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15.
301/310,ManagerialPsychologyProf.
DanArielyLecture5:EmotionsandSelf-Control(adash"-"indicatesstudentresponses)Thetopictodayfor10minutesisemotions.
Thenemotionsandcognitions:Whathappenswhenwewanttodosomethingbutweactuallydosomethingelse.
IfIaskyouhowmanyofyourdecisionsaredrivenbyprosandconsvs.
thingsthatyoulike,whatdoyouthinkwoulddrivemoredecisions-Gut-Longtermdecisionsaremoreconsidered,shorttermdecisionsaremoregutfeelings.
Evenwhenyouthinkyouaremakingcalculateddecisions,manytimesyoucreatetheillusionyouaretakingprosandcons,butactuallyjustendupwiththegutdecision.
Ifyoudon'tknowwhatyouwant,flipacoin.
Assoonasitisintheair,youwillknowwhatyouwant.
IhaveaskedmanystudentshowtheypickMIT.
Theanswerstheygivearenotusuallyverythoughtful.
Somesayitwasbecauseoftheirparents,thereputation,etc.
Butmostoften,studentscomeheretovisitandloveitorhateit.
Theybasetheirdecisiononafirstimpression.
Emotionisabigdealindecisions,notjustinconsumersbutineverybody,anditisusuallyunderplayed.
EmotionsarelocatedinthecenterofthebrainDarwinsaidthereisaprimitivesystemofemotionpresentinallmammals.
Itistheprimarysystemthatcreatesmotivationforaction.
Ifananimalisinthejungle,theywanttoreactimmediatelytoasituation.
Not,"Tiger!
ShouldIrunShouldn'tIrunWhatshouldIdo"Somesayemotionsareprogramsfromhistory.
Theyallowustosolvecomplexproblemsinasimple,fastway.
(Slide)–Insideviewofthebrain.
Theamygdalahasabigroleinemotions.
Itrelatestoothersystems,butitisanindependententitymostly.
Todaywewilllookathowtheemotionsysteminteractswiththelongterm,consideredpartofthebrain,howwecanscrewupasindividualsandasleadersofstates.
Whatdoweknowaboutemotionsfromourexperience-Emotionshavedifferentlevels,andtheydifferdependingonexperiences.
-Therearedifferenttypesofemotion.
Ifyoubreakup,youmightcryfordays.
Ifyoudobadlyontest,youarenotupsetaslong.
HowmanyofyouhaveexperiencedanemotioninthepastweekWhatelsedoyouknowaboutemotions-Mostlyinvoluntary-Hardtodescribeinfactualterms-Sometimesrational,sometimesnot,independentofreasoning-Repressed-Relatedtosleep,otherthingsNotnecessarilythethingthatmightevokethem.
Emotions:causesoroutcomesWhatdoyouthinkabouttheideaofevolutionarypsychology-EmotionsasprogramscreatedtohelpusdothingsfastTheyjustrun,andoncetheystart,theyareexecuted.
Ifthisistheroleofemotions,whatistheroleofinterpretationTiger,afraid,runNotefficient.
Tiger,runBetter.
Tiger,run,afraid:AmIafraidbecauseIrunEmotionsareautomaticprograms.
Startit,anditruns.
Thereisalmostnowaytointerruptthem.
Youcanrebootthesystem,but…Thereissomeevidenceforthisview.
Inoneexperiment,theygotpeopletocometothelab.
Thentheysaidthelocationhadchanged,itwouldbeonthe8thfloor.
Tosome,theysaidtheelevatorwasbroken,sotheyhadtorunupthestairs.
Thepeoplewhoranlikedtheexperimentbetter–theirheartswerepounding.
Theypeopleinterpretedtheirphysicalstateasanemotion.
-areyoutryingtodistinguishemotionsvs.
instinctsIamnotgoingtodothis,itisverycomplex,verydifficult.
Stimuli->run:instinctEmotion:ourinterpretationofwhatisdone.
Qualia:subjectiveexperienceofemotions.
AreemotionsusefulIfyouweredesigninganotherspecies,wouldyougivethememotionsWhydoweneedfear,hatred,love-inspirationtodogreaterthings-seemslikeemotionisaprogramforwhatweshoulddoinlife,likeMarx.
