many low-income Americans don't have savings accounts. — Dan Ariely

as in the first experiment, the individuals who were more creative also had higher levels of dishonesty. Intelligence, however, wasn't correlated to any degree with dishonesty. — Dan Ariely

There are basically two ways to help people get sufficient money to fund their entire retirement. The first is to get people to save more money, and to start saving at a younger age. The second approach is to get people to die at a younger age. The easier approach, by far, is getting people to die younger. And how might we achieve this? By allowing citizens to smoke. By subsidizing sugary and fatty foods. By limiting access to preventive health care etc. When we think about retirement savings in these terms, it seems that we're already doing the most we can on this front. — Dan Ariely

Giving up on our long-term goals for immediate gratification, my friends, is procrastination. — Dan Ariely

Take a brilliant, creative social scientist, without any respect for conventional wisdom and you get Ellen Langer. She is a fantastic storyteller, and Counterclockwise is a fascinating story about the unexpected ways in which our minds and bodies are connected. — Dan Ariely

Most of the time, according to the results of the study, Roy is smart, decent, reasonable, kind, and trustworthy. His frontal lobes are fully functioning, and he is in control of his behavior. But when he's in a state of sexual arousal and the reptilian brain takes over, he becomes unrecognizable to himself. — Dan Ariely

Once you break the social norm and create a new social norm, all of a sudden it can stay with us for a long time. — Dan Ariely

The Hedonic Treadmill By failing to anticipate the extent of our hedonic adaptation, as consumers we routinely escalate our purchases, hoping that new stuff will make us happier. — Dan Ariely

Dan Ariely, author of Predictably Irrational, a book that offers an entertaining and engaging overview of behavioral economics. — Daniel H. Pink

Money are very difficult to think about. So, we think about money as the opportunity cost of money. So, we at some point went to a Toyota dealership and we asked people, what will you not be able to do in the future if you bought this Toyota? — Dan Ariely