Behavioral economist Dan Ariely, who teaches at Duke University, is known as one of the most original designers of experiments in social science. Not surprisingly, the best-selling author’s creativity is evident throughout his latest book, The (Honest) Truth About Dishonesty. A lively tour through the impulses that cause many of us to cheat, the book offers especially keen insights into the ways in which we cut corners while still thinking of ourselves as moral people. Here, in Ariely’s own words, are seven lessons you didn’t learn in school about dishonesty. (Interview edited and condensed by Gary Belsky.) 1. Most of us are 98-percenters. “A student told me a story about a locksmith he met when he locked himself out of the house. This student was amazed at how easily the locksmith picked his lock, but the locksmith explained that locks were really there to keep honest people from stealing. His view was that 1% of people would never steal, another 1% would always try to steal, and the rest of us are honest as long as we’re not easily tempted. Locks remove temptation for most people. And that’s good, because in our research over many years, we’ve found that everybody has the capacity to be dishonest and almost everybody is at some point or another.” 2. We’ll happily cheat … until it hurts. “The Simple Model of Rational Crime suggests that the greater the reward, the greater the likelihood that people will cheat. But we’ve found that for most of us, the biggest driver of dishonesty is the ability to rationalize our actions so that we don’t lose the sense of ourselves as good people. In one of our matrix experiments [a puzzle-solving exercise Ariely uses in his work to measure dishonesty], the level of cheating didn’t change as the reward for cheating rose. In fact, the highest payout resulted in a little less cheating, probably because the amount of money got to be big enough that people couldn’t rationalize their cheating as harmless. Most people are able to cheat … Continue reading Why (Almost) All of Us Cheat and Steal