Weallloveatsomepoint.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage2of9Plansforwhattodointhefuture–weneedtohaveemotionstotransferintoplans–avoidtigersIamgoingtoskipacouplethings(slides)Thisiscute.
Ifpeopleholdpencilintheirmouthsacrossorstraightout,thepeopleholdingthepencilacrossarehappier–theyaresmiling!
Ifyoupushonsomething,youtheninterpretitasbad.
Ifyoupullonit,itisbetter.
Peopleinterpretphysicalaspectswithinternalstates.
Themostinterestingstudy–peopleworeheadphones,andwereaskedtonodorshaketheirheadsfrequentlyinordertochecktheheadphones.
Thentheywereaskediftheyagreewiththestatementsaidthroughtheheadphones–noddersagreedmorethanshakers.
Isitbettertouseemotionsortothink-Think:itisatahigherlevelontheintelligencescale-Itdependsonthesituation.
Ifyouneedtoreactquickly,emotionisbetter.
Whataboutwhenyoudon'thavetoreactfast.
IsthinkingalwaysbetterEmotiongivesaquickanswer.
Youcan'treasonaboutemotions.
Itisnotclearthatthe2systemsaretalkinginthesamelanguage.
Often,theyhaveseparateoutcomes.
Sometimesthinkingmorehelps–thinkingaboutconsequences.
Sometimesthinkingtoomuchcanmakeuschoosethewrongaction.
WilsonandSchooler:Jamsorposterchoiceforstudents–choosebetweenposters,orchoosebetweentypesofjam.
Somewerejustaskedtomakeachoice.
Otherswereaskedtowriteprosandconsfirst,thenchoose.
Latertheexperimenterssawifjamwasleft,orifthechosenposterwashanging.
Theyshowedthatpeoplewhothoughtmoreaboutthedecisionwerelesshappy.
DoyouconsumeaposterNo–youhaveanemotionalreaction.
Jamisthesame.
Forthosethings,itisbettertomakeanemotionaldecision.
Itisbesttohaveassimilarasituationaspossibletotheconsumptionconditionswhenyouaremakingthechoice.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage3of9Thiswasashortintroductiontoemotions.
Nowwearegoingtomakeyouhappy.
HowAnyideaWearegoingtogiveyouAmazongiftcertificates.
Wehave$50Amazongivecertificates.
Someofyouwillgetthem,wearegoingtohaveaquickauction.
Hereiswhatwillhappen:(passesoutpapers)Flipthemover,wewillstartwhenwefinishpassingthemout.
BidontheAmazoncertificatesaccordingtothedirections.
First,hotandcoldstates.
(slide).
Comic:2guyswithtattoos(oneispeachcobbler),"nevergetatattoowhenyouaredrunkandhungry.
"Haveyouevergonetoarestaurantwhenyouwerehungryandorderedtoomuchfood-Dinnerinarestaurant:Whenyouarehungry,youareinadifferentstatethanwhenyouarerationalandthinking.
Hereisanexperiment.
Wewenttoagymandaskedexerciserstotellusinformationaboutpeoplehiking(seeslide).
Thepeoplewereaskedin2conditions–beforeexercisingandafterexercising.
WhatisthedifferenceAfterwards,theyarethirsty.
Ineverypossibleway,peopleappreciatedwatermoreafterexercising.
Ipredictthatthesepeoplewouldgivemoremoneytowaterrelatedcauses–drillingwells,etc.
YouknowthosebanquetsforgettingpeopletodonatemoneyTheyshouldgivethemthefoodlater….
Systems:MenLet'slookatasimplesystem:menCanwepredicthowwewouldfeelintheother,emotionalstateWhenweare:hungry,thirsty,angry,curious,arousedWepickedarousal–iteasytopassbythecommittee:itisnoproblemtomakepeoplearoused.
Procedure:eachpersongotalaptoptotakehome.
Eithertheyansweredquestionscoldortheyansweredaftertheywerearoused.
