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Livro You Are Not so Smart

General Assumption on People:

You have a need for other people tolike and admire you, and yet you tend to becritical of yourself. While you have somepersonality weaknesses, you are generallyable to compensate for them. You haveconsiderable unused capacity that you havenot turned to your advantage. isciplined andself!controlled on the outside, you tend to beworried and insecure on the inside. At timesyou have serious doubts as to whether youhave made the right decision or done theright thing. You prefer a certain amount ofchange and variety and become dissatisfiedwhen hemmed in by restrictions and

limitations. You also pride yourself on beingan independent thinker and do not acceptothers" statements without satisfactory proof.#ut you have found it unwise to be too frankin revealing yourself to others. At times youare e$troverted, affable, and sociable, whileat other times you are introverted, wary, andreserved. %ome of your aspirations tend to berather unrealistic.

Chapter 1 Priming

&'( )*%+-+(P&*-: You know when youare being influenced and how it is affectingyour behavior.&'( &/&': You are unaware of theconstant nudging you receive from ideasformed in your unconscious mind.

Chapter 2 Confabulation

&'( )*%+-+(P&*-: You know when you

are lying to yourself.&'( &/&': You are often ignorant of yourmotivations and create fictional narratives toe$plain your decisions, emotions, and historywithout reali0ing it.

Chapter 3 - Confirmation Bias

&'( )*%+-+(P&*-: Your opinions arethe result of years of rational, ob1ectiveanalysis.&'( &/&': Your opinions are the result ofyears of paying attention to information thatconfirmed what you believed, while ignoringinformation that

challenged your preconceived notions.

Chapter - !in"sight Bias

&'( )*%+-+(P&*-: After you learnsomething new, you remember how you wereonce ignorant or wrong.&'( &/&': You often look back on thethings you"ve 1ust learned and assume youknew them or believed them all along.

Chapter # - $he $e%as Sharpshooter&alla'(

&'( )*%+-+(P&*-: You takerandomness into account when determiningcause and effect.&'( &/&': You tend to ignore random

chance when the results seem meaningful orwhen you want a random event to have ameaningful cause.

Chapter ) Pro'rastination

&'( )*%+-+(P&*-: You procrastinatebecause you are la0y and can"t manage yourtime well.&'( &/&': Procrastination is fueled byweakness in the face of impulse and a failure

to think about thinking.

Chapter * - Normal'( Bias

&'( )*%+-+(P&*-: Your fight!or!flightinstincts kick in and you panic when disasterstrikes.&'( &/&': You often become abnormallycalm and pretend everything is normal in acrisis.

Chapter + ,ntrospe'tion

&'( )*%+-+(P&*-: You know why youlike the things you like and feel the way youfeel.&'( &/&': &he origin of certain emotionalstates is unavailable to you, and whenpressed to e$plain them, you will 1ust makesomething up.

Chapter - $he Availabilit( !euristi'

&'( )*%+-+(P&*-: With the advent ofmass media, you understand how the world


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works based on statistics and facts culledfrom many e$amples.&'( &/&': You are far more likely tobelieve something is commonplace if you canfind 1ust one e$ample of it, and you are farless likely to believe in something you"venever seen or heard of before.

Chapter 1. - $he B(stan"er /ffe't

&'( )*%+-+(P&*-: When someone ishurt, people rush to their aid.&'( &/&': &he more people who witness aperson in distress, the less likely it is that anyone person will help.

Chapter 11 - $he 0unning-ruger /ffe't

&'( )*%+-+(P&*-: You can predict howwell you would perform in any situation.&'( &/&': You are generally pretty bad atestimating your competence and the difficultyof comple$ tasks.

Chapter 12 Apophenia

&'( )*%+-+(P&*-: %ome coincidencesare so miraculous, they must have meaning.&'( &/&': +oincidences are a routine part

of life, even the seemingly miraculous ones.Any meaning applied to them comes fromyour mind.

Chapter 13 - Bran" Lo(alt(

&'( )*%+-+(P&*-: You prefer thethings you own over the things you don"tbecause you made rational choices when youbought them.&'( &/&': You prefer the things you own

because you rationali0e your past choices toprotect your sense of self.

Chapter 1 - $he Argument from Authorit(

&'( )*%+-+(P&*-: You are moreconcerned with the validity of information thanthe person delivering it.&'( &/&': &he status and credentials ofan individual greatly influence your perceptionof that individual"s message.

Chapter 1# - $he Argument from,gnoran'e

&'( )*%+-+(P&*-: When you can"te$plain something, you focus on what youcan prove.&'( &/&': When you are unsure ofsomething, you are more likely to acceptstrange e$planations.

Chapter 1) - $he Stra an &alla'(

&'( )*%+-+(P&*-: When you argue,you try to stick to the facts.&'( &/&': *n any argument, anger willtempt you to reframe your opponent"sposition.

Chapter 1* - $he A" !ominem &alla'(

&'( )*%+-+(P&*-: *f you can"t trust

someone, you should ignore that person"sclaims.&'( &/&': What someone says and whythey say it should be 1udged separately.

