- Feb MeetUp: Friend & Foe
Behavioralists! After a short hiatus, we are back stronger than ever. We will kick off the year with a video conference session with Columbia Business School Professor Dr. Adam Galinsky. He will be discussing his recent book Friend & Foe. Dr. Galinsky is a leading researcher on negotiations, goal-setting, counter-factual thinking, and decision-making. His book, Friend & Foe, which he co-authored with Wharton Professor Maurice Schweitzer, tries to answer the question of when we should collaborate and when we should compete. This is going to be an AMAZING session. Dr. Galinsky is one of my favorite researchers. His paper "Goals Gone Wild" is still one of my favorite social science papers after many years. We expect this meet up to fill up fast, so RSVP early. Thanks, Wendy *ALL - we had to push back the date by one week to Feb 28! Please note the date change and update your RSVP accordingly. We are sorry for any inconvenience, Dr. Galinsky just had an unforeseen conflict. ----- AMAZON REVIEW What does it take to succeed? This question has fueled a long-running debate. Some have argued that humans are fundamentally competitive, and that pursuing self-interest is the best way to get ahead. Others claim that humans are born to cooperate and that we are most successful when we collaborate with others. In FRIEND AND FOE, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, we have evolved to do both. In every relationship, from co-workers to friends to spouses to siblings we are both friends and foes. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want. Here, Galinsky and Schweitzer draw on original, cutting edge research from their own labs and from across the social sciences as well as vivid real-world examples to show how to maximize success in work and in life by deftly navigating the tension between cooperation and competition. They offer insights and advice ranging from: how to gain power and keep it, how to build trust and repair trust once it’s broken, how to diffuse workplace conflict and bias, how to find the right comparisons to motivate us and make us happier, and how to succeed in negotiations – ensuring that we achieve our own goals and satisfy those of our counterparts. Along the way, they pose and offer surprising answers to a number of perplexing puzzles: when does too much talent undermine success; why can acting lesscompetently gain you status and authority, where do many gender differences in the workplace really come from, how can you use deception to build trust, and why do you want to go last on American Idol and in many interview situations, but make the first offer when negotiating the sale of a new car. We perform at our very best when we hold cooperation and competition in the right balance. This book is a guide for navigating our social and professional worlds by learning when to cooperate as a friend and when to compete as a foe—and how to be better at both.
- March MeetUp: The Small BIG by Steve Martin, Noah Goldstein, and Robert Cialdini
Behavioral Researchers! I am so excited to announce that this month we are going to be reading the Small BIG by Steve Martin, Noah Goldstein, and Robert Cialdini. These men are real heavy hitters in the world of behavioral science. Harvard Business Review called Cialdini, the author of Influence, "the leading social scientist in the field of influence." The book has been named one of the best books of 2014. Our conversation is bound to be a good one. See you all there. -Wendy AMAZON SUMMARY At some point today you will have to influence or persuade someone - your boss, a co-worker, a customer, client, spouse, your kids, or even your friends. What is the smallest change you can make to your request, proposal or situation that will lead to the biggest difference in the outcome? In The small BIG, three heavyweights from the world of persuasion science and practice -- Steve Martin, Noah Goldstein and Robert Cialdini -- describe how, in today's information overloaded and stimulation saturated world, increasingly it is the small changes that you make that lead to the biggest differences. In the last few years more and more research - from fields such as neuroscience, cognitive psychology, social psychology, and behavioral economics - has helped to uncover an even greater understanding of how influence, persuasion and behavior change happens. Increasingly we are learning that it is not information per se that leads people to make decisions, but the context in which that information is presented. Drawing from extensive research in the new science of persuasion, the authors present lots of small changes (over 50 in fact) that can bring about momentous shifts in results. It turns out that anyone can significantly increase his or her ability to influence and persuade others, not by informing or educating people into change but instead by simply making small shifts in approach that link to deeply felt human motivations. ABOUT THE AUTHORS Steve J. Martin is the director of INFLUENCE AT WORK in the United Kingdom, and his work has been featured in the New York Times, Los Angeles Times, and Wired. His regular business columns for the Harvard Business Review and the British Airways in-flight magazine are read by over 2.5 million people each month. Noah J. Goldstein is a professor at the UCLA Anderson School of Management, where he has won awards for both teaching and research. His previous book, Yes! , co-authored with Martin and Cialdini, is a New York Times bestseller translated in over 25 languages. Goldstein has also served on the Scientific Advisory Boards of two Fortunate Global 500 companies. Robert B. Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. He is also president of INFLUENCE AT WORK. Harvard Business Review calls Dr. Cialdini "the leading social scientist in the field of influence." His book Influence, was named by Inc. magazine as one of the Top 10 Marketing Books of All Time and has been published in twenty-eight languages. Influence is a New York Times bestseller and has sold over 2 million copies.