(theyweregivenmaterialonthecomputertolookatfirst)Inacoldstate,theypredictedthattheywouldenjoyactivitieslessthantheypredictedinahotstate.
Inacoldstate,manysaidtheywouldalwaysusecondoms,butinahotstate,peoplesaidtheywouldusecondomsless.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage4of9Sexeducationhappensinaverycoldstate.
Diagramsofthehumanbody,oldpeopleteaching.
Inacoldstateyoucansaysure,Iwillalwaysusecondom.
Inahotstate,yourviewchanges.
Maybeifclassesweretaughtinhotstate,itwouldbeabettereducationThisisaselfcontrolproblem.
Thecoldselfisnotperfectlyawareofthehotself.
Butthethingaboutsexualarousalisthatweexperienceitoften,wearefamiliarwithit.
Howcanwenotunderstandourselves,predictourbehaviorButit'strue.
Relatedtopic–HyperboliccurveIhavesaidsomethingaboutemotionssofarandabouthotandcoldstates.
(Slide)–Decisionsandthefuture.
Thinkingaboutthefuture.
Inter-temporalchoiceWouldyouchoose$100todayor$150in4wksWouldyouchoose$100in50weeksor$150in54weeksYourealizethatyouareplacedinexactlythesamesituation,but50weeksfromnowThesamewithahalforafullboxofchocolate:halftodayorfullin4weeksHalfin50weeksorfullin54weeksIfIhavetomeasurehowpatientyouare,peopledon'tseempatientinthefirstquestion.
ButifIaskthesecondquestion,everyoneseemspatient.
Whyisthereadifference-Itislikeifyoubuysomethinginastorevs.
online.
IbuysomethinginastorebecauseIgetitnow.
-4weeksisahugepercentagevs.
now,butverysmallvs.
50weeks.
-IfIgetittoday,Ihaveanemotionrightnow.
Inthesecondsituation,Ihavetowaitanyhow.
Chocolatecreatesanemotionprojection.
IfImadechocolatechipcookies,peoplewouldbeinterestedinthemnow.
Ifaneventisfaroff,wecanthinkaboutitinacalculatedway.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage5of9Nowismuchmoreemotionalthanlater.
Wecanalmostfeeltheemotionifwecangetitrightnow.
(Graphonslide)Nowismoreimportantthanlater.
Another"view"(slide)Thesteepnesschangesfirstforthesoonerexperience.
Justbeforeanexperience,peoplepreferlessoftheexperiencesoonertomoreoftheexperiencelater.
HyperbolicdiscountingCanyouthinkofreallifeactivitieslikethisgraph-Lottery-Keepupwithreadinginclassvs.
doingitallrightbeforetheexam.
Inadvanceyouthinkabouthighroad,buteverynightotherthingsseemimportant.
Thenextday,youregretit.
Thesamewithdieting,exercising.
Distancetothegoalchangespreferences.
Thiscanariseinpartbythehot-coldempathygap.
Coldstatevs.
hotstateFinally,the3rdtopic,SelfControlThisisaparticularlyworryingaspectSomethingwewanttodobuthaveahardtimedoing.
-Studying-Goingtothegym-Tryingtogiveupanaddiction-Sendinganemail,whenyoukeepputtingitoff-SavingmoneySelfcontrol–thinkaboutitin2ways:Selfcontrolproblemsandbehaviorsaimedatselfcontrol.
Thenon-emotionalselfcandosomethingtoforcetheemotionalselftodosomethingthatwillbegoodinthelongterm.
InHebrew,thereisnowordforprocrastination.
IthinkitisbecauseitisnotneededinHebrewHowmanyofyouwereinvolvedincaraccidentsasteenagers15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage6of9-lotsWhydosomanykidsdieincaraccidentsOnereason–kidsdonotknowhowtodrive.
Theyalsogoallatonce,ingroups.
Iwouldliketoclaimoneproblemwithkidsislikesocialarousal.
Theypromisetheirparentsandthemselvesthattheywillbeagoodkid,agooddriver.
Thenthefriendsgetin,excitementbuildsup,theydon'tthinkabouttheriskasmuch.
