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Try to encourage a kid to learn math by paying her for each workbook page she completes—and she’ll almost certainly become more diligent in the short term and lose interest in math in the long term. Take an industrial designer who loves his work and try to get him to do better by making his pay contingent on a hit product—and he’ll almost certainly work like a maniac in the short term, but become less interested in his job in the long term. As one leading behavioral science textbook puts it, “People use rewards expecting to gain the benefit of increasing another person’s motivation and behavior, but in so doing, they often incur the unintentional and hidden cost of undermining that person’s intrinsic motivation toward the activity.”
In Descartes’ Error: Emotion, Reason, and the Human Brain,2 neuroscientist Antonio Damasio explained a groundbreaking discovery he made. Studying people who had damage in the part of the brain where emotions are generated, he found that they all had something peculiar in common: They couldn’t make decisions. They could describe what they should do in logical terms, but they found it impossible to make even the simplest choice. In other words, while we may use logic to reason ourselves toward a decision, the actual decision making is governed by emotion.
Never Split the Difference
Chris Voss and Tahl Raz
Though globalisation has greatly reduced cultural differences across the planet, it has simultaneously made it far easier to encounter strangers and become upset by their oddities. The difference between Anglo-Saxon England and the Indian Pala Empire was far greater than the difference between modern Britain and modern India – but British Airways didn’t offer direct flights between Delhi and London in the days of King Alfred the Great.
21 Lessons for the 21st Century
Yuval Noah Harari
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