How We Decide (36 page)

[>]
They no longer:
Prelec and Simester, "Always Leave Home Without It."

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In fact, subprime:
Brooks and Simon, "Subprime Debacle."

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Jonathan Cohen, a neuroscientist:
McClure et al., "Separate Neural Systems."

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This also helps:
Wilson and Daly, "Do Pretty Women."
"Our emotional brain":
Bradt, "Brain Takes Itself On."
Lawrence Ausubel, an economist:
Ausubel, "Adverse Selection."

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"Our emotions are like":
George Loewenstein, telephone interview with the author, March 10, 2007.
Shlomo Benartzi and Richard Thaler:
Benartzi and Thaler, "Save More Tomorrow."

4. T
HE
U
SES OF
R
EASON

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"It sounds like":
Maclean,
Young Men and Fire,
35.

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"To hell with":
Ibid., 95.

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Although the people:
Weltman, "Perceptual Narrowing."
"It just seemed":
Maclean,
Young Men and Fire,
100.

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Pressed tight against:
Schoenemann, "Prefrontal White Matter."
But he still:
Wynn and Coolidge, "The Expert Neandertal Mind."

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Consider the case:
Heilman,
Matter of Mind,
81.

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"You see this":
Kenneth Heilman, interview with the author, June 28, 2007.

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When neuroscientists used:
De Martino et al., "Frames, Biases."

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"Anyone can become":
Aristotle,
Nicomachean Ethics,
48.
The CBS method:
Napoli,
Audience Economics,
41.

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"Quantitative data":
Brian Graden, interview on
Frontline.
"The shows weren't":
Television executive (who asked to remain anonymous), telephone interview, November 12, 2007.

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Mischel's results were:
Shoda, Mischel, and Peake, "Predicting Adolescent Cognitive."

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In November 2007:
Shaw et al., "Attention-Deficit/Hyperactivity Disorder."

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A recent study:
Galvan et al., "Earlier Development of the Accumbens."

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The most important:
MacDonald et al., "Dissociating the Role."

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"No other brain":
Earl Miller, interview with the author, April 1, 2008.

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In 2007, in a paper:
Buschman and Miller, "Top-Down versus Bottom-Up."
The end result:
Wood and Grafman, "Human Prefrontal Cortex."

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Less than 20 percent:
Fleck and Weisberg, "The Use of Verbal Protocols."
The subject repeats:
Davidson and Sternberg, eds.,
Psychology of Problem Solving,
151.
Instead of trying:
Colvin et al., "The Effects of Frontal Lobe Lesions."

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The first brain:
Kounios et al., "The Prepared Mind."
"You're getting rid":
Mark Jung-Beeman, interview with the author, February 15, 2008.

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He'd flown this:
Captain Al Haynes, interview with the author, January 21, 2008.

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"It was an":
Dennis Fitch, interview,
Seconds from Disaster,
National Geographic Channel.

127 
"The performance was":
http:IIamelia.db.erau.eduIreportsIntsbIaarI AAR90–90.pdf.

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By analyzing the:
as cited in Homer-Dixon,
The Ingenuity Gap,
18–20.

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According to Predmore:
Predmore, "Dynamics of Group Performance"; Helmreich, "Managing Human Error in Aviation."

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For instance, studies:
Kandel et al.,
Principles of Neural Science,
359
Scientists refer to:
Sandkuhler and Bhattacharya, "Deconstructing Insight."

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Numerous studies have:
Colom et al., "Working Memory."

5. C
HOKING ON
T
HOUGHT

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"It caught me":
Fleming,
The Inner Voice,
100.

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"I had been":
Ibid., 80.

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By concentrating on:
Beilock and Carr, "On the Fragility"; Beilock et al., "When Paying Attention."

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Choking is merely:
Gucciardi and Dimmock, "Choking under Pressure."
Claude Steele, a professor:
Steele and Aronson, "Stereotype Threat"; Steele, "Thin Ice."

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"What you tend":
Gladwell, "The Art of Failure."

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A few years:
Wilson and Schooler, "Thinking Too Much."

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So Wilson came:
Wilson et al., "Introspecting About Reasons."

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As Ap Dijksterhuis:
Dijksterhuis et al., "The Rational Unconscious."

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Because people
expected: Wager et al., "Placebo-Induced Changes.
"Look, for example:
Shiv, Carmon, and Ariely, "Placebo Effects of Marketing Actions."

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"We have these":
Baba Shiv, telephone interview with the author, February 20, 2008.
Researchers at Caltech:
Plassmann et al., "Marketing Actions."

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"We don't realize":
Antonio Rangel, telephone interview with the author, February 20, 2008.

[>]
"There seems to":
Miller, "The Magical Number Seven."
Consider this experiment:
Shiv and Fedorikhin, "Heart and Mind."

[>]
 
A bad mood:
Gailliot et al., "Self-Control Relies on Glucose."

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But just as:
Geier, Rozin, and Doros, "Unit Bias."
The group with:
Wansink,
Mindless Eating.
Richard Thaler, an:
Thaler,
The Winner's Curse,
107–22.

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As Thaler notes:
Bennett, "When Shove Comes to Push."

156
A few years:
Ariely, Loewenstein, and Prelec, "Coherent Arbitrariness"; "Tom Sawyer and the Construction of Value."

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"You know you're":
Dan Ariely, interview with the author, May 29, 2008.

[>]
 
While the extra:
Grove et al., "Clinical versus Mechanical Prediction."

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Back pain is:
Lehrer, "Psychology of Back Pain."

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In a 1994 study:
Jensen et al., "Magnetic Resonance Imaging."

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"A lot of":
Sean Mackey, interview with the author, June 1, 2007.
A large study:
Jarvik et al., "Rapid Magnetic Resonance Imaging."