Theystarttakingcurvestoofast,goingthroughalmostredlights…Itcouldbelikethehot-coldempathygapThegoodthingisthatifIamright,wecancomeupwithmechanismstosolvethisproblem.
Howcanwefightselfcontrolproblems-Howiscuriosityabehavior,notanemotionToolongtoanswernow,we'lltalkaboutitlater.
-Limityourself,nothavetheoptionsaroundtoindulge.
-Distractyourself,dosomethingelseinstead.
-Increasetheawardofpositivebehavior.
-Talkyourselfthroughit.
Creatingarule,notconsideringtheoptions.
Followingarule.
-Remindyourselfofthepositives.
-Createroutines.
Peoplewhohavetroublegettingupinthemorning,whatdoyoudo-AlarmproximitytobedIfyouthinkaboutthemarketplace–therearetremendousopportunitiesincreatingmechanisms-Itrytodefineamargin.
Createacontrastformyself(Slide)Smoking.
Usepriceanddifficultytofindasacontrolforbehavior.
CanyouthinkofotherthingslikethisCanyouimaginesituationsinwhichyoupaypremiumstolimityourself-Dietgroups,personalchef,dietpills15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage7of9TheexampleIhadinmind–Therearetinypacketsofchips,50centseach.
ThebigbagischeaperPeoplethink,Iwillbuythelittleoneanditwillbeover.
IfIbuythebigone,I'llkeepeating.
Thiscreatescrazybehaviors,butpeopleuseprice,quantity,anddifficultytofindtocontrolotherbehaviors.
CreatemechanismstoexerciseselfcontrolThoseofyouwhohavetakeneconomicsknowtheU.
S.
hasthelowestamountofsaving.
MechanismsRulesofbehavior(Idon'tdoX)Pre-commitment(Agreeingtodeadlines)Rationing(limitingconsumption)Physicaldistance(alarmclockacrossroom)Mentalbudgeting("entertainmentbudget")Howmucharepeopleoverpayinggymsontheplansvs.
iftheypayeverytimetheygoTheyoverpay$800.
Theythinkguiltwillmakethemgo.
Itdoes,butthentheguiltgoesaway.
Peopledobetterbyusingmechanisms,butnotaswellasifweimposeoutsidedeadlines.
HowdowecreatebettermechanismsImpulsiveshopping(lists)Drugusage(pre-commitment)Unsafesex(advertising,planningahead)….
(slide)Thisisusedatclinics:writealettertofriendsorfamilyinacoldstate.
ItwillbesentifonedayItestyouandfindyoupositivefordrugs.
Iftheletterisincriminating,itwillovercomeyourstateofemotion,andyouwillbeabletoresist.
Setconditions.
Createpunishmentsthatautomaticallyhappen.
WhatifyourcarcansensethingsaboutyourdrivingandyoucanpresetconsequencesWillfearofthecarautomaticallyturningclassicalmusiconissohigh,youwillnotspeedFreezingcreditcards:Wrapyourcardsinabag,orbetteryetputitinbucketofwater,andfreezeit.
Ifyouneeditlongterm,youcangetit.
Ifyouwantitimmediately,ittakeslongenoughforemotionstopass.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage8of9WhatcanyoudointhecoldstatetoforceyourselftodosomethingAmedicalexamPayinadvance.
Ifyoudon'tshowup,youlosethemoney.
Selfcontrolinanimals.
Givepigeonsorrats1foodpelletimmediatelyor10inthefuture,theyalwayschoose1now.
Givethem3buttons:1pelletimmediately(greenbutton)orredbuttonwherenothinghappens,orabluebuttonwheretherewillbe10pelletsin10seconds.
Theypushtheredbuttonwhilewaitingforthe10pellets.
Itdecreasesthetemptationtopushthegreenbuttonandjustgetthe1pellet.
Iftheydonothavearedbutton,theypushthebluefor10pellets,thenpushthegreenforonepelletbeforethe10secondsareup,losingthe10pellets.
Cognitive–cold,conscious,deliberateEmotion–hot,fast,instinctive.
Lastthingtoday–divideintopairsforthesurveyexercise.
TellyourTAwhothepartnersare.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage9of9
301/310,ManagerialPsychologyProf.