- February MeetUp: Chat with Dr. Michael Norton on Happy Money
Hello Behavioral Researchers, I hope you enjoyed the holiday break. We are back in business and I am excited to announce that Dr. Michael Norton will join us to chat about his book, Happy Money: The Science of Happier Spending on Sunday, February 22 at 2:00PM PT. Norton is an associate professor of marketing at the Harvard Business School. His research has twice been featured in The New York Times Magazine Year in Ideas issue. In 2012, he was selected for Wired magazine’s Smart List as one of “50 People Who Will Change the World.” Here is a quick video (https://www.youtube.com/watch?v=PsihkFWDt3Y) on one of his TED (https://www.youtube.com/watch?v=PsihkFWDt3Y) talks. Looking forward to seeing you all there. Best, Wendy P.S. It looks like we might have some space limitations, so RSVP early! ____________________________________________________________________ AMAZON SUMMARY Two professors combine their fascinating and cutting-edge research in behavioral science to explain how money can buy happiness—if you follow five core principles of smart spending. Most people recognize that they need professional advice on how to earn, save, and invest their money. When it comes to spendingthat money, most people just follow their intuitions. But scientific research shows that those intuitions are often wrong. Happy Money offers a tour of research on the science of spending, explaining how you can get more happiness for your money. Authors Elizabeth Dunn and Michael Norton have outlined five principles—from choosing experiences over stuff to spending money on others—to guide not only individuals looking for financial security, but also companies seeking to create happier employees and provide “happier products” to their customers. Dunn and Norton show how companies from Google to Pepsi to Charmin have put these ideas into action. Along the way, Dunn and Norton explore fascinating research that reveals that luxury cars often provide no more pleasure than economy models, that commercials can actually enhance the enjoyment of watching television, and that residents of many cities frequently miss out on inexpensive pleasures in their hometowns. By the end of this “lively and engaging book” (Dan Gilbert, author of Stumbling on Happiness, you’ll be asking yourself one simple question every time you reach for your wallet: Am I getting the biggest happiness bang for my buck?
- October / November Meet Up: Thinking Fast & Slow by Daniel Kahneman
Behavioral Researchers! For this month, let's read one of the most influential books in the field, Thinking Fast & Slow by Daniel Kahneman. Kahneman is considered by many to be one of the founders of Behavioral Economics so his book should lead to a great discussion. AMAZON SUMMARY Amazon Best Books of the Month, November 2011 (http://www.amazon.com/gp/feature.html?docId=1000741041): Drawing on decades of research in psychology that resulted in a Nobel Prize in Economic Sciences, Daniel Kahneman takes readers on an exploration of what influences thought example by example, sometimes with unlikely word pairs like "vomit and banana." System 1 and System 2, the fast and slow types of thinking, become characters that illustrate the psychology behind things we think we understand but really don't, such as intuition. Kahneman's transparent and careful treatment of his subject has the potential to change how we think, not just about thinking, but about how we live our lives. Thinking, Fast and Slow gives deep--and sometimes frightening--insight about what goes on inside our heads: the psychological basis for reactions, judgments, recognition, choices, conclusions, and much more. --JoVon Sotak
- Chat with Chris Chabris, coauthor of The Invisible Gorilla
Behavioral Researchers, We have such a great treat this month! Chris Chabris, co-author of the Invisible Gorilla, is going to join our meet up via video chat on Sunday, September 21 to discuss his book. This is going to be a great session! I look forward to seeing you all there! -Wendy P.S. Space is limited, so please RSVP early. https://www.youtube.com/watch?feature=player_embedded&v=qHUJ6seBoCg
- August Meetup: Predictably Irrational by Dan Ariely with Dan Ariely!