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They wanted to:
Deyo, Nachemson, and Mirza, "Spinal-Fusion Surgery."
"What's going on":
John Sarno, interview with the author, June 1, 2007.

6. T
HE
M
ORAL
M
IND

[>]
Sadism was entertaining:
Sullivan and Maiken,
Killer Clown.

[>]
 
"[Gacy] appears to have":
Wilkinson, "Conversations with a Killer."

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The acts of:
Levenson, Carstensen, and Gottman, "The Influence of Age and Gender."
"You know when":
James Blair, telephone interview with the author, April 4, 2007.

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The emotional areas:
Deeley et al., "Facial Emotion Processing."
The main problem:
Blair, Mitchell, and Blair,
The Psychopath.
Brain-imaging studies:
Berthoz et al., "Affective Response."

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"Moral judgment is":
Haidt,
Happiness Hypothesis,
22.

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Consider this moral:
Haidt, "The Emotional Dog."

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"What happens in":
Sommers, "Jonathan Haidt." 176
Consider this elegant:
Greene et al., "An fMRI Investigation."

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"Our primate ancestors":
Joshua Greene, telephone interview with the author, June 25, 2007.

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"It is fear":
Marshall,
Men Against Fire,
78.
"At the most":
Ibid., 79.
"What is being":
Grossman,
On Combat,
254.

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However, the researchers:
Oosterbeek, Sloof, and van de Kuilen, "Differences in Ultimatum Game Experiments"; Henrich et al.,
Foundations of Human Sociality.
"

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"Seen through the":
Frank,
Passions Within Reason,
ix.
"As we have":
Smith,
Theory of Moral Sentiments,
3–4.
The reason a proposer:
Sanfey et al., "The Neural Basis."

183 
Because they intensely:
Tankersley, Stowe, and Huettel, "Altruism Is Associated."

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When they chose:
Moll et al., "Human Fronto-mesolimbic Networks."

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It now appears:
Dapretto et al., "Understanding Emotions."
"They allow us":
Blakeslee, "Cells That Read Minds."

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A face generated:
Schultz et al., "The Role of the Fusiform Face Area."

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Instead of giving:
Hoffman, McCabe, and Smith, "Social Distance and Other-Regarding Behavior."
"The experience of":
Keltner, "Power Paradox."
Paul Slovic, a:
Small, Loewenstein, and Slovic, "Sympathy and Callousness."

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"If monkeys have":
Blum,
Love at Goon Park,
231.

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One Canadian couple:
Stout,
The Sociopath Next Door,
132.

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When neuroscientists imaged:
Chugani et al., "Local Brain Functional Activity."
The orphans also:
Parker et al., "The Impact of Early Institutional Rearing."
Finally, the neglected:
Carter, "The Chemistry of Child Neglect."
In the early 1980s:
George and Main, "Social Interactions"; Main and George, "Responses of Abused and Disadvantaged Toddlers."

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They were simply:
Taylor et al., "Neural Bases of Regulatory Deficits."

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Consider this poignant:
Masserman, Wechkin, and Terris, "Altruistic Behavior in Rhesus Monkeys."

7. T
HE
B
RAIN
I
S AN
A
RCUMENT

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"There were a":
Ralph Jimenez, at
Monitor
editors' interview with the author, March 25, 2008.

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"I was still":
Felice Belman, ibid.
"The candidates are":
Mike Pride, ibid.

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"The point is":
Antoine Bechara, interview,
Radio Lab,
May 12, 2008.

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Consider this clever:
Knutson et al., "Neural Predictors."

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In fact, researchers:
Inman, McAlister, and Hoyer, "Promotion Signal."

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Although it was:
Green, Palmquist, and Schickler,
Partisan Hearts,
2.
Drew Westen, a:
Westen et al., "The Neural Basis of Motivated Reasoning."

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"Essentially, it appears":
Westen,
The Political Brain,
17.

206 
"Voters think that":
Achen and Bartels, "It Feels Like We're Thinking."
Let's look at:
Brock and Balloun, "Behavioral Receptivity."

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In 1984, the:
Tetlock,
Expert Political Judgment.

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"The dominant danger":
Ibid., 23.

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"Oh, that's
easy": Gazzaniga,
The Social Brain,
72.
During the last:
Rabinovich,
The Yom Kippur War.

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He persuasively argued:
Black and Morris,
Israel's Secret Wars,
280–99; Raviv and Melman,
Every Spy a Prince,
110–25.

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"The need for":
Bar-Joseph and Kruglanski, "Intelligence Failure"; Bar-Joseph,
The Watchman Fell Asleep.

[>]
He intentionally filled:
Goodwin,
Team of Rivals,
126.

8. T
HE
P
OKER
H
AND

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"You get so wired":
Michael Binger, interviews with the author, May 12, 2007; July 1, 2007; September 22, 2007.

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To answer these:
Dijksterhuis et al., "On Making the Right Choice."

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"Imagine being at":
Dijksterhuis and van Olden, "On the Benefits of Thinking Unconsciously."
"The moral of":
Dijksterhuis, "Breakthrough Ideas."

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The hardest calls:
Dijksterhuis and Nordgren, "A Theory of Unconscious Thought,"
That's why the:
Klein, "In the Digital Age."

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A few years:
Lo and Repin, "The Psychophysiology of Real-Time Financial Risk Processing."

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"One of the":
See
http://alum.mit.edu/ne/opendoor/200509/lo.html
.

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"We need to cultivate":
Tetlock,
Expert Political Judgment,
24.

C
ODA

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But then, starting:
Baker et al., "Pilot Error in Air Carrier Mishaps."