DanArielyLecture5:EmotionsandSelf-Control(adash"-"indicatesstudentresponses)Thetopictodayfor10minutesisemotions.
Thenemotionsandcognitions:Whathappenswhenwewanttodosomethingbutweactuallydosomethingelse.
IfIaskyouhowmanyofyourdecisionsaredrivenbyprosandconsvs.
thingsthatyoulike,whatdoyouthinkwoulddrivemoredecisions-Gut-Longtermdecisionsaremoreconsidered,shorttermdecisionsaremoregutfeelings.
Evenwhenyouthinkyouaremakingcalculateddecisions,manytimesyoucreatetheillusionyouaretakingprosandcons,butactuallyjustendupwiththegutdecision.
Ifyoudon'tknowwhatyouwant,flipacoin.
Assoonasitisintheair,youwillknowwhatyouwant.
IhaveaskedmanystudentshowtheypickMIT.
Theanswerstheygivearenotusuallyverythoughtful.
Somesayitwasbecauseoftheirparents,thereputation,etc.
Butmostoften,studentscomeheretovisitandloveitorhateit.
Theybasetheirdecisiononafirstimpression.
Emotionisabigdealindecisions,notjustinconsumersbutineverybody,anditisusuallyunderplayed.
EmotionsarelocatedinthecenterofthebrainDarwinsaidthereisaprimitivesystemofemotionpresentinallmammals.
Itistheprimarysystemthatcreatesmotivationforaction.
Ifananimalisinthejungle,theywanttoreactimmediatelytoasituation.
Not,"Tiger!
ShouldIrunShouldn'tIrunWhatshouldIdo"Somesayemotionsareprogramsfromhistory.
Theyallowustosolvecomplexproblemsinasimple,fastway.
(Slide)–Insideviewofthebrain.
Theamygdalahasabigroleinemotions.
Itrelatestoothersystems,butitisanindependententitymostly.
Todaywewilllookathowtheemotionsysteminteractswiththelongterm,consideredpartofthebrain,howwecanscrewupasindividualsandasleadersofstates.
Whatdoweknowaboutemotionsfromourexperience-Emotionshavedifferentlevels,andtheydifferdependingonexperiences.
-Therearedifferenttypesofemotion.
Ifyoubreakup,youmightcryfordays.
Ifyoudobadlyontest,youarenotupsetaslong.
HowmanyofyouhaveexperiencedanemotioninthepastweekWhatelsedoyouknowaboutemotions-Mostlyinvoluntary-Hardtodescribeinfactualterms-Sometimesrational,sometimesnot,independentofreasoning-Repressed-Relatedtosleep,otherthingsNotnecessarilythethingthatmightevokethem.
Emotions:causesoroutcomesWhatdoyouthinkabouttheideaofevolutionarypsychology-EmotionsasprogramscreatedtohelpusdothingsfastTheyjustrun,andoncetheystart,theyareexecuted.
Ifthisistheroleofemotions,whatistheroleofinterpretationTiger,afraid,runNotefficient.
Tiger,runBetter.
Tiger,run,afraid:AmIafraidbecauseIrunEmotionsareautomaticprograms.
Startit,anditruns.
Thereisalmostnowaytointerruptthem.
Youcanrebootthesystem,but…Thereissomeevidenceforthisview.
Inoneexperiment,theygotpeopletocometothelab.
Thentheysaidthelocationhadchanged,itwouldbeonthe8thfloor.
Tosome,theysaidtheelevatorwasbroken,sotheyhadtorunupthestairs.
Thepeoplewhoranlikedtheexperimentbetter–theirheartswerepounding.
Theypeopleinterpretedtheirphysicalstateasanemotion.
-areyoutryingtodistinguishemotionsvs.
instinctsIamnotgoingtodothis,itisverycomplex,verydifficult.
Stimuli->run:instinctEmotion:ourinterpretationofwhatisdone.
Qualia:subjectiveexperienceofemotions.
AreemotionsusefulIfyouweredesigninganotherspecies,wouldyougivethememotionsWhydoweneedfear,hatred,love-inspirationtodogreaterthings-seemslikeemotionisaprogramforwhatweshoulddoinlife,likeMarx.
