The Brainy Business | Understanding the Psychology of Why People Buy | Behavioral Economics

Today is all about the four main feel-good chemicals in the brain and understanding how they work. We will also talk about what drives them so you can boost them for yourself and use them in your business. You may have noticed that I introduced this as a “DOSE” of brain chemicals, which is more than an off-handed phrasing. In fact “DOSE” is the acronym you can use to remember the four main “feel good” chemicals we will be talking about today: dopamine, oxytocin, serotonin, and endorphins.  These are definitely not the only chemicals in the brain, but they are potentially the most widely talked about associated with happiness, motivation, and “feeling good.” You’ve heard me mention all four on the show over the years, but I’ve definitely talked about dopamine the most. Today, I will tell you even more about dopamine while also digging in on the three others. (And, stick around to the end for the announcement of the amazing year-end sale!!) Show Notes: [01:09] Today we are talking about the four main “feel good” chemicals: dopamine, oxytocin, serotonin, and endorphins. These are definitely not the only chemicals in the brain, but they are potentially the most widely talked about and associated with happiness, motivation, and more.  [02:02] Download your free worksheet to help you remember the DOSE chemicals and how to use them. [02:54] DOSE is an acronym for the four chemicals we will talk about today. Dopamine is about anticipation, motivation, and goals. Oxytocin is for empathy and social bonding. Serotonin ties in with our mood and pride, and finally endorphins mask pain and are part of that well known “runner’s high.” [03:38] We are not meant to be perpetually happy. These chemicals in the brain are not naturally there to make us feel good, but to promote survival. [05:07] We can get dopamine from anything, including sugar and even drinking water when we are really thirsty. So, it isn’t in the drug or food itself, but it is about the drive to obtain the dopamine. The anticipation of the reward is where we get a dopamine release not when we consume the item itself. [07:34] Our lives these days are a flood of unnatural levels of dopamine: sugar and other junk food, social media feeds, Netflix and other shows to binge watch, video games, notifications on our phones, and more. [08:33] If you want to make a change and kick some of those unnatural dopamine habits, a detox may be in order. [10:10] Embrace the boredom to come through on the other side where you give your brain that break and ability to reset the dopamine expectations. [11:06] Remember, while some mistakenly say dopamine is about pleasure, that’s incorrect. It is about desire, motivation, and goal achievement. [12:35] For more natural dopamine, embrace a new goal (something you may find easier after you do a detox and get rid of some of those unnatural stimulants). [14:05] Dr. Paul Zak and his team discovered that oxytocin signals to the brain that it is safe to approach someone and that they can be trusted. The release of oxytocin triggers empathy and motivates us to be more cooperative. [16:08] We get that hit of oxytocin when we stick with the herd and strengthen the bonds we have for others because it keeps us safe and protected. [16:34] Conversely, when we have had our trust betrayed there are unhappy chemicals released that may cause us to shut down and not want to open ourselves up again. [17:04] Opening yourself up to trust is key to survival and critical for the oxytocin your brain needs.   [19:12] Serotonin is about confidence, social status, and belief in your own abilities. [20:13] Going back to the episode on the focusing illusion, whatever you pay attention to and look for is going to seem really important and stand out. [21:26] Focus on believing in your own value, and celebrate your wins alone and with others. [22:30] The most important thing to know about endorphins is that they are caused by pain. You need to experience pain to get the endorphins. [23:45] Pushing our limits a bit to reach new goals, run faster or do more push-ups (or however that translates to your business and career) can be useful but shouldn’t be the main focus. [24:05] There are some safe ways to get an endorphin kick that don’t require you to physically injure yourself and they’re really quite easy. They are laughing and stretching.   [25:29] One study from Duke University found that 30 minutes of regular exercise three times a week was enough to boost mood as well or better than prescription medications for those who were severely depressed. [26:33] Cortisol is a bad chemical that is released as a warning when we feel our survival is threatened. [27:01] If you aren’t getting enough of the happy DOSE chemicals, you are likely to feel this one even more and want to mask that bad feeling. But fight that urge! It is important to allow yourself to feel the cortisol and know what your body is trying to tell you. [28:46] The chemicals in our brains and bodies are there to help us survive, and experiencing them in a more natural way can help us to thrive as well. [29:13] What is your first step with helping these brain chemicals to work for you? Share it with me on social media.  [29:55] Now is a great time to set some new goals to end 2020 strong and to have a productive and profitable 2021. With that in mind, I want to tell you about a fantastic sale I’m launching now. [31:01] Laser-focused, 4-hour Deep Dives are here! If you’ve been looking for the perfect time to work with me 1-on-1… now is the time. Book by year end and get a YEAR FREE in the BE Thoughtful Revolution ($1200 value). Learn more and book your Deep Dive here. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. Special Year-End Sale 👈🏻🥳 Past Episodes and Other Important Links: How I Tricked My Brain To Like Doing Hard Things (Dopamine Detox) Happy Brain Chemicals: Dopamine, Serotonin, Oxytocin, Endorphin Brain Chemistry Lifehacks: Steve Ilardi at TEDxKC Five Ways to Boost Your Natural Happy Chemicals Why Your Brain Loves Good Storytelling Herding Habits The Power of Habit Resolutions and Keeping Commitments Apple Card Biases Toward Novelty and Stories Surprise and Delight How to Get (and Stay) Motivated How to Set, Achieve & Exceed Brainy Goals Interview With Author Nir Eyal Why Our Brains Love Nostalgia & Traditions How to Finally Change Your Behavior (So it Sticks) Focusing Illusion Confirmation Bias How To Use Behavioral Economics to Create Thriving Cities, an interview with Colu Interview with Bec Weeks  

