The (Honest) Truth About Dishonesty

This is my third book, and by now one might expect that I would know what I am doing. But the reality is that I would not be able to do much without the help of many people. My deepest thanks go to Erin Allingham, who helped me write; Bronwyn Fryer, who helped me see more clearly; Claire Wachtel, who conducted the process with grace and humor that is rare in editors; Elizabeth Perrella and Katherine Beitner, who managed to be my human substitutes for both Adderall and Xanax. And the team at Levine Greenberg Literary Agency, who were there to help in every possible way. Aline Grüneisen made many suggestions, some that were very insightful and others that made me smile. I am also grateful to Ania Jakubek, Sophia Cui, and Kacie Kinzer. Very special thanks also go to the person who functions as my external memory, hands, and alter ego: Megan Hogerty.

Finally, where would I be without my lovely wife, Sumi? It takes a very special person to be willing to share a life with me, and my hectic life and workaholism don’t make it any easier. Sumi, I will move the boxes to the attic when I get home tonight. Actually, I will probably be late, so I will do it tomorrow. Well, you know what? I will definitely do it this weekend. I promise.

Loving, Dan

About the Author

Dan Ariely is the James B. Duke Professor of Psychology and Behavioral Economics at Duke University, with appointments at the Fuqua School of Business, the Center for Cognitive Neuroscience, the Department of Economics, and the School of Medicine. Dan earned one PhD in cognitive psychology and another PhD in business administration. He is the founder and director of the Center for Advanced Hindsight. His work has been featured in many outlets, including The New York Times, The Wall Street Journal, The Washington Post, The Boston Globe, and others. He lives in Durham, North Carolina, with his wife, Sumi, and their two creative children, Amit and Neta.

www.danariely.com

Notes

Introduction: Why Is Dishonesty So Interesting?

1. Ira Glass, “See No Evil,” This American Life, National Public Radio, April 1, 2011.

Chapter 1. Testing the Simple Model of Rational Crime (SMORC)

1. “Las Vegas Cab Drivers Say They’re Driven to Cheat,” Las Vegas Sun, January 31, 2011, www.lasvegassun.com/news/2011/jan/31/driven-cheat/.

Chapter 3. Blinded by Our Own Motivations

1. A. Wazana, “Physicians and the Pharmaceutical Industry: Is a Gift Ever Just a Gift?” Journal of the American Medical Association (2000).

2. Duff Wilson, “Harvard Medical School in Ethics Quandary,” The New York Times, March 2, 2009.

Chapter 5. Why Wearing Fakes Makes Us Cheat More

1. K. J. Winstein, “Inflated Credentials Surface in Executive Suite,” The Wall Street Journal, November 13, 2008.

Chapter 6. Cheating Ourselves

1. Anne Morse, “Whistling Dixie,” The Weekly Standard (blog), November 10, 2005.

2. Geoff Baker, “Mark McGwire Admits to Steroids Use: Hall of Fame Voting Becoming a Pain in the Exact Place He Used to Put the Needle,” http://seattletimes.nwsource.com/html/marinersblog/ 2010767251_mark_mcgwire_admits_to_steroid.html.

Chapter 8. Cheating as an Infection: How We Can Catch the Dishonesty Germ

1. Steve Henn, “Oh, Waiter! Charge It to My PAC,” Marketplace, July 21, 2008, and “PACs Put the Fun in Fundraising,” Marketplace, July 22, 2008.

2. Steve Henn, “PACs Put the Fun in Fundraising,” Marketplace, July 22, 2008.

Chapter 9. Collaborative Cheating

1. Dennis J. Devine, Laura D. Clayton, Jennifer L. Philips, Benjamin B. Dunford, and Sarah P. Melner, “Teams in Organizations, Prevalence, Characteristics, and Effectiveness,” Small Group Research (1999). John Gordon, “Work Teams: How Far Have They Come?” Training (1992). Gerald E. Ledford, Jr., Edward E. Lawler III, and Susan A. Mohrman, “Reward Innovations in Fortune 1000 Companies,” Compensation & Benefits Review (1995). Susan A. Mohrman, Susan G. Cohen, and Allan M. Mohrman, Jr., Designing Team-Based Organizations: New Forms for Knowledge Work (San Francisco: Jossey-Bass, 1995). Greg L. Stewart, Charles C. Manz, and Henry P. Sims, Team Work and Group Dynamics (New York: Wiley, 1999).