Weallloveatsomepoint.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage2of9Plansforwhattodointhefuture–weneedtohaveemotionstotransferintoplans–avoidtigersIamgoingtoskipacouplethings(slides)Thisiscute.
Ifpeopleholdpencilintheirmouthsacrossorstraightout,thepeopleholdingthepencilacrossarehappier–theyaresmiling!
Ifyoupushonsomething,youtheninterpretitasbad.
Ifyoupullonit,itisbetter.
Peopleinterpretphysicalaspectswithinternalstates.
Themostinterestingstudy–peopleworeheadphones,andwereaskedtonodorshaketheirheadsfrequentlyinordertochecktheheadphones.
Thentheywereaskediftheyagreewiththestatementsaidthroughtheheadphones–noddersagreedmorethanshakers.
Isitbettertouseemotionsortothink-Think:itisatahigherlevelontheintelligencescale-Itdependsonthesituation.
Ifyouneedtoreactquickly,emotionisbetter.
Whataboutwhenyoudon'thavetoreactfast.
IsthinkingalwaysbetterEmotiongivesaquickanswer.
Youcan'treasonaboutemotions.
Itisnotclearthatthe2systemsaretalkinginthesamelanguage.
Often,theyhaveseparateoutcomes.
Sometimesthinkingmorehelps–thinkingaboutconsequences.
Sometimesthinkingtoomuchcanmakeuschoosethewrongaction.
WilsonandSchooler:Jamsorposterchoiceforstudents–choosebetweenposters,orchoosebetweentypesofjam.
Somewerejustaskedtomakeachoice.
Otherswereaskedtowriteprosandconsfirst,thenchoose.
Latertheexperimenterssawifjamwasleft,orifthechosenposterwashanging.
Theyshowedthatpeoplewhothoughtmoreaboutthedecisionwerelesshappy.
DoyouconsumeaposterNo–youhaveanemotionalreaction.
Jamisthesame.
Forthosethings,itisbettertomakeanemotionaldecision.
Itisbesttohaveassimilarasituationaspossibletotheconsumptionconditionswhenyouaremakingthechoice.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage3of9Thiswasashortintroductiontoemotions.
Nowwearegoingtomakeyouhappy.
HowAnyideaWearegoingtogiveyouAmazongiftcertificates.
Wehave$50Amazongivecertificates.
Someofyouwillgetthem,wearegoingtohaveaquickauction.
Hereiswhatwillhappen:(passesoutpapers)Flipthemover,wewillstartwhenwefinishpassingthemout.
BidontheAmazoncertificatesaccordingtothedirections.
First,hotandcoldstates.
(slide).
Comic:2guyswithtattoos(oneispeachcobbler),"nevergetatattoowhenyouaredrunkandhungry.
"Haveyouevergonetoarestaurantwhenyouwerehungryandorderedtoomuchfood-Dinnerinarestaurant:Whenyouarehungry,youareinadifferentstatethanwhenyouarerationalandthinking.
Hereisanexperiment.
Wewenttoagymandaskedexerciserstotellusinformationaboutpeoplehiking(seeslide).
Thepeoplewereaskedin2conditions–beforeexercisingandafterexercising.
WhatisthedifferenceAfterwards,theyarethirsty.
Ineverypossibleway,peopleappreciatedwatermoreafterexercising.
Ipredictthatthesepeoplewouldgivemoremoneytowaterrelatedcauses–drillingwells,etc.
YouknowthosebanquetsforgettingpeopletodonatemoneyTheyshouldgivethemthefoodlater….
Systems:MenLet'slookatasimplesystem:menCanwepredicthowwewouldfeelintheother,emotionalstateWhenweare:hungry,thirsty,angry,curious,arousedWepickedarousal–iteasytopassbythecommittee:itisnoproblemtomakepeoplearoused.
Procedure:eachpersongotalaptoptotakehome.
Eithertheyansweredquestionscoldortheyansweredaftertheywerearoused.
(theyweregivenmaterialonthecomputertolookatfirst)Inacoldstate,theypredictedthattheywouldenjoyactivitieslessthantheypredictedinahotstate.
