ABOUT THE SPEAKER
Dan Ariely - Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why.

Why you should listen

Dan Ariely is a professor of psychology and behavioral economics at Duke University and a founding member of the Center for Advanced Hindsight. He is the author of the bestsellers Predictably IrrationalThe Upside of Irrationality, and The Honest Truth About Dishonesty -- as well as the TED Book Payoff: The Hidden Logic that Shapes Our Motivations.

Through his research and his (often amusing and unorthodox) experiments, he questions the forces that influence human behavior and the irrational ways in which we often all behave.

More profile about the speaker
Dan Ariely | Speaker | TED.com
TED2011

Dan Ariely: Beware conflicts of interest

Dan Ariely: 謹防利益衝突

Filmed:
1,284,831 views

在這短短的談話中,心理學家Dan Ariely講述了兩個個人故事,探索科學的利益衝突:如何由於自覺與否的短淺個人目標, 會影響對科學知識的追求和洞察。當我們思考澔大的問題時,他提醒我們,我們要注意我們過於人性的大腦。
- Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why. Full bio

Double-click the English transcript below to play the video.

00:16
So, I was in the hospital醫院 for a long time.
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所以,我曾經在醫院過了一段很長的時間。
00:19
And a few少數 years年份 after I left, I went back,
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而在我離開幾年後,我再回去,
00:22
and the chairman主席 of the burn燒傷 department was very excited興奮 to see me --
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而燒傷部的主席非常高興地見到我--
00:25
said, "Dan, I have a fantastic奇妙 new treatment治療 for you."
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他說:「Dan,我有一個奇妙的新治療給你。」
00:28
I was very excited興奮. I walked with him to his office辦公室.
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我感到非常興奮。我跟他走到他的辦公室。
00:30
And he explained解釋 to me that, when I shave刮鬍子,
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他向我解釋說,當我刮鬍子時,
00:33
I have little black黑色 dots on the left side of my face面對 where the hair頭髮 is,
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我在左邊臉有毛髮的部位有黑點
00:36
but on the right side of my face面對
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但在右邊
00:38
I was badly burned so I have no hair頭髮,
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被嚴重燒傷的臉沒有毛髮,
00:40
and this creates創建 lack缺乏 of symmetry對稱.
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這造成缺乏對稱。
00:42
And what's the brilliant輝煌 idea理念 he had?
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而他有什麼高招?
00:44
He was going to tattoo little black黑色 dots
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他打算在我的右臉
00:46
on the right side of my face面對
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紋一些小黑點
00:49
and make me look very symmetric對稱.
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使我看起來非常對稱。
00:51
It sounded滿面 interesting有趣. He asked me to go and shave刮鬍子.
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聽起來很有意思。他叫我去刮鬍子。
00:54
Let me tell you, this was a strange奇怪 way to shave刮鬍子,
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讓我告訴你,這是一種奇怪刮鬍子的方式,
00:56
because I thought about it
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因為我想過這個問題,
00:58
and I realized實現 that the way I was shaving then
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我當時意識到,我刻下剃須的方法,
01:00
would be the way I would shave刮鬍子 for the rest休息 of my life --
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便將會是我今後剃須的方法--
01:02
because I had to keep the width寬度 the same相同.
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因為我必須保持寬度相同。
01:04
When I got back to his office辦公室,
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當我回到他的辦公室,
01:06
I wasn't really sure.
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我真的決定不穩。
01:08
I said, "Can I see some evidence證據 for this?"
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我說,「我能否看到一些證據呢?」
01:10
So he showed顯示 me some pictures圖片
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於是,他給我看了一些
01:12
of little cheeks臉頰 with little black黑色 dots --
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小臉頰有小黑點照片 --
01:14
not very informative信息.
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不是很有建設性。
01:16
I said, "What happens發生 when I grow增長 older舊的 and my hair頭髮 becomes white白色?
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我說:「如果當我老年時我的頭髮變成白色,
01:18
What would happen發生 then?"
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那會怎樣呢?」
01:20
"Oh, don't worry擔心 about it," he said.
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他說:「哦,不用擔心」,
01:22
"We have lasers激光器; we can whiten漂白 it out."
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「我們有激光,我們可以改變成白色。」
01:25
But I was still concerned關心,
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但我仍然擔心,
01:27
so I said, "You know what, I'm not going to do it."
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所以我說,「算了,我不打算這樣做。」
01:30
And then came來了 one of the biggest最大 guilt有罪 trips旅行 of my life.
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然後, 我聽到我一生中最大的令我感到内疚的話。
01:34
This is coming未來 from a Jewish猶太 guy, all right, so that means手段 a lot.
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這個猶太傢伙都這樣說,這就表示很問題很嚴重。
01:37
(Laughter笑聲)
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(笑聲)
01:39
And he said, "Dan, what's wrong錯誤 with you?
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他說:「Dan,你是否有什麼問題?
01:42
Do you enjoy請享用 looking non-symmetric非對稱?
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你喜歡看起來非不對稱嗎?
01:44
Do you have some kind of perverted變態 pleasure樂趣 from this?
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你是否由此有某種變態的快感呢?
01:49
Do women婦女 feel pity可憐 for you
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是否有女人覺得可憐你
01:51
and have sex性別 with you more frequently經常?"
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而和你更頻繁發生性關係呢?」
01:54
None沒有 of those happened發生.
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當然沒有這些事。