In today’s episode, I’m excited to introduce you to Nate Andorsky, CEO of Creative Science and author of Decoding the Why. Nate’s book is all about how to apply behavioral economics into consumer-facing software products and websites. It’s about experience, behavior, flow, and shares a bit about the process he and his team at Creative Science use with their clients. Decoding the Why came out in May of 2020, and as you’ll hear in our conversation today, he specializes in work with nonprofits, and also works with other organizations to help them incorporate behavioral economics to be more effective. He and his work have been featured in Forbes, Inc, The Huffington Post, Fast Company, and more. Today, we cover a bunch of ground and mention several concepts of behavioral economics that you may find yourself wanting to dig in on and learn more about (and good news...lots of links below!) Show Notes: [00:44] In today’s episode I’m excited to introduce you to Nate Andorsky, CEO of Creative Science and author of Decoding the Why. [03:10] Nate’s company, Creative Science uses behavioral science to build technology and strategies for today’s most innovative companies.   [04:42] He shares a few examples of tech projects using behavioral science.   [07:06] Nate really enjoys working in nonprofit social impact, consumer finance, health, and ed-tech spaces.   [07:42] When working with companies they first ask, “What is the behavior we are trying to drive?” and then bring that into an awesome user experience.   [09:18] If a product isn’t working exactly as a company wants, they will typically just go ask their users what they want. (Bad strategy) [10:11] There is research to suggest how we think about ourselves in the future is as a stranger—so whatever happens to that person is as inconsequential as if it were happening to a stranger.  This is a big disconnect, so Nate and team look at how to close that gap.   [11:52] The sooner you actually put your skill into practice, you have a better chance of learning it.  [12:19] If you want to change user behavior you have to change the environment and the norms.   [15:11] Nate shares about one of his favorite projects working with a medical school on their enrollment process.  [15:53] You take more ownership of things if you have a hand in building it.  [18:03] Nostalgia and in-group bias can help someone get social proof (which is likely to trigger the desired behaviors).   [19:35] Nate wanted to be a doctor when he grew up because he comes from a family of medical professionals.  During high school, he started his first business and knew he was destined to be an entrepreneur.    [21:26] Melina wanted to be a singer, and shares her experience from volunteering as a company advisor with Washington Business Week.   [23:12] If you want to understand the why behind something, the first thing you need to focus on is a very specific and clear problem.   [23:56] Do a deep literature review, start to hypothesize, and then test what may be going on.  [25:30] A really good place to test is with emails because you can measure an outcome and it is really easy to modify an email to represent a theory.  [26:07] Landing pages are another great way to test.  [27:46] Understanding the group can make a big difference in knowing what nudges to implement.  [30:42] Melina shares about an experience where the company used existing data to help show customers something that would be beneficial to them.   [32:18] If you frame things as a set, people are more likely to complete it.  [34:33] Melina and Nate talk through a real-life example a listener sent in. See it and follow along in the show notes on the website! What do you think? Email Melina your thoughts... [37:13] Giving donors some insights into where their money is going can increase conversion rates.   [40:42] For all the nonprofits listening if you have a project where you need more conversion (like getting and increasing donations), connect with Nate using the links below to see how Creative Science can help. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. Past Episodes and Other Important Links: Creative Science Website nate (at) creativescience (dot) co Nate on LinkedIn Decoding the Why Social Proof Nudges & Choice Architecture Precommitment Defaults  Time Discounting Mental Accounting Loss Aversion Why Our Brains Love Nostalgia & Traditions Biases Toward Others – Including Groups Priming Overwhelmed Brain Social Proof Friction Incentives Anchoring

In today’s episode, I’m so honored to introduce you to four of the founding members of the newly formed GAABS, the Global Association of Applied Behavioral Scientists, which officially launched in September of 2020. I’m joined by Torben Emmerling of Affective Advisory, Nuala Walsh of Mindequity, Madeline Quinlan of Salient Behavioural Consultants, and Dario Krpan of the London School of Economics.  As a rapidly growing and currently unregulated field, GAABS comes in as the world’s first independent organization representing the interests of applied behavioral scientists, primarily those working in the private sector, and has an impressive list of founders, starting members, and advisory board members, including Robert Cialdini and Nobel laureate Daniel Kahneman. It is going to be an increasingly valuable and important organization as the years’ pass, and I’m so excited to be here to introduce you to the group in its infancy.  Show Notes: [00:47] Today on the show I am joined by the four founding members of the Global Association of Applied Behavioral Scientists (GAABS), which officially launched September of 2020. [03:31] Torben Emmerling is the Founder and Managing Partner of Affective Advisory, a fully specialized behavioral science firm based in Switzerland.  [04:21] Nuala Walsh is the founder of Mindequity. She focuses on financial services, oil and gas, and sports.  [05:48] Madeline Quinlan is a director and co-founder of Salient Behavioural Consultants. They use academic rigor and insight to practice from a behavioral point of view.  [06:42] Dario Krpan is an assistant professor of behavioral science at the London School of Economics. He researches how to use behavioral science to solve real-world problems.  [08:08] GAABS as a concept started as a conversation and precommitment at a conference in the summer of 2019.  [10:06] GAABS stands for the Global Association of Applied Behavioral Scientists. [10:31] This is an unregulated industry for applied practitioners and what they are hoping to do is guard against the proliferation of people that are not bona fide practitioners in the field.  [12:19] GAABS is a nonprofit, member-based entity and it is there for all qualified behavioral science practitioners out there to be a platform to bridge academia and practice.   [13:11] This is truly there to connect the field and make sure the ethical and technical standards of behavioral science are kept, raised and advocated around the world.  [15:57] We want to be a very welcoming member body where we see many different approaches. We do have to make sure certain standards are kept.  [16:38] One of the benefits of membership we see going forward is using this as a forum with the extra benefit of an academic advisory board.  [19:21] Being able to say that you met the criteria to join there is some higher entity that shows we have worth and social proof.  [20:54] There is a lot of interest from people just entering the field and from people that are already established in the field.  [21:57] GAABS is not providing certification or training, because there are many other groups doing a good job with that already.  [23:26] There are two types of membership, individual and organizational. For the individual memberships, they look for people with qualifying criteria. People who are able to show that they have completed a post-grad qualification in a relevant subject in the behavioral sciences, relevant publications, teaching in the field, or relevant contributions to the field.  [25:15] On the organizational side we look for proof that it is a proper behavioral science unit or consultancy.  [27:21] They are all dedicated to this idea that is going to be built by the members for the members.  [28:44] GAABS is member focused like companies are client-focused and they want to hear ideas from members for improvement. All ideas are welcome! [30:51] The group is a wonderful resource to share research findings before they are professionally published and learn from others. [33:43] It is a great way to share what is interesting in this space, how others are going about this, and transparency around how behavioral science tools are used. [34:39] The academics have access to tremendous resources. [36:31] We live in a global world right now and companies and public organizations are commissioning projects around the world. This will be a platform to gather knowledge. [39:05] This is a way for like-minded and interested people to convene and we need to replicate that working for any of our clients. [39:58] There is so much willingness to share and be open within the group. It is a very inviting field.  [41:06] There is so much room for everyone at the table of behavioral science and practice because there is so much demand and need for it. [44:01] It is an amazing benefit that we are able to connect with people in the field all over the world. GAABS is a great resource to help behavioral scientists to connect globally and it can propel these connections to happen faster.  [46:21] Behavioral science is a field on the rise, and having a professional body to showcase and support the “bona fide practitioners” is so important. GAABS will help safeguard and maintain the quality and standards within the field, promote important insights and applications, be a prestigious community to build alliances with peers on a global level, with access to exclusive events, conferences, and educational programs and so much more. If you’re a qualified practitioner of behavioral science, use the links below to apply to join this wonderful group! Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. Past Episodes and Other Important Links: GAABS Website GAABS on LinkedIn GAABS on Twitter Social Proof The London School of Economics and Political Science

Today, we are talking about precommitment and how it can be used in life and business. As far as concepts go, I’m guessing this is one of those you’ve heard of and think you know everything about, so I’m going to challenge that belief and hopefully teach you some new insights and ways to use precommitment on today’s show by sharing a personal example. Precommitment is very closely related to time discounting, as well as loss aversion, habits, and several other concepts. As a side note, can I just say that I can hardly believe we’ve made it to 120 episodes of the podcast already? And, there is another exciting milestone that is going to be hitting as this episode comes out. I’m not sure exactly when it will happen, but sometime between recording and the release of the episode we will hit a quarter of a million downloads! A quarter-million you guys! From 160 countries around the world and 120 episodes downloaded 250,000 times.  Precommitment is a big reason this has all been made possible. Because of my vow to have new episodes every single Friday no matter what – a precommitment I made to the void when launching the show, we always have new content come out. In 120 episodes I’ve never missed, and I hope I never will. It seems very fitting that today’s episode on precommitment is marking this exciting quarter-million milestone.  But precommitment can be used for a lot more than keeping to a content schedule. In today’s show, I’ll share an example of how I am using it to be more in alignment with the person I want to be, tips to overcome cognitive dissonance in a positive way (and what that means), some great apps to help with precommitment, behavioral scientists using this in practice, and more! Show Notes: [01:01] Precommitment is very closely related to time discounting, as well as loss aversion, habits, and several other concepts that will be linked for you in the show notes. [03:02] When I started The Brainy Business, I made a commitment to do a weekly show for one full year before evaluating if it was a fit for my business or a waste of time. I’m so thankful to say, it was clearly worth its weight in time gold (far before hitting that one year mark) and The Brainy Business is here to stay. [06:11] Precommitments can be external like throwing all the junk food out of the house or dumping soda down the drain. They can also be internal, like a promise to yourself that you will not break. And a combination. [07:20] Cognitive dissonance is essentially the discomfort we feel when our perception of ourselves doesn’t line up with our actions. (This concept will have its own episode soon.) [08:28] Our brains write off a story that doesn’t align with how we want to see ourselves surprisingly quickly. [10:02] We can use some precommitment tactics while in a cold state to help set us up for success when the moment comes. [11:53] The thing about precommitment is, while it does help us stick to the right stuff, we can also be way too good at ignoring our own best intentions (so it doesn’t always work). The best way to combat this? Narrow focus. [13:23] We need to own that past to have a better future. If we don’t (and instead let the distaste for cognitive dissonance explain it away) it will never change—we will never change—and no amount of precommitment trick will do it for us.  [14:17] As with all applied behavioral science, there is a bigger problem at the root, and it is important to take a step back to make sure you are addressing the whole thing when you put your precommitment devices in place. [16:00] Finding the most important thing to work on and dedicating all your willpower to that one thing is much more likely to be successful.  [16:48] Depending on the goal you choose to use precommitment tactics to help with, there are some cool apps, like Stickk. [18:26] Forest is an app that can be used if you want to be more productive and especially if you have a hard time not getting distracted by your phone. [21:13] When Nikki Rausch was on the show we talked about making it easy to do business with you and scheduling your circle back calls in the moment someone is interested. Making that precommitment is so much more effective in continuing conversations moving forward. [21:41] Get the appointment on the calendar in that moment. It is a precommitment that is a lot harder to push off than a theoretical conversation that may happen someday.  [23:08] Set the expectations upfront to help everyone be on the same page and comfortable with the commitment. [24:09] I want to close out this episode with one of my favorite precommitment tactics, the loss aversion jar. [26:42] Seeing the money in the jar and knowing it all goes away if you miss, can help you keep on track especially if you have a buddy who you know will hold you to it (the threat needs to be real!). [27:34] You can celebrate your wins and achieve those goals by using precommitment in a responsible way. [28:31] If you can’t commit to having the “extremely bad thing” as your consequence if you don’t meet the goal...ask yourself why. If you’re not willing to commit to it fully, don’t work on it right now. Is there something else that is more important to work on first? [29:32] What will your goal be? When will you achieve it? Make the commitment by sharing it with me on social media. Find me as @thebrainybiz everywhere (links below!)  