Petter Johansson: Do you really know why you do what you do?
培特·乔纳森: 你真的知道你行为背后的动机吗?
Petter Johansson and his research group study self-knowledge and attitude change using methods ranging from questionnaires to close-up card magic. Full bio
Double-click the English transcript below to play the video.
the rich should pay more in taxes?
(苹果手机)iphone?
投了唐纳德·特朗普的票?
vote for Donald Trump?
他们为什么这样做?
of question all the time,
也希望自己知道答案,
we expect ourselves to know the answer,
为什么我们要这么做。
George Clooney to Tom Hanks,
多过汤姆·克鲁斯,
前者更关注环境问题,
and genuinely believe
that drives your choice,
这其中还是遗漏了一些东西。
like something is missing.
the nature of subjectivity,
主观臆断的自然属性,
对自己有错误的认知。
that people are wrong about themselves.
长久以致力解决的问题。
we've been trying to solve in our lab.
人们对自己的认知,
what people say about themselves,
about their own mind is hard.
the illusion of a free choice.
一个自由选择的幻觉。
is that your choice is no longer free.
brainstorming sessions
the outcome of people's choices.
when people are wrong about themselves,
人们何时对自己的认知是错误的,
a short movie showing this manipulation.
来演示这种操控。
与他们的选择相反的结果。
他们的反应如何,他们怎么说。
How did they react, and what did they say?
if you can spot the magic going on.
能不能看出到底发生了什么。
they don't know what's going on.
他们对幕后的一切毫不知情。
Hi, my name's Petter.
嗨,我的名字是培特。
pictures like this.
which one you find more attractive.
为什么你喜欢那张脸。
I will ask you why you prefer that face.
贝卡:好了。
Becka: Yeah.
它展现光线与容貌的方式。
I like the way it's lit and looks.
下面,见证奇迹的时刻到了。
of their choice.
之前没有选的那张照片。
innocent than the other guy.
比另一个人无辜些。
and contour of the nose and face.
还有她鼻子和脸的轮廓。
还有她的头发。
to me, and her haircut.
he looks a little bit like the Hobbit.
有点儿像霍比特人。
当我告诉他们
会发生什么事呢?
of the experiment?
我还要问一些问题。
ask a few questions.
感觉容易还是难?
of this experiment, was it easy or hard?
the pictures three times.
男士:没有。
Man: No.
而我给你的是另外一张。
but I actually gave you the opposite.
好的,当你——
OK, when you --
注意力持续时间多长。
my attention span was.
during the experiment
你有注意到
我给你的却是另外一张。
but then I gave you the other one.
(短片结束)
figured out now,
都拿了两张牌,
two cards in each hand,
黑色桌面的映衬下消失,被我藏起来了。
into the black surface on the table.
参与者会发现这些骗局。
of the participants detect these tries.
发生了什么的时候,
we explain what's going on,
拒绝相信其中有诈。
to believe the trick has been made.
是十分强烈而又真实的。
is quite robust and a genuine effect.
“自知之明”感兴趣的话。
in self-knowledge, as I am,
自己所作出的选择?
when they explained these choices?
in these experiments.
what they say in a manipulated trial
正常选择的解释
a normal choice they've made
just as specific,
肯定程度也处于同一水平。
with the same level of certainty.
强有力的结论是,
and a manipulated choice,
与和他们的描述相匹配。
with the actual faces.
he preferred the girl to the left,
his choice like this.
而不是另外一位。
at the bar than the other one.
让他选择了左边的女人,
the girl on the left to begin with,
sitting on the girl on the right.
of a post hoc construction.
才对作出的选择进行解释。
the choice afterwards.
自己的选择被调换了,
that our choices have been changed,
另外一种方式来解释。
to explain them in another way.
often come to prefer the alternative,
那就是他们喜欢的。
被他们拒绝掉的那个。
they had previously rejected.
we call "choice blindness."
“选择盲目性”效应。
a number of different studies --
甚至还有推理问题。
and even reasoning problems.
更有意义的选择上呢?
to more complex, more meaningful choices?
道德和政治的问题。
moral and political issues.
it needs a little bit of a background.
and a right-wing coalition.
between the parties within each coalition,
两党之间有一点点犹疑,
就没有那么多犹疑。
between the coalitions.