Chapter 1+ - $he 4ust-5orl" &alla'(

&'( )*%+-+(P&*-: People who arelosing at the game of life must have donesomething to deserve it.&'( &/&': &he beneficiaries of good

fortune often do nothing to earn it, and badpeople often get away with their actionswithout conse2uences.

Chapter 1 - $he Publi' 6oo"s 6ame

&'( )*%+-+(P&*-: We could create asystem with no regulations where everyonewould contribute to the good of society,everyone would benefit, and everyone wouldbe happy.

&'( &/&': Without some form ofregulation, slackers and cheaters will crasheconomic systems because people don"twant to feel like suckers.

Chapter 2. - $he 7ltimatum 6ame

&'( )*%+-+(P&*-: You choose toaccept or refuse an offer based on logic.&'( &/&': When it comes to making adeal, you base your decision on your status.

Chapter 21 - Sub8e'tive 9ali"ation


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&'( )*%+-+(P&*-: You are skeptical ofgeneralities.&'( &/&': You are prone to believingvague statements and predictions are true,especially if they are positive and addressyou personally.

Chapter 22 - Cult ,n"o'trination

&'( )*%+-+(P&*-: You are too smart to1oin a cult.&'( &/&': +ults are populated by people1ust like you.

As a primate, you are keenly aware ofgroup dynamics. You are hardwired to want tohang out with people and associate yourselfwith groups. Your survival has depended on it

for millions of years. *n addition, you don"tevaluate your behavior and choices andfeelings in order to understand who you are.

*nstead, you have an idealistic vision ofyourself, a character you"ve dreamed up inyour mind, and you are always trying tobecome this character. You seek out groupsto affiliate with to better solidify who you arein the story you tell yourself3the storye$plaining why you do the things you do.

Chapter 23 6roupthin:

&'( )*%+-+(P&*-: Problems are easierto solve when a group of people get togetherto discuss solutions.&'( &/&': &he desire to reach consensusand avoid confrontation hinders progress.

&he research shows that groups of friendswho allow members to disagree and still befriends are more likely to come to better

decisions. %o the ne$t time you are in a groupof people trying to reach consensus, be theasshole. (very group needs one, and it mightas well be you.

Chapter 2 - Supernormal ;eleasers

&'( )*%+-+(P&*-: )en who have se$with ealolls are insane, and women whomarry eighty!year!old billionaires are golddiggers.

&'( &/&': &he ealoll and rich old sugardaddies are both supernormal releasers.

Australian 1ewel beetles are doomed to lustfor beer bottles in garbage heaps becausethey can"t overcome their desires. You can.

Chapter 2# - $he Affe't !euristi'

&'( )*%+-+(P&*-: You calculate whatis risky or rewarding and always choose toma$imi0e gains while minimi0ing losses.&'( &/&': You depend on emotions to tellyou if something is good or bad, greatlyoverestimate rewards, and tend to stick toyour first impressions.

Chapter 2) - 0unbar


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Chapter 2 - $he Spotlight /ffe't

&'( )*%+-+(P&*-: When you arearound others, you feel as if everyone isnoticing every aspect of your appearance andbehavior.&'( &/&': People devote little attention toyou unless prompted to.

Chapter 3. - $he $hir" Person /ffe't

&'( )*%+-+(P&*-: You believe youropinions and decisions are based one$perience and facts, while those whodisagree with you are falling for the lies andpropaganda of sources you don"t trust.&'( &/&': (veryone believes the people

they disagree with are gullible, and everyonethinks they are far less susceptible topersuasion than they truly are.

You don"t want to believe you can bepersuaded, and one way of maintaining thisbelief is to assume that all the persuasionflying through the air must be landing onother targets. therwise how could it besuccessful7 &hose advertisements forcheeseburgers are for fatties with no self!

control, you think, until you are ravenous andare forced to choose between one fast!foodplace and another. &hose alcohol billboardsare for trendy hipsters, you assume, until youare at the office +hristmas party and the guyat the open bar asks you what you want.Public service announcements about te$!tingwhile driving are for people who don"t live thekind of life you do, you think, until you findyourself feeling a twinge of shame when youreach for the phone to respond to an e!mail

while waiting for the light to turn green.

Chapter 31 Catharsis

&'( )*%+-+(P&*-: 8enting your angeris an effective way to reduce stress andprevent lashing out at friends and family.&'( &/&': 8enting increases aggressivebehavior over time.

Chapter 32 - $he isinformation /ffe't

&'( )*%+-+(P&*-: )emories areplayed back like recordings.

&'( &/&': )emories are constructedanew each time from whatever information iscurrently available, which makes them highlypermeable to influences from the present.

Chapter 33 Conformit(

&'( )*%+-+(P&*-: You are a strongindividual who doesn"t conform unless forcedto.&'( &/&': *t takes little more than anauthority figure or social pressure to get youto obey, because conformity is a survivalinstinct.