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. Past Episodes and Other Important Links: Don’t Let Me Do That! – Models of Precommitment The Power of Precommitment Precommitment Precommitment and Procrastination: Behavioral Tools for Students Forest App Stickk App Time Discounting Loss Aversion Interview with Bec Weeks Interview with Dr. Gleb Tsipursky Interview with Dan Ariely Interview with Dr. Julie O’Brien Interview with Nikki Rausch Fundamental Attribution Error How to Finally Change Your Behavior (So it Sticks) Interview With Author Nir Eyal How to Set, Achieve & Exceed Brainy Goals How to Get (and Stay) Motivated Present Versus Future Biases Optimism Bias Resolutions and Keeping Commitments

Today I’m very excited to be sitting down with Bec Weeks, co-founder of the app Pique.  Her co-founders include Sendhil Mullainathan who has taught traditional and behavioral economics at MIT, Harvard, and The University of Chicago, and Michael Norton, another Harvard professor and part of the Harvard Behavioral Insights Group, he also previously taught at MIT and co-authored a book called Happy Money, The Science of Smarter Spending. Bec got her MBA in behavioral science, entrepreneurship, and social impact from Harvard University. The whole Pique crew is clearly amazing! I had such a lovely time chatting with Bec and could tell from our first conversation that we would be fast friends. She is doing such cool things (and as silly as it is, she has some stellar rose gold headphones that I totally want...long time listeners know I love rose gold!) Beyond that of course, I love the cool things she and the rest of the Pique team are doing to help people use habits in a smart way to improve their lives. How are they doing that exactly? Listen and read on my friend... Show Notes: [00:43] Today I’m very excited to be sitting down with Bec Weeks, co-founder of the app Pique.  [03:18] I love the cool things Bec and the rest of the Pique team are doing to help people use habits in a smart way to improve their lives. [04:18] Before that, a bit about her. Bec is from Australia. She started her career very briefly in law before she moved to management consulting and on to the Behavioral Economics Team of the Australian Government (BETA).  [06:39] There is a really big behavioral community in Australia and it is growing every day.  [07:42] She shares about a project she was part of at BETA which focused on the problem of doctors overprescribing antibiotics. Another memorable project about reducing discrimination in hiring practices.  [09:51] The importance of testing was a key finding.  [11:05] Things are shifting all the time. A nudge applied ten years ago doesn’t necessarily work today.  [12:38] Experiments that fail to produce results still need to be public so they add to the evidence base of things that do and do not work.  [15:35] Pique is their attempt to take useful findings from psychology and present them to use and inspire an app. It lets others learn about the concept, experience the concept, and live the concept in their life in a small way.  [16:17] Pique’s main goal is to help people be more in touch with their thoughts (including self-awareness) as well as how they interact with others.  [17:05] Humans crave novelty so they wanted to make sure Pique incorporated variety and different things to do. This keeps people coming back to try something new.  [19:13] The habit is exercising the curiosity, experimentation, and exploration muscles.  [20:26] The simplest change can make it so you are innovative and creative for the rest of the day.  [22:08] The best time to Pique differs from person to person and often even moment to moment.  [24:11] They have built-in reminders in the app to complete the daily exercises and also the opportunity to schedule a comeback reminder.  [25:02] There is a lot of humor sprinkled within the app. They want it to be helpful and enjoyable.  [27:14] You will do each of these little moments and hopefully get something small out of each of them, but when you keep doing them they build on one another and you see bigger results.  [29:21] If you can provide a personalized experience for someone then they are more likely to get the benefit and come back. You want people to use it and get great value.  [31:47] Once you complete the few beginning questions you land at a page with a selection of packs sorted for you.  [33:02] Some packs currently in the app are Conversations, Time, Mind Wandering, Fan the Flame (connecting with your partner), and Rituals.  [35:44] A lot of us have things we are not quite aware of that have ritualistic power. Some of these have been lost whilst at home and some of them we have been able to keep during the pandemic--why that matters.  [37:14] Other current/upcoming packs include Decision Making, Connecting with Friends, and Boosting the Bond. They are always adding new content.  [39:10] The idea of moments is to help you do those things and see what works and resonates with you.  [41:58] Some of the things we have lost are obvious and some not as obvious. Taking time to think about what things have been lost and thinking about how we can add them back--even if it is in a different way--is very important.  [43:19] The opposite of distraction is traction (via Nir Eyal, episode link below).  [45:13] When thinking about habits, many of us think about changing them but it is also important to think about how you can use the power of habits to help people introduce change. [45:45] Pique is perfectly packaged into bite sized pieces that can help your brain to feel good and give you a mental boost. Consider this your poque to download Pique! (once you do, let us know on social media using the links below) Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube Connect with Pique: Pique Pique on Instagram Pique on Twitter Pique on Facebook Pique on LinkedIn More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. Past Episodes and Other Important Links: Scarcity: Why Having Too Little Means So Much Behavioural Economics Team of the Australian Government Nudge: Improving Decisions About Health, Wealth, and Happiness Happy Money: The Science of Smarter Spending Habits Questions or Answers Scarcity Anchoring and Adjustment Expect Error Understanding Mapping Structuring Complex Choices The Overwhelmed Brain and Its Impact on Decision Making Biases Toward Novelty and Stories How To Set Up Your Own Experiments How to Finally Change Your Behavior (So it Sticks) Focusing Illusion Interview With Author Nir Eyal Why Our Brains Love Nostalgia & Traditions Behavioural Science Club

