Dan Ariely

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World-Renowned Authority on Behavioral Economics for Business Strategy; Top 50 Most Influential Thinkers (Bloomberg); Professor of Psychology & Behavioral Economics, Duke University; Three-time New York Times Best-selling Author, “Amazing Decisions” (2019)

Biography

­Traditional economics assumes people are rational beings, making objective, calculated choices based on what is best for them and their situations. But the reality, says the world’s leading behavioral economist and three-time New York Times best-selling author Dan Ariely, is that people are not logical or rational, and only sometimes do we learn from past experiences and mistakes.

To make smart investments – with our money, our time and our businesses – we must understand that irrationality is quite predictable and we must use these human tendencies wisely. Learning the how and why is imperative to anyone responsible for influencing decision making including business leaders, marketers, entrepreneurs and more. Known for his prolific research and ingenious, often unorthodox experiments, Ariely reveals in engaging and humorous presentations how behavioral economics impacts and enriches everything – from engaging employees and designing better products, to building trust and improving health and wellness.

Colleagues and critics alike hail Ariely’s authentic ability to present his research, analysis and insights in non-academic, accessible ways, encouraging people to discover and share his excitement for how we make decisions. Ariely, the James B. Duke Professor of Psychology & Behavioral Economics at Duke University, helps us uncover what people actually do, versus what we believe they “ought to do,” and why. Recognized by Bloomberg as one of the Top 50 Most Influential Thinkers, Ariely has made it his life’s work to help organizations recognize and understand human motivation and apply those insights to improve and transform business models, processes and strategies. He is the co-founder with Kelly Peters of BEworks, a consulting firm that helps Global 1000 business leaders solve operations and marketing strategy challenges by tapping into behavioral economics. He serves as chief behavioral officer for Lemonade, a property and casualty insurance company that is transforming the insurance industry by infusing technology, transparency and philanthropy into its business model. As an advisor for Qapital, Ariely has been instrumental in shaping how the bank’s members build positive relationships with money. Ariely also founded the Center for Advanced Hindsight at Duke, an organization that develops “behavioral interventions that help people be happier, healthier and wealthier.”

Ariely attracts a large, loyal following to his frequent TED Talks, which have been watched by millions, and he’s an equally admired author. Some of his most prominent books, highlighting his groundbreaking research in behavioral economics, neuroscience and psychology in relatable, relevant ways, include “Predictably Irrational” (HarperCollins, 2008) and its provocative follow-up, “The Upside of Irrationality” (Harper Collins, 2010), as well as “The (Honest) Truth About Dishonesty” (Harper, 2012) and “Dollars and Sense” (Harper Collins, 2017). “Irrationally Yours” (Harper Perennial, 2015) is an illustrated anthology of Ariely’s wildly popular “Ask Ariely” Q&A column in the Wall Street Journal, in which he responds with his trademark wit and scientific insights to readers’ personal conundrums, ranging from the serious to the curious. His latest New York Times best-seller, “Amazing Decisions” (Hill and Wang, 2019) is a playful graphic novel guide to better decision-making.

Ariely earned a bachelor’s degree in psychology from Tel Aviv University, and his master’s and doctorate degrees in cognitive psychology from the University of North Carolina at Chapel Hill. He completed a second doctorate in business administration from Duke University.

Dan Ariely is available for paid speaking engagements, including keynote addresses, speeches, panels, and conference talks, and advisory/consulting services, through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

Videos

Intro Video

Video ThumbnailDan Ariely | Why Do We Fail? | SkollWF 2018 - youtube Video

A-Z Name

Ariely, Dan

Biography

­Traditional economics assumes people are rational beings, making objective, calculated choices based on what is best for them and their situations. But the reality, says the world’s leading behavioral economist and three-time New York Times best-selling author Dan Ariely, is that people are not logical or rational, and only sometimes do we learn from past experiences and mistakes.