Chapter 3 - /%tin'tion Burst

&'( )*%+-+(P&*-: *f you stop engaging

in a bad habit, the habit will graduallydiminish until it disappears from your life.&'( &/&': Any time you 2uit somethingcold turkey, your brain will make a last!ditcheffort to return you to your habit.

Chapter 3# - So'ial Loafing

&'( )*%+-+(P&*-: When you are1oined by others in a task, you work harderand become more accomplished.

&'( &/&': nce part of a group, you tendto put in less effort because you know yourwork will be pooled together with others".

Chapter 3) - $he ,llusion of $ransparen'(

&'( )*%+-+(P&*-: When youremotions run high, people can look at youand tell what you are thinking and feeling.&'( &/&': Your sub1ective e$perience isnot observable, and you overestimate how

much you telegraph your inner thoughts andemotions.

Chapter 3* - Learne" !elplessness

&'( )*%+-+(P&*-: *f you are in a badsituation, you will do whatever you can do toescape it.&'( &/&': *f you feel like you aren"t incontrol of your destiny, you will give up andaccept whatever situation you are in.

Chapter 3+ - /mbo"ie" Cognition


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&'( )*%+-+(P&*-: Your opinions ofpeople and events are based on ob1ectiveevaluation.&'( &/&': You translate your physicalworld into words, and then believe thosewords.

&he scene is warm3physically warm3and as a result, all of your interactions andobservations in such a setting will beinterpreted as being emotionally warm. Warmsensations bring up word associations thatinclude warmth, and those thoughts primeyou to behave in a way that could bemetaphorically described as warm.

&here"s a lot of research showcasingthis phenomenon. You see people with bright

clothes as being friendly and smart3bright.You see people who speak slowly as beingless intelligent3slow. Whatever metaphorsyour culture uses will change the way youfeel about the world around you, should itmatch up with those words. &he sensation oftouch is also a powerful form of thisphenomenon3the way things feel to yourskin can translate to how they feel to yourheart

Chapter 3 - $he An'horing /ffe't

&'( )*%+-+(P&*-: You rationallyanaly0e all factors before making a choice ordetermining value.&'( &/&': Your first perception lingers inyour mind, affecting later perceptions anddecisions.

Chapter . Attention

&'( )*%+-+(P&*-: You see everythinggoing on before your eyes, taking in all theinformation like a camera.&'( &/&': You are aware only of a smallamount of the total information your eyes takein, and even less is processed by yourconscious mind and remembered.

Chapter 1 - Self-!an"i'apping

&'( )*%+-+(P&*-: *n all you do, you

strive for success.&'( &/&': You often create conditions forfailure ahead of time to protect your ego.

Chapter 2 - Self-&ulfilling Prophe'ies

&'( )*%+-+(P&*-: Predictions aboutyour future are sub1ect to forces beyond yourcontrol.&'( &/&': 9ust believing a future event willhappen can cause it to happen if the eventdepends on human behavior.

You might wear inappropriate clothesto a 1ob interview, or pick a terrible characterin )ario art, or stay up all night drinkingbefore work3you are very resourceful whenit comes to setting yourself up to fail. *f yousucceed, you can say you did so despiteterrible odds. *f you fall short, you can blamethe events leading up to the failure instead ofyour own incompetence or inade2uacy.

Chapter 3 - $he oment

&'( )*%+-+(P&*-: You are one person,and your happiness is based on beingcontent with your life.&'( &/&': You are multiple selves, andhappiness is based on satisfying all of them.

Chapter - Consisten'( Bias

&'( )*%+-+(P&*-: You know how youropinions have changed over time.&'( &/&': /nless you consciously keeptabs on your progress, you assume the wayyou feel now is the way you have always felt.

Chapter # - $he ;epresentativeness!euristi'

&'( )*%+-+(P&*-: nowing a person"shistory makes it easier to determine what sort

of person they are.&'( &/&': You 1ump to conclusions basedon how representative a person seems to beof a preconceived character type.

Chapter ) /%pe'tation

&'( )*%+-+(P&*-: Wine is acomplicated eli$ir, full of subtle flavors only ane$pert can truly distinguish, and e$periencedtasters are impervious

to deception.&'( &/&': Wine e$perts and consumerscan be fooled by altering their e$pectations.


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($pectation, as it turns out, is 1ust asimportant as raw sensation. &he buildup to ane$perience can completely change how youinterpret the information reaching your brainfrom your otherwise ob1ective senses. *npsychology, true ob1ectivity is pretty muchconsidered to be impossible.)emories, emotions, conditioning, and allsorts of other mental flotsam taint every newe$perience you gain.*n addition to all this, your e$pectationspowerfully influence the final vote in yourhead over what you believe to be reality.

Chapter * - $he ,llusion of Control

&'( )*%+-+(P&*-: You know howmuch control you have over yoursurroundings.&'( &/&': You often believe you havecontrol over outcomes that are either randomor are too comple$ to predict.

Chapter + - $he &un"amental Attribution/rror

&'( )*%+-+(P&*-: ther people"sbehavior is the reflection of their personality.&'( &/&': ther people"s behavior ismore the result of the situation than theirdisposition.

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