Today I am so excited to talk about a fantastic club that started a few months ago on LinkedIn. You’ll learn about the serendipitous nature of how this group was founded during my conversation with one of the catalysts of creating it, Louise Ward. The group is called the Behavioural Science Club, and (while it has had limits on how many people can be included in the past)...at the moment they are letting anyone with an interest in the online virtual book club of awesomeness join.  That Being Said...when you do sign up to join through LinkedIn, please do mention you heard about it from The Brainy Business so we can connect and Louise knows how you got there.  As you will learn, Louise has one on one conversations with every new member (there are close to 2000 now) and this is a group about interaction and engagement. If you just want a notch in your LinkedIn groups belt, this isn’t the club for you.  If you want to  connect with others from around the world who love behavioral science  learn and chat  meet some amazing people  Then this group is for you and you should definitely join! Louise will personally approve you and let you in.  Louise was so fun to chat with, and as you will learn, she is very new to behavioral science and behavioral economics. She is someone who was passionate and took the initiative to do something, which has put her on the radar of some pretty amazing people who she secured to come into the book club to discuss their books with us. (Rory Sutherland! Cass Sunstein! So many more!!!) Show Notes: [00:45] Today I am so excited to talk about a fantastic club that started a few months ago on LinkedIn. [03:11] She is very new to behavioral science and behavioral economics, but was passionate and took the initiative to do something in a way that has put her on the radar of some pretty amazing people. [03:59] Melina and Louise met during Nudgestock.  [05:06] Her interest in advertising came from her father. She grew up in an advertising house.  [07:31] She has always been interested in people.  [09:59] She and Prakash Sharma created the Behavioural Science Club on LinkedIn.  [12:43] It all started with a love of lists and a simple LinkedIn post...  [13:54] Then it evolved farther into a LinkedIn group and Louise ended up being a co-manager.  [16:33] So many authors have agreed to come into the group and do a question and answer session for the members.  [16:45] They didn’t anticipate there would be so much interest and so much kindness from everybody.  [19:07] They wanted the group to be a personal experience so membership was capped for a while.  [20:46] The group is a mix of people that have an interest in behavioral science and people that work in the space.  [22:07] The diversity of the group is very appealing. Even though they are reading books they are not exclusive to only behavioral scientists.  [24:57] The very core is that we are all just interested in how people are behaving.  [25:25] Melina and Louise both highly recommend the Nudgestock videos.  [27:31] Most of the group growth has been attributed to word of mouth.  [29:59] It is really beneficial to invest in a few things rather than doing many things. Showing up and having meaningful conversations is more valuable for the entire group.  [31:09] Louise hopes that the pandemic’s silver lining is that people had time to step back and reflect on what is important to them.  [33:10] The group has been empowering to many people and has given others the chance to make connections and interact with people they didn’t know prior.  [35:44] The group is very active and so many people have so many great things to share.  [38:41] When the group started on the first Saturday of the month they had book chat. The third Saturday was the author Q&A. Occasionally they have to alter the times to fit the author’s schedule.  [40:31] Now they have upgraded to meeting every Saturday. The other weeks include authors of newly published books in behavioral science.  [43:01] The easiest way to find the group is to go on LinkedIn and type in Behavioural Science Club. (or just click that link!) [44:39] There are many discussions in the world right now about when it is behavioral economics vs. behavioral science.  [47:27] Reflecting on my career, I (Melina) can see a lot of things I was doing years ago and understand now why they worked (from a behavioral economics lens) even though I didn’t have the perfect term at the time.  [49:04] During this time in the pandemic, I have been really focusing on showing up in the right places instead of trying to be everywhere on a cursory level. I want to be able to really engage with others and learn from them, have great conversation, and make a difference. This group is a space to do that. [50:01] No matter what your background or knowledge level you should come be part of this group if it interests you. I look forward to interacting with you there! Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working. More from The Brainy Business: Behavioural Science Club on LinkedIn 1001 Stories Nudgestock Bri Williams Alchemy: The Dark Art and Curious Science of Creating Magic in Brands, Business, and Life Ripple: The Big Effects of Small Behaviour Changes in Business Nudge: Improving Decisions About Health, Wealth, and Happiness Hooked: Revealing the Hidden Tricks of Memorable Marketing Dan Ariely Interview Questions or Answers Loss Aversion Reciprocity Scarcity Nudges & Choice Architecture Biases Toward Novelty and Stories How to Organize Your Brain with Behavioral Economics

Today, we are digging in on the Hawthorne Effect. This effect is named after a series of tests done at Western Electric’s Hawthorne location back in the 1920s. The aim of the study was to see how changes in worker conditions would impact productivity, and it was one of the first bits of research into determining worker opinions and mindset into the company’s planning process.  Before we get to that, I am very excited to share that it has been officially announced that I will be speaking at Podcast Movement Virtual this year! I’m on a panel about creating better pitches for being a guest on podcasts so your efforts don’t get deleted. Learn more and get your ticket. The Hawthorne Effect has two main impacts: 1) people change their behavior when they know they are being watched (especially if they know what the watcher is hoping to achieve), and 2) giving people an opportunity to be involved in the process can boost morale, productivity and more.  As with every concept, there are two sides to this coin. Often, you want to avoid letting people know they are being watched as it will impact results. However, as you’ll learn in the episode, there are some specific times and advantages to having people know they are being watched. Understanding this concept more will help you apply the logic within your business for the best possible results.  