01:58
And this was very surprising奇怪 to me,
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而令我非常驚訝的是,
02:00
because I've gone走了 through通過 many許多 treatments治療 --
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因為我已經經歷了許多治療方法 --
02:02
there were many許多 treatments治療 I decided決定 not to do --
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亦有許多我決定不做的治療方法--
02:04
and I never got this guilt有罪 trip to this extent程度.
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我從來沒有到過這種令我感到内疚的程度。
02:06
But I decided決定 not to have this treatment治療.
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但我決定不要這種療法。
02:08
And I went to his deputy and asked him, "What was going on?
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當我去問他的副手 :「究竟發生什麼事?
02:10
Where was this guilt有罪 trip coming未來 from?"
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為什麼要令人感到内疚呢?」
02:12
And he explained解釋 that they have doneDONE this procedure程序 on two patients耐心 already已經,
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他解釋說,他們這樣的療法已經在兩名病人身上做過,
02:16
and they need the third第三 patient患者 for a paper they were writing寫作.
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而他們需要第三個病人來寫他們的論文。
02:19
(Laughter笑聲)
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(笑聲)
02:21
Now you probably大概 think that this guy's傢伙 a schmuck笨蛋.
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現在你可能認為這傢伙非常糟糕。
02:23
Right, that's what he seems似乎 like.
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當然,似乎他就是非常糟糕。
02:25
But let me give you a different不同 perspective透視 on the same相同 story故事.
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但是讓我給你一個不同的角度看同一個故事。
02:28
A few少數 years年份 ago, I was running賽跑 some of my own擁有 experiments實驗 in the lab實驗室.
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幾年前,在實驗室裡我正進行一些我自己的實驗。
02:31
And when we run experiments實驗,
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而當我們進行實驗,
02:33
we usually平時 hope希望 that one group will behave表現 differently不同 than another另一個.
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我們通常希望一組和另一組有不同的表現。
02:36
So we had one group that I hoped希望 their performance性能 would be very high,
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因此,我們有一個希望他們表現會非常高個的一組,
02:39
another另一個 group that I thought their performance性能 would be very low,
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而有另一個希望他們表現會非常低的一組。
02:42
and when I got the results結果, that's what we got --
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而當我得到的結果--
02:44
I was very happy快樂 -- aside在旁邊 from one person.
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-- 我很高興 -- 除了對一個人。
02:47
There was one person in the group
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在小組有一個人
02:49
that was supposed應該 to have very high performance性能
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應該是有非常高的表現,
02:51
that was actually其實 performing執行 terribly可怕.
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但是實際執行時卻糟透。
02:53
And he pulled the whole整個 mean down,
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他將整個平均拉下來,
02:55
destroying銷毀 my statistical統計 significance意義 of the test測試.
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摧毀了我實驗的統計意義。
02:59
So I looked看著 carefully小心 at this guy.
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是以我仔細研究過這傢伙。
03:01
He was 20-some-一些 years年份 older舊的 than anybody任何人 else其他 in the sample樣品.
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他是一個比其他人老20歲以上的的樣本。
03:04
And I remembered記得 that the old and drunken guy
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而我記得,那醉酒傢伙
03:06
came來了 one day to the lab實驗室
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來過實驗室
03:08
wanting希望 to make some easy簡單 cash現金
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想要找賺一些快錢,
03:10
and this was the guy.
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這就是那傢伙。
03:12
"Fantastic奇妙!" I thought. "Let's throw him out.
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我想: 「太棒了! 就讓我們扔掉他。
03:14
Who would ever include包括 a drunken guy in a sample樣品?"
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誰會用一個喝醉酒的傢伙做實驗呢 ?」
03:17
But a couple一對 of days later後來,
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但兩天後,
03:19
we thought about it with my students學生們,
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我們與學生想想,
03:21
and we said, "What would have happened發生 if this drunken guy was not in that condition條件?
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我們說,「如果這傢伙是不是在醉酒的狀態會怎樣呢?
03:24
What would have happened發生 if he was in the other group?
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如果他在另一組會怎樣呢?
03:26
Would we have thrown拋出 him out then?"
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請問我們會不會扔掉他呢?」
03:28
We probably大概 wouldn't不會 have looked看著 at the data數據 at all,
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我們也許就根本不會看數據,
03:30
and if we did look at the data數據,
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但如果我們看一下數據,
03:32
we'd星期三 probably大概 have said, "Fantastic奇妙! What a smart聰明 guy who is performing執行 this low,"
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我們可能會說,「神奇!一個多麼聰明的傢伙竟然得到這個低的結果」,
03:35
because he would have pulled the mean of the group lower降低,
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因為他會拉低該組的平均数,
03:37
giving us even stronger statistical統計 results結果 than we could.
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讓我們有更強勁的統計結果
03:41
So we decided決定 not to throw the guy out and to rerun重新運行 the experiment實驗.
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因此,我們決定不扔掉那傢伙出來,並重新運行實驗。
03:44
But you know, these stories故事,
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但是你要知道,這些故事,
03:47
and lots of other experiments實驗 that we've我們已經 doneDONE on conflicts衝突 of interest利益,