Inacoldstate,manysaidtheywouldalwaysusecondoms,butinahotstate,peoplesaidtheywouldusecondomsless.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage4of9Sexeducationhappensinaverycoldstate.
Diagramsofthehumanbody,oldpeopleteaching.
Inacoldstateyoucansaysure,Iwillalwaysusecondom.
Inahotstate,yourviewchanges.
Maybeifclassesweretaughtinhotstate,itwouldbeabettereducationThisisaselfcontrolproblem.
Thecoldselfisnotperfectlyawareofthehotself.
Butthethingaboutsexualarousalisthatweexperienceitoften,wearefamiliarwithit.
Howcanwenotunderstandourselves,predictourbehaviorButit'strue.
Relatedtopic–HyperboliccurveIhavesaidsomethingaboutemotionssofarandabouthotandcoldstates.
(Slide)–Decisionsandthefuture.
Thinkingaboutthefuture.
Inter-temporalchoiceWouldyouchoose$100todayor$150in4wksWouldyouchoose$100in50weeksor$150in54weeksYourealizethatyouareplacedinexactlythesamesituation,but50weeksfromnowThesamewithahalforafullboxofchocolate:halftodayorfullin4weeksHalfin50weeksorfullin54weeksIfIhavetomeasurehowpatientyouare,peopledon'tseempatientinthefirstquestion.
ButifIaskthesecondquestion,everyoneseemspatient.
Whyisthereadifference-Itislikeifyoubuysomethinginastorevs.
online.
IbuysomethinginastorebecauseIgetitnow.
-4weeksisahugepercentagevs.
now,butverysmallvs.
50weeks.
-IfIgetittoday,Ihaveanemotionrightnow.
Inthesecondsituation,Ihavetowaitanyhow.
Chocolatecreatesanemotionprojection.
IfImadechocolatechipcookies,peoplewouldbeinterestedinthemnow.
Ifaneventisfaroff,wecanthinkaboutitinacalculatedway.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage5of9Nowismuchmoreemotionalthanlater.
Wecanalmostfeeltheemotionifwecangetitrightnow.
(Graphonslide)Nowismoreimportantthanlater.
Another"view"(slide)Thesteepnesschangesfirstforthesoonerexperience.
Justbeforeanexperience,peoplepreferlessoftheexperiencesoonertomoreoftheexperiencelater.
HyperbolicdiscountingCanyouthinkofreallifeactivitieslikethisgraph-Lottery-Keepupwithreadinginclassvs.
doingitallrightbeforetheexam.
Inadvanceyouthinkabouthighroad,buteverynightotherthingsseemimportant.
Thenextday,youregretit.
Thesamewithdieting,exercising.
Distancetothegoalchangespreferences.
Thiscanariseinpartbythehot-coldempathygap.
Coldstatevs.
hotstateFinally,the3rdtopic,SelfControlThisisaparticularlyworryingaspectSomethingwewanttodobuthaveahardtimedoing.
-Studying-Goingtothegym-Tryingtogiveupanaddiction-Sendinganemail,whenyoukeepputtingitoff-SavingmoneySelfcontrol–thinkaboutitin2ways:Selfcontrolproblemsandbehaviorsaimedatselfcontrol.
Thenon-emotionalselfcandosomethingtoforcetheemotionalselftodosomethingthatwillbegoodinthelongterm.
InHebrew,thereisnowordforprocrastination.
IthinkitisbecauseitisnotneededinHebrewHowmanyofyouwereinvolvedincaraccidentsasteenagers15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage6of9-lotsWhydosomanykidsdieincaraccidentsOnereason–kidsdonotknowhowtodrive.
Theyalsogoallatonce,ingroups.
Iwouldliketoclaimoneproblemwithkidsislikesocialarousal.
Theypromisetheirparentsandthemselvesthattheywillbeagoodkid,agooddriver.
Thenthefriendsgetin,excitementbuildsup,theydon'tthinkabouttheriskasmuch.
Theystarttakingcurvestoofast,goingthroughalmostredlights…Itcouldbelikethehot-coldempathygapThegoodthingisthatifIamright,wecancomeupwithmechanismstosolvethisproblem.