Show Notes: [00:45] I am very excited to share that I will be speaking at Podcast Movement Virtual this year! [03:51] The Hawthorne effect is named after a series of tests done at Western Electric’s Hawthorne location back in the 1920s and 1930s. The aim was to see how changes in worker conditions would impact productivity, and it was one of the first bits of research into determining worker opinions and mindset into the company’s planning process. [04:50] In 1924, they were part of a study to see how the brightness of lighting would impact output...the results were very puzzling... [05:24] A few years later, Hawthorne started a new experiment with Harvard to see how relays could be created more efficiently. [06:05] The studies concluded that one big difference was being able to provide input and an ability to be treated as a human person with opinions and worth. These findings resulted in changes in working conditions far beyond the Hawthorne location and Western Electric over the decades that followed. [06:27] The other important piece of information from these studies is the finding that when people know they are being watched, and especially when they know what the researchers are looking for, it biases the results. [06:59] When modern researchers have looked back on the data from the original Hawthorne studies, they found some issues. For one thing, there were too many factors being changed at once, and that likely influenced the outcome of the research. [08:19] In its simplest form, the Hawthorne Effect is saying that when people know they are being observed, or that there is an experiment taking place, it changes their behavior. The mere act of doing an experiment impacts the results. [09:01] If you are trying to find out what people naturally do, you are running an experiment of some kind and want to see if a small change can impact behavior, you do not want those involved in the test to be biased and change their actions simply because they are being tested. [09:41] The true intent of a behavioral or psychological study like this will often be hidden within the experiment itself. [11:04] Other studies have shown that when people know what the researchers are looking for, they will on some level give a little extra effort to help prove them right. So, if it is important that you get a natural view of what is going on in the brain or behavior, you want to be as incognito as you can. [13:36] An example from my own visits to branches during my corporate life, and why staying for a longer period of time is important. [14:30] It’s better to integrate with the team as much as you can to become “one of them” so they let their guard down. Sporadic visits don’t have the same impact. [14:59] If you are looking for something specific in those visits, don’t tell the people on the team what you are trying to do when it can be avoided. [16:38] Stanford University found that for the simple tasks, monitoring helped boost productivity because the workers made a game out of accomplishing the tasks so they wouldn’t get bored. [17:03] For those with more complex tasks, productivity went down. Those workers felt the monitoring was too controlling and impacted their ability to do a good job. They felt rushed, which created stressful time pressure.  [17:22] With simple tasks that can get monotonous, monitoring that encourages gamification can be really helpful in boosting productivity and making it more fun for workers. With more complex stuff, people may feel threatened, be scared of punishment for mistakes, or make them focus too narrowly on things that might not be fully important. [19:08] Remember, being treated well and being involved in the process was determined to be a big reason why the Hawthorne studies had such a big impact on productivity. [20:20] That was another key piece of the Hawthorne studies, the boost in productivity happened in all the cases, like with the lights, when you turned them up, down, or kept them the same people had increased productivity during the study but they reverted when they got back to the normal work environment. [21:06] Be careful when you have a hypothesis or are going in with a goal to make sure you aren’t too focused on finding the outcome you are looking for. [22:06] Digging deeper is always a good idea. And now that you know how the Hawthorne effect can be helpful and how it can be a hindrance, you have the opportunity to learn about your teams and hopefully boost morale, productivity, efficiency, and so much more. Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working Articles and Past Episodes: Systematic Review of the Hawthorne Effect: New concepts are Needed to Study Research Participation Effects The Hawthorne Effect and Behavioral Studies The "Hawthorne Effect" — What Did the Original Hawthorne Studies Actually Show? The Hawthorne Effect - Or Why Everything Works Hemming and Hawing over Hawthorne: Work Complexity and the Divergent Effects of Monitoring on Productivity Hawthorne Effect Hawthorne Studies Podcast Movement Virtual Could You Leverage Podcast Guesting to Grow Your Visibility? Louise Brogan: The Social Bee Ian Anderson Gray How To Set Up Your Own Experiments Time Pressure Priming Focusing Illusion Loss Aversion The IKEA Effect and Effort Heuristic Confirmation Bias Incentives

Today I am very excited to introduce you to Steve Wendel, author of Designing for Behavior Change, head of behavioral science for Morningstar, founder, chairman of the board for Action Design Network, and more.  In today’s chat, you will hear about confirmation bias, the power of novelty and story, behavior change, the IKEA effect, incentives, and more. There are links to all those past episodes, details about the new Certificate in Applied Behavioral Economics from the Texas A&M Human Behavior Lab (where Melina is now teaching), and information about Steve in the notes below. I really loved talking with Steve, he is such a wealth of information and I know you are going to enjoy every second of his thoughts and insights.  Show Notes: [00:41] Today I am very excited to introduce you to Dr. Steve Wendel, author of Designing for Behavior Change, head of behavioral science for Morningstar, founder, chairman of the board for Action Design Network, and more. [01:54] In today’s chat, you will hear about confirmation bias, the power of novelty and story, behavior change, the IKEA effect, incentives... [03:49] Designing for Behavior Change is a manual Steve wrote for his team at the time.  [05:55] In the book he shares knowledge as well as what you do to put the knowledge into practice.  [07:53] Steve has a PhD in political science, but he studied under an experimentalist and did many field experiments in political behavior.  [09:26] Steve shares the story of the fish stranded on the beach that emphasizes the ways we can drive behavior change. [10:47] The yelling, screaming, and educating are all about the wrong value proposition. When we are trying to help somebody do something the value proposition is key. [13:04] You don’t fundamentally change human behavior, you work with it.   [14:49] A lot of people think that you want to take the conscious decision making out of it. A level of awareness is important and taking that physical action matters.   [16:01] CREATE is an acronym for the steps people need to take conscious action. DECIDE is step by step determining the problem and crafting the intervention.  [17:28] Your product and your communication are competing with every other single possible thing the person could be doing (including Bigelow-watching Netflix). [19:41] It is not about getting people’s attention, but finding their attention and being there for them.  [22:14] First, we have to get clarity on what we want to accomplish.  That is defining the problem.  Second, we have to put all that aside and look at the micro behaviors our customers are going through and might get in their way.   [24:18] Steve shares one of his favorite research stories about running a competition about foreign ATM fees. [27:14] Belief, passion, and investment have little to do with the impact on your users.  You need to test in the field and see if you are actually helping people.   [29:20] There are plenty of cool things companies and brands can do to boost their reputation. All of it is based on treating your people right.   [31:03] Mission really matters.  The key to the competition was that it was communal and fun.   [32:46] Steve is particularly interested in the intersection between behavioral science and data science right now.   [33:31] Behavioral science and data science are trying to accomplish different things  Data science is often in a business setting is about prediction and is broad. Behavioral science is fundamentally narrow and focuses on behavior change.  [36:03] There is a lot of work that is being done and people are finding each other because we are currently in this differing space.   [37:43] Many people were feeling fatigued during the early days of the pandemic because they were not able to rely on their habits in their everyday lives.  [39:22] Getting our kids on routines can actually help them and us.  [40:28] Steve is the head of behavioral science at Morningstar.  He has one of the larger teams doing applied research and product development.  Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Get Your FREE ebook Melina’s John Mayer Pandora Station! Listen to what she listens to while working Articles and Past Episodes: Designing for Behavior Change: Applying Psychology and Behavioral Economics Behavioral Technology Website About Action Design Steve on Morningstar Announcing! Certificate in Applied Behavioral Economics from the Texas A&M Human Behavior Laboratory Dan Ariely Interview Confirmation Bias How to Finally Change Your Behavior (So it Sticks) Questions or Answers Can Behavioral Economics Increase Savings? Roger Dooley Interview Tim Houlihan Interview How To Set Up Your Own Experiments Biases Toward Novelty and Stories Personal Biases Incentives Value Dr. Gleb Tsipursky Interview The IKEA Effect and Effort Heuristic The Overwhelmed Brain Will Leach Interview Samuel Salzer Interview Habits

Today I am so, so, so excited to announce something that has been in the works for many months. On Friday, August 21, 2020 it was officially announced that I am joining the team at the Texas A&M Human Behavior Lab as an Instructor for the brand new Certificate in Applied Behavioral Economics, which is enrolling now for the Fall. The core faculty for the certificate program, Dr. Marco Palma, Jeff Pool and Will Leach, will be joining me today to talk about the certificate program in more detail including how it differs from any program we’ve seen before.  And, don’t worry, nothing will be changing here at The Brainy Business except maybe being a bit more busy! You will still receive new shows and emails each Friday.  A lot of you have asked if this meant a move, but the entire program is intentionally virtual so I will be staying here in the Pacific Northwest--and wherever you are around the globe you can have access to a stellar program in applied behavioral economics from the largest academic human behavior lab in the world.  LEARN MORE AND ENROLL Show Notes: [00:52] I am joining the team at the Texas A&M Human Behavior Lab as an Instructor for the brand new Certificate in Applied Behavioral Economics. (yay!!) [02:53] The program is awesome and any fan of this show would benefit from obtaining a Certificate in Applied Behavioral Economics. This program is for people in business looking for that edge. [05:07] Introducing the core faculty: Will Leach is the author of Marketing to Mindstates and the CEO of the Mindstate Group.  [05:59] Dr. Marco Palma is the director of the Human Behavior Lab.  [07:26] Jeff Pool has a background in communications (working at the Pentagon before joining Dr. Palma’s team at the Human Behavior Lab).  [08:57] One of the critical missions of Texas A&M University and the Human Behavior Lab is to put the knowledge and research out to the people to continue it and so that they can improve the health and wellbeing of people in the United States and around the world.  [11:37] This program provides an understanding of behavioral economics from the basic core concept to the point that people can apply this knowledge and use it in their businesses on a daily basis.  [12:22] The certificate program is an online program hosted by Texas A&M University that provides interaction with instructors and fellow students. In order to earn the certificate there are six classes including 3 core classes and 3 elective classes. It is a total of 18 credit hours.  [13:51] Melina will be teaching Foundations of Behavioral Economics. Some of the classes will also include co-teaching with other members from the team (and guest lectures from amazing guests) utilizing their strengths and experiences.  [15:17] The course is designed to stimulate ideas to help you with your business. The faculty will be available during online office hours to answer questions and help you apply your learnings.  [17:05] Marco says a huge benefit to the program is having Melina and Will because of their experiences with their own businesses and their background in corporate America.  [19:27] Another huge benefit of the program is being able to access the work and research of the lab and other colleagues before it is even published.  [20:53] The team offers a rich pipeline of people they are able to reach out to get answers for students when they have them.  [22:12] They wanted to provide enough rigorous information, but also make sure it is accessible and understandable.  [24:11] The certificate program is a great option for people that are already established in careers, but really want that edge.  [26:30] Just being curious about human behavior is all you need because they are going to provide the rest. It doesn’t matter what industry you are in.  [28:22] They are building the program knowing that it is going to be responsive.  [30:46] The program will be starting with two classes in Fall 2020.  [33:01] If you happen to find a course you are excited about but not quite ready for the full certificate, you can test it out and just take a class you think sounds interesting. We wanted to make this accessible to everyone to get what they need; where, when, and how they need it. [35:03] This is intended to evolve with our learners. We plan to add more electives that are specific for certain industries and disciplines. This program is for people like you looking to get that edge in business. [35:46] The program is all online so wherever you are in the world you can have the same access as someone in College Station. [37:12] I hope to see many of you in class this fall and beyond! Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Important Links: Texas A&M Human Behavior Lab Certificate Program - learn more and enroll! Inside the Texas A&M Human Behavior Lab Will Leach Interview Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Melina’s John Mayer Pandora Station! Listen to what she listens to while working