Behavioral Researchers, We have a great treat this month. Dan Ariely is going to join us via video chat to discuss his book Predictably Irrational. Don't miss out on the chance of chatting with one of the most famous behavioral economists of our time! Can't wait to see you all then! -Wendy AMAZON DESCRIPTION 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.
- MAKEUP July Meetup: The Why Axis by Uri Gneezy and John List
Hey gang, So a couple of people reached out and asked if there could be a make up session given all of the World Cup festivities. For those interested, we will meet on Wednesday, July 16 at 8:30pm. Hope to see you all there! -Wendy
- July Meetup: The Why Axis by Uri Gneezy and John List
Behavioral Researchers, For our July Meet Up we are going to read "The Why Axis: Hidden Motives and the Undiscovered Economics of Everyday Life Hardcover by Uri Gneezy and John List." We are meeting in Little Chihuahua, a small Mexican restaurant located on the corner of Divisadero St and Page St. Can't wait to see you all then! -Wendy P.S. If you would like to lead July's discussion, please let me know. Thanks, Wendy AMAZON DESCRIPTION Can economics be passionate?… Can it center on people and what really matters to them day-in and day-out.… And help us understand their hidden motives for why they do what they do in everyday life? Uri Gneezy and John List are revolutionaries. Their ideas and methods for revealing what really works in addressing big social, business, and economic problems gives us new understanding of the motives underlying human behavior. We can then structure incentives that can get people to move mountains, change their behavior—or at least get a better deal. But finding the right incentive can be like looking for a needle in a haystack. Gneezy and List’s pioneering approach is to embed themselves in the factories, schools, communities, and offices where people work, live, and play. Then, through large-scale field experiments conducted “in the wild,” Gneezy and List observe people in their natural environments without them being aware that they are observed. Their randomized experiments have revealed ways to close the gap between rich and poor students; to stop the violence plaguing inner-city schools; to decipher whether women are really less competitive than men; to correctly price products and services; and to discover the real reasons why people discriminate. To get the answers, Gneezy and List boarded planes, helicopters, trains, and automobiles to embark on journeys from the foothills of Kilimanjaro to California wineries; from sultry northern India to the chilly streets of Chicago; from the playgrounds of schools in Israel to the boardrooms of some of the world’s largest corporations. In The Why Axis, they take us along for the ride, and through engaging and colorful stories, present lessons with big payoffs. Their revelatory, startling, and urgent discoveries about how incentives really work are both revolutionary and immensely practical. This research will change both the way we think about and take action on big and little problems. Instead of relying on assumptions, we can find out, through evidence, what really works. Anyone working in business, politics, education, or philanthropy can use the approach Gneezy and List describe in The Why Axis to reach a deeper, nuanced understanding of human behavior, and a better understanding of what motivates people and why.
- June Meetup: Nudge by Richard H. Thaler and Cass R. Sunstein
To all of my behavioral researchers out there, let's kick off our group by reading Nudge: Improving Decisions about Health, Wealth, and Happiness by Richard H. Thaler and Cass R. Sunstein. This is a great book which highlights a lot of behavioral economic theories. Hopefully you guys will enjoy it as much as I do! I will bring some refreshments and light snacks. Weather-pending, let's plan to meet in Alamo Square Park. AMAZON SUMMARY Nudge is about choices—how we make them and how we can make better ones. Drawing on decades of research in the fields of behavioral science and economics, authors Richard H. Thaler and Cass R. Sunstein offer a new perspective on preventing the countless mistakes we make—ill-advised personal investments, consumption of unhealthy foods, neglect of our natural resources—and show us how sensible “choice architecture” can successfully nudge people toward the best decisions. In the tradition of The Tipping Point and Freakonomics, Nudge is straightforward, informative, and entertaining—a must-read for anyone interested in our individual and collective well-being.