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以及很多其他我們做過的關於利益衝突的實驗,
03:50
basically基本上 kind of bring帶來 two points
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基本上為我
03:52
to the foreground前景 for me.
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提出兩點。
03:54
The first one is that in life we encounter遭遇 many許多 people
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第一個是,在生活中我們遇到很多人,
03:57
who, in some way or another另一個,
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以一些某種方式,
04:00
try to tattoo our faces面孔.
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嘗試在我們的臉上紋身。
04:02
They just have the incentives獎勵 that get them to be blinded失明 to reality現實
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他們被有激勵的動機蒙蔽了現實,
04:05
and give us advice忠告 that is inherently本質 biased.
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而給我們本質上是有偏見的建議。
04:08
And I'm sure that it's something that we all recognize認識,
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而且我敢肯定這是我們都能看到的事情,
04:10
and we see that it happens發生.
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我們都承認它發生的事情。
04:12
Maybe we don't recognize認識 it every一切 time,
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也許我們不能每一次都認出,
04:14
but we understand理解 that it happens發生.
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但我們知道這會發生。
04:16
The most difficult thing, of course課程, is to recognize認識
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最困難的事情,當然是要認識到
04:18
that sometimes有時 we too
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有時我們也被
04:20
are blinded失明 by our own擁有 incentives獎勵.
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激勵的機制蒙蔽了我們自己。
04:22
And that's a much, much more difficult lesson to take into account帳戶.
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而這是一個非常,非常困難考慮的教訓。
04:25
Because we don't see how conflicts衝突 of interest利益 work on us.
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因為我們看不清楚對我們個人的利益衝突。
04:29
When I was doing these experiments實驗,
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當我在做這些實驗,
04:31
in my mind心神, I was helping幫助 science科學.
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在我心中,我是助長科學。
04:33
I was eliminating消除 the data數據
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我是在消除了某些數據
04:35
to get the true真正 pattern模式 of the data數據 to shine閃耀 through通過.
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來獲取真實模式的數據彪炳。
04:37
I wasn't doing something bad.
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我沒有做壞事。
04:39
In my mind心神, I was actually其實 a knight騎士
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在我心目中,我其實是一個
04:41
trying to help science科學 move移動 along沿.
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想幫科學向前看的騎士。
04:43
But this was not the case案件.
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但這種情況並非如此。
04:45
I was actually其實 interfering干擾 with the process處理 with lots of good intentions意圖.
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我其實是以大量的好意圖來干擾過程。
04:48
And I think the real真實 challenge挑戰 is to figure數字 out
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我認為,真正的挑戰是要弄清楚
04:50
where are the cases in our lives生活
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在我們生活中
04:52
where conflicts衝突 of interest利益 work on us,
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利益衝突在何處影響了我們,
04:54
and try not to trust相信 our own擁有 intuition直覺 to overcome克服 it,
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並盡量不信任自己的直覺去克服它,
04:57
but to try to do things
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而是試圖做一些事情
04:59
that prevent避免 us from falling落下 prey獵物 to these behaviors行為,
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來防止我們墮入這些行為,
05:01
because we can create創建 lots of undesirable不可取 circumstances情況.
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因為我們因此可以創造大量的不良情況。
05:05
I do want to leave離開 you with one positive thought.
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我想給你留下一個積極的意念。
05:07
I mean, this is all very depressing壓抑, right --
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我的意思是,這是非常令人沮喪的,對不對? --
05:09
people have conflicts衝突 of interest利益, we don't see it, and so on.
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人的利益衝突,我們看不到它,等等。
05:12
The positive perspective透視, I think, of all of this
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在積極的角度來看,我認為,
05:14
is that, if we do understand理解 when we go wrong錯誤,
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如果我們能理解我們何時錯了,
05:17
if we understand理解 the deep mechanisms機制
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如果我們能了解為什麼
05:19
of why we fail失敗 and where we fail失敗,
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我們失敗以及在哪裡失敗的深層機制,
05:21
we can actually其實 hope希望 to fix固定 things.
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我們可以真正有希望解決事情。
05:23
And that, I think, is the hope希望. Thank you very much.
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而我認為,這是希望。非常感謝你。
05:25
(Applause掌聲)
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(掌聲)
Translated by Ana Choi
Reviewed by Zhiqing Zhang

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ABOUT THE SPEAKER
Dan Ariely - Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why.

Why you should listen

Dan Ariely is a professor of psychology and behavioral economics at Duke University and a founding member of the Center for Advanced Hindsight. He is the author of the bestsellers Predictably IrrationalThe Upside of Irrationality, and The Honest Truth About Dishonesty -- as well as the TED Book Payoff: The Hidden Logic that Shapes Our Motivations.

Through his research and his (often amusing and unorthodox) experiments, he questions the forces that influence human behavior and the irrational ways in which we often all behave.

More profile about the speaker
Dan Ariely | Speaker | TED.com