Today, we are going to be digging in on a particular aspect of optimism bias called the planning fallacy. Essentially, we humans are pretty much doomed with underestimating how much something will cost or how long it will take, even if we have evidence showing otherwise. This is why projects like the Big Dig come in years late and billions of dollars over budget, or why you constantly have a to-do list more ambitious than can actually be completed.  In today’s episode, Melina will spend a little bit of time telling you about how it works and what studies have found, as well as tips for overcoming this bias (and let me tell you, this is one of my personal biggest challenges so these are tips I can provide from experience!)  Show Notes: [00:53] Essentially, we humans are pretty much doomed with underestimating how much something will cost or how long it will take, even if we have evidence showing otherwise. [03:02] I’m a big victim to planning fallacy. As an ambitious and optimistic person, I am confident I can do things quickly and perfectly each time, and I am prone to underestimate how long something will take me to complete. [03:42] I’ve been able to identify this tendency in myself. Understanding planning fallacy helps me adapt and do better in practice than I would naturally. [05:10] We fall victim again and again because success is so much easier to imagine the successful scenario than the failure. [07:26] Melina shares about the Big Dig in Boston, Seattle viaduct project and Sydney Opera House.  [08:57] It is important to know that planning fallacy is more than mere procrastination. Having deadlines doesn’t necessarily help either because people are expecting things will go smoother than they will and aren’t planning to fail. [10:34] The focusing illusion shows us that as you look at or consider something, it feels like it is more important than it really is. Fundamental attribution error is about when you attribute external or internal motivation onto a situation incorrectly. [12:22] You have that optimism bias saying you have learned from your past projects and this is really similar to the project you did for XYZ company so you can capitalize on some of that work so that internal dialogue and story of your own skill is played up. [13:03] Your brain likes to think it is constantly getting better, so it feels good to predict you will be faster than before. [13:49] When you don’t plan for those external pieces and factor them into your time budget, you are falling victim to planning fallacy. [13:59] One helpful option is to have people determine their timing as if a coworker was taking on the project. If you were to consider the coworker you will have less of the intrinsic stuff and can see the external pieces a little more clearly. Especially if you choose a coworker who you think is slower than you. [14:55] Ather brain trick to watch out for is bikeshedding, where your brain will look for smaller things to work on and make you think you need to do those in this exact moment and you can’t work on the thing you really should be working on until this other thing is complete. [15:34] This may mean planning for breaks to give your brain a little bikeshedding treat to keep working. [18:17] My advice: to plan your day’s commitments using the worst-case scenario. [19:35] One of my suggestions to stay on task and keep my brain organized is using a Time Timer. [20:09] I want to stress that your brain is going to tell you that you don’t need to do this. That you don’t need as much time as other people or that you won’t get distracted. That is the optimism bias and planning fallacy talking. [20:54] Every task can be sorted by whether it is urgent or important and falls into one of four quadrants (check your freebie worksheet to try it out). [22:08] Planning for distractions will help you keep to your projected timelines and overcome planning fallacy. [24:23] Narrowing your goals and priorities to what matters and being present when you are doing those things has helped me to tackle the planning fallacy and I think it can for you too. [25:32] Sorry to tell you this, but groups are worse at predicting how long things will take or how much something will cost. [26:02] One way to get around this for groups is to have each person or department do their forecast on their own and then have someone add them all up behind the scenes instead of having a group discussion. [27:06] The plan is only as good as the tracking. [28:20] If you don’t include the external stuff in the calculation there is no tracking system or project management tool that can overcome planning fallacy. [30:21] Another tip that studies have shown can help people overcome planning fallacy is to intentionally think about setbacks. [31:45] When planning for how long something will take, we often look at the full elephant instead of all its components. When you don’t break a project into small enough subtasks, you are going to underestimate how long things will take. [33:49] Unpacking the project into those minutia tasks will allow you to more properly see the full scope and allocate enough time to get it all done. [34:36] Remember not to get down on yourself about planning fallacy. It is a natural human tendency that spans across gender, culture and personality type. Knowing how your brain may try to trick you and using the tips in this episode can help you be less likely to succumb to it in the future, which can make you happier, less stressed, and living up to your commitments more often. Don’t Forget Your FREE Planning Fallacy Worksheet! Thanks for listening. Don’t forget to subscribe on Apple Podcasts or Android. If you like what you heard, please leave a review on iTunes and share what you liked about the show.  Let’s connect: Melina@TheBrainyBusiness.com The Brainy Business® on Facebook The Brainy Business on Twitter The Brainy Business on Instagram The Brainy Business on LinkedIn Melina on LinkedIn The Brainy Business on Youtube More from The Brainy Business: Master Your Mindset Mini-Course BE Thoughtful Revolution - use code BRAINY to save 10% Melina’s John Mayer Pandora Station! Listen to what she listens to while working Articles and Past Episodes: The Planning Fallacy: Getting Things Done Can the outside‐view approach improve planning decisions in software development projects? The Planning Fallacy: When Plans Lead to Optimistic Forecasts Exploring the Planning Fallacy: Why People Underestimate Their Task Completion Times A Nobel Prize-Winning Psychologist Explains Why We’re Always Wrong About How Long Tasks Take The Planning Fallacy: Why You Miss Your Deadlines, And What to do About it Allocating Time to Future Tasks:The Effect of Task Segmentation on Planning Fallacy Bias Intuitive Prediction: Biases and Corrective Procedures Seattle tunnel construction avoided costly mistakes of Boston's Big Dig Visualization-Mediated Alleviation of the Planning Fallacy If You Don't Want to Be Late, Enumerate: Unpacking Reduces the Planning Fallacy Planning Fallacy Optimism Bias Time Discounting Loss Aversion Focusing Illusion Fundamental Attribution Error Bikeshedding Confirmation Bias How To Start and Grow a Successful Podcast Interview With Author Nir Eyal How to Organize Your Brain with Behavioral Economics Expect Error Anchoring & Adjustment