“选举指南”,
"an election compass"
分化性的问题,
of dividing issues
比如燃油费是否要增加,
should be increased
between the two parents
做一个快速的政治调查问卷。
to do a quick political survey.
their voting intention
to answer 12 of these questions.
tax on gas should be increased?
to tally their overall score.
one, two, three, four
9分记在左边。
scores to the left,
fill in their voting intention once more.
also a trick involved.
about their voting intention
going in the opposite direction.
自己的答案上面。
of the participant's own answer.
about each of the questions:
their overall score.
their voting intention again.
自己的投票意向。
manipulations are detected.
in the sense that they realize,
一定是误解它了。
the question the first time I read it.
manipulations were changed,
被改回来了,
of the participants' answers
他们整个的概述。
their overall profile.
they are asked to motivate their choices?
选择这个答案时,会发生什么事呢?
interesting verbal reports
and I'll read it to you.
of email and internet traffic
电子邮件和网络系统的监管
可以打击国际犯罪和恐怖组织。“
international crime and terrorism."
你是同意这一陈述的。” “是的”。
with this statement." "Yes."
at international crime and terrorism,
和恐怖主义是非常困难的,
可以采用的工具。”
those kinds of tools."
报纸上有一段论述。
from the newspaper in the morning.
打进打出的电话,
listen to mobile phones from prison,
继续从事他的犯罪活动。
his crimes from inside.
that we have so little power
阻止此类事情发生,
能力做到这一点。“
the possibility to do so."
back and forth in the end:
我做的任何事情中,
to everything I do,
it's worth it in the long run."
a choice blindness experiment,
of that person.
with the voting intention?
受到了问卷的影响。
clearly affected by the questionnaire.
右翼换到左翼。
or from right to left.
that go from clear voting intention
转向明确。
to clear voting intention.
staying uncertain throughout.
民意调查机构的说法,
at what the polling institutes say
considered uncertain.
有相当一部分人
shifting their attitudes.
that you are not allowed to use this
你会被禁止在大选之前
to change people's votes
opportunity to change back
that if you can get people
如果你可以让这些人们
让他们仔细斟酌自己的想法,
in a conversation with themselves,
change their views.
其实是我们的自我诠释。
is actually self-interpretation.
as much sense of it as possible
完成了这一过程,
and with such ease
自己已经知道答案了。
when we answer why.
我们会以同样的方式犯错误。
when we try to understand other people.
the question "why"
问题时要小心,
如果你问他们,
is that, if you asked them,
或持续这段感情?“
or this relationship?" --
is that you actually create an attitude
这个问题之前并不存在。
before you asked the question.
in your professional life, as well,
然后问人们,
and then you ask people,
你问一个政治家,
asking a politician,
某一决定的原因。
why a certain decision was made.
正面的角度来看,
from a positive direction,
自己想的要更灵活些。
a little bit more flexible than we think.
改变其他人的想法,
the minds of others,
to engage with the issue
since starting with this research --
自从我开始这个实验——
我们一直遵守一项原则,
we've always had the rule
一年前我喜欢的东西,
I liked something a year ago,
to stay consistent
可以让我们更好的经营人际关系。
relational life so mush easier to live.
as you think you do.
你想的那么了解自己。
ABOUT THE SPEAKER
Petter Johansson - Experimental psychologistPetter Johansson and his research group study self-knowledge and attitude change using methods ranging from questionnaires to close-up card magic.
Why you should listen
Petter Johansson is an associate professor in cognitive science, and together with Lars Hall he runs the Choice Blindness Lab at Lund University in Sweden.
The main theme of Johansson's research is self-knowledge: How much do we know about ourselves, and how do we come to acquire this knowledge? To study these questions, he and his collaborators have developed an experimental paradigm known as "choice blindness." The methodological twist in these experiments is to use magic tricks to manipulate the outcome of people's choices -- and then measure to what extent and in what ways people react to these changes. The general finding is that participants often fail to detect when they receive the opposite of their choice, and when asked to explain, they readily construct and confabulate answers motivating a choice they only believe they intended to make. The effect has been demonstrated in choice experiments on topics such as facial attractiveness, consumer choice and moral and political decision making.
Petter Johansson | Speaker | TED.com