Howcanwefightselfcontrolproblems-Howiscuriosityabehavior,notanemotionToolongtoanswernow,we'lltalkaboutitlater.
-Limityourself,nothavetheoptionsaroundtoindulge.
-Distractyourself,dosomethingelseinstead.
-Increasetheawardofpositivebehavior.
-Talkyourselfthroughit.
Creatingarule,notconsideringtheoptions.
Followingarule.
-Remindyourselfofthepositives.
-Createroutines.
Peoplewhohavetroublegettingupinthemorning,whatdoyoudo-AlarmproximitytobedIfyouthinkaboutthemarketplace–therearetremendousopportunitiesincreatingmechanisms-Itrytodefineamargin.
Createacontrastformyself(Slide)Smoking.
Usepriceanddifficultytofindasacontrolforbehavior.
CanyouthinkofotherthingslikethisCanyouimaginesituationsinwhichyoupaypremiumstolimityourself-Dietgroups,personalchef,dietpills15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage7of9TheexampleIhadinmind–Therearetinypacketsofchips,50centseach.
ThebigbagischeaperPeoplethink,Iwillbuythelittleoneanditwillbeover.
IfIbuythebigone,I'llkeepeating.
Thiscreatescrazybehaviors,butpeopleuseprice,quantity,anddifficultytofindtocontrolotherbehaviors.
CreatemechanismstoexerciseselfcontrolThoseofyouwhohavetakeneconomicsknowtheU.
S.
hasthelowestamountofsaving.
MechanismsRulesofbehavior(Idon'tdoX)Pre-commitment(Agreeingtodeadlines)Rationing(limitingconsumption)Physicaldistance(alarmclockacrossroom)Mentalbudgeting("entertainmentbudget")Howmucharepeopleoverpayinggymsontheplansvs.
iftheypayeverytimetheygoTheyoverpay$800.
Theythinkguiltwillmakethemgo.
Itdoes,butthentheguiltgoesaway.
Peopledobetterbyusingmechanisms,butnotaswellasifweimposeoutsidedeadlines.
HowdowecreatebettermechanismsImpulsiveshopping(lists)Drugusage(pre-commitment)Unsafesex(advertising,planningahead)….
(slide)Thisisusedatclinics:writealettertofriendsorfamilyinacoldstate.
ItwillbesentifonedayItestyouandfindyoupositivefordrugs.
Iftheletterisincriminating,itwillovercomeyourstateofemotion,andyouwillbeabletoresist.
Setconditions.
Createpunishmentsthatautomaticallyhappen.
WhatifyourcarcansensethingsaboutyourdrivingandyoucanpresetconsequencesWillfearofthecarautomaticallyturningclassicalmusiconissohigh,youwillnotspeedFreezingcreditcards:Wrapyourcardsinabag,orbetteryetputitinbucketofwater,andfreezeit.
Ifyouneeditlongterm,youcangetit.
Ifyouwantitimmediately,ittakeslongenoughforemotionstopass.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage8of9WhatcanyoudointhecoldstatetoforceyourselftodosomethingAmedicalexamPayinadvance.
Ifyoudon'tshowup,youlosethemoney.
Selfcontrolinanimals.
Givepigeonsorrats1foodpelletimmediatelyor10inthefuture,theyalwayschoose1now.
Givethem3buttons:1pelletimmediately(greenbutton)orredbuttonwherenothinghappens,orabluebuttonwheretherewillbe10pelletsin10seconds.
Theypushtheredbuttonwhilewaitingforthe10pellets.
Itdecreasesthetemptationtopushthegreenbuttonandjustgetthe1pellet.
Iftheydonothavearedbutton,theypushthebluefor10pellets,thenpushthegreenforonepelletbeforethe10secondsareup,losingthe10pellets.
Cognitive–cold,conscious,deliberateEmotion–hot,fast,instinctive.
Lastthingtoday–divideintopairsforthesurveyexercise.
TellyourTAwhothepartnersare.
15.
301/310,ManagerialPsychologyLecture5Prof.
DanArielyPage9of9
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