To make smart investments – with our money, our time and our businesses – we must understand that irrationality is quite predictable and we must use these human tendencies wisely. Learning the how and why is imperative to anyone responsible for influencing decision making including business leaders, marketers, entrepreneurs and more. Known for his prolific research and ingenious, often unorthodox experiments, Ariely reveals in engaging and humorous presentations how behavioral economics impacts and enriches everything – from engaging employees and designing better products, to building trust and improving health and wellness.

Colleagues and critics alike hail Ariely’s authentic ability to present his research, analysis and insights in non-academic, accessible ways, encouraging people to discover and share his excitement for how we make decisions. Ariely, the James B. Duke Professor of Psychology & Behavioral Economics at Duke University, helps us uncover what people actually do, versus what we believe they “ought to do,” and why. Recognized by Bloomberg as one of the Top 50 Most Influential Thinkers, Ariely has made it his life’s work to help organizations recognize and understand human motivation and apply those insights to improve and transform business models, processes and strategies. He is the co-founder with Kelly Peters of BEworks, a consulting firm that helps Global 1000 business leaders solve operations and marketing strategy challenges by tapping into behavioral economics. He serves as chief behavioral officer for Lemonade, a property and casualty insurance company that is transforming the insurance industry by infusing technology, transparency and philanthropy into its business model. As an advisor for Qapital, Ariely has been instrumental in shaping how the bank’s members build positive relationships with money. Ariely also founded the Center for Advanced Hindsight at Duke, an organization that develops “behavioral interventions that help people be happier, healthier and wealthier.”

Ariely attracts a large, loyal following to his frequent TED Talks, which have been watched by millions, and he’s an equally admired author. Some of his most prominent books, highlighting his groundbreaking research in behavioral economics, neuroscience and psychology in relatable, relevant ways, include “Predictably Irrational” (HarperCollins, 2008) and its provocative follow-up, “The Upside of Irrationality” (Harper Collins, 2010), as well as “The (Honest) Truth About Dishonesty” (Harper, 2012) and “Dollars and Sense” (Harper Collins, 2017). “Irrationally Yours” (Harper Perennial, 2015) is an illustrated anthology of Ariely’s wildly popular “Ask Ariely” Q&A column in the Wall Street Journal, in which he responds with his trademark wit and scientific insights to readers’ personal conundrums, ranging from the serious to the curious. His latest New York Times best-seller, “Amazing Decisions” (Hill and Wang, 2019) is a playful graphic novel guide to better decision-making.

Ariely earned a bachelor’s degree in psychology from Tel Aviv University, and his master’s and doctorate degrees in cognitive psychology from the University of North Carolina at Chapel Hill. He completed a second doctorate in business administration from Duke University.

Dan Ariely is available for paid speaking engagements, including keynote addresses, speeches, panels, and conference talks, and advisory/consulting services, through the exclusive representation of Stern Speakers, a division of Stern Strategy Group®.

Speech Topics

Designing Better Products Using Behavioral Economics

People act against their best interests much of the time – and it’s not because your company didn’t produce a good product or communicate the right information, but because other factors and motivations are at play, says Dan Ariely. Understanding what those are and how they influence decisions is critical to changing customer behavior. In this presentation, Ariely talks about human irrationalities, and how their challenges (and benefits) play out day-to-day in both the workplace and in our personal lives, affecting the product choices we make and how much we are willing to pay, among many other things. He explains how to apply the principles of behavioral economics to modify current offerings and redesign experiences to enable customers to make the right choices. Making good decisions is hard, Ariely stresses. Understanding the hidden forces that shape our decisions helps make it easier for them to decide to do what you want them to.

Circles of Trust: How Trust Works and Ways to Avoid the Downfalls of Dishonesty

Societies with higher trust perform much better. Research proves that those without trust have lower performance and GDP. The same is true for companies and relationships. One of the most interesting aspects of human behavior, says Dan Ariely, is the capacity to think of ourselves as honest even when we act dishonestly. In this engaging talk, he explains what trust in the digital age looks like, how valuable it is as a social good, how easily it can be broken and what we can do to build it up and keep it. He addresses how the principles of behavioral economics can help us understand and overcome some of the irrational tendencies behind dishonest behavior. The implications of this research are far reaching and include a better understanding of financial crises, regulations, the potential pitfalls that we should all worry about and day-to-day misbehaviors.

The Facts We Know, Don’t Know and Think We Know About What it Takes to Motivate People

There’s no question that understanding human motivation is important to anyone who runs a team or a company. Yet, the forces that motivate people are not always clear and easy to understand. In this talk, Dan Ariely vividly describes some experiments that uncover what motivates us in the workplace and in our personal lives. These experiments show that what we often think of as motivators do not always motivate us. And what we think does not matter sometimes ends up being very important. By the end of this talk, attendees will be armed with a new framework for modifying their current approach to be better at motivating those around us.

Making Sense of Our Relationships with Money: How We Use It, Misuse It and Make Financial Mistakes

What is the role of MSRP on the perception of price? What makes a price feel fair? How do our past purchases affect our later purchases? And, more generally, what makes us willing to pay more for some things yet view others as too expensive? According to Dan Ariely, the principles of behavioral economics can help us understand some of the irrationalities that influence our reactions to pricing. In this talk, he discusses how we should deal with money versus how we actually deal with money, including the mistakes we make when we spend and save. Ariely also touches on why we have such a hard time thinking about money, the role of relativity when we make financial decisions and how different payment modalities change how we spend. “Money makes the world go ‘round,” goes the saying. Improving our relationships with money and changing how we approach money-related issues as both businesses and consumers are critical to making better, more informed decisions.

Healthy Behavior: How to Improve Health and Wellness with Behavioral Economics

One of the challenges we face when we try to improve our health is that what is good for us right now is often not what is good for us in the long term. Dieting, for example, is not so much fun now, but good for the future; the same can be said for medical tests, procrastination and even saving money. When we face such tradeoffs, we often focus on the short term rather than our long-term goals, and in the process get ourselves into trouble. But there is hope. In this talk, Dan Ariely describes multiple experiments that help us understand where and why we fall short, and more importantly, how health care leaders can use this knowledge to develop methods that will ultimately help us overcome our natural (and less than desirable) inclinations when it comes to our decisions.

 

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Books & Research

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Workshops

As product and marketing leaders, you strive to understand what makes your customers tick. In today’s world, that requires more than data and traditional economics. People are “predictably irrational,” according to Dan Ariely, and by combining science with psychology – behavioral economics – you will uncover the reasons why we make certain choices and how to use those insights to influence decisions for the better. Designed for leaders, managers and entrepreneurs responsible for product and service development, Ariely’s immersive workshops help you dig deep into the key drivers of decision making, and learn how to build, design and market products that anticipate “hard-to-change” behavior. You will work on your own organization’s challenges, and begin to apply Ariely’s proven toolkits, frameworks and behavioral economics principles to trigger decisions that improve customers’ health, wealth and happiness – and your business outcomes – in scalable, ethical ways.

Recommendations

Praise for “Irrationally Yours”

“Dan is the most provocative, interesting, and to-the-point advice columnist you are likely to read, whether on your job, your love life, your kids or your disrespectful neighbors.”

— Tyler Cowen, Holbert L. Harris Professor of Economics at George Mason University, Author of Average Is Over, Blogger at marginalrevolution.com

“Ariely is a master observer of human foibles. His advice is funny, thoughtful, and well-founded. Sometimes all three together. My advice: read it, enjoy it, think about it.”

— Al Roth, Craig & Susan McCaw Professor of Economics at Stanford University, Nobel Laureate in Economics

“From advice on relationships to insight on superstitions, Ask Ariely is as informative as it is witty. Really enjoyed reading it.”

— Dr. Ruth K. Westheimer, Sex Therapist

“With 70% of his body burned, 3 years in hospital, and decades of experiments in social science, Dan views life from a unique perspective. In this thoroughly entertaining book Dan providing insightful advice to a vast range of human problems. I loved it.”

— Terry Jones, Monty Python member, director, actor and writer

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