The Elements of Choice: Why the Way We Decide Matters

(Hardback)

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Description

How do you get people to donate their organs Whats the trick to reading a wine list Whats the perfect number of potential matches a dating site should offer Choice architects have amazing power, and when you become aware of their influence, you see it everywhere. Knowing about their tools changes you. You realize that when you present choices to other people, you wield influence. Whether you know it or not, you can coerce influence already. This book doesn't simply analyse the mental fallacies that trip us up. It goes further to show us what good decision-making looks like that is, both moral and effective.

Reviews

Indispensable. This book provides an essential guide to the construction of better choices for yourself, for other individuals and for society.

-- Daniel Kahneman, author of Noise and Thinking, Fast and Slow

Eric Johnson is an absolute giant one of the pioneers of modern behavioural science, with an unmatched
combination of theoretical sophistication, a firm moral core, and a keen practical sense. Hes a brilliant thinker, a terrific storyteller, and a fun, vivid writer. Hes a hero of mine, and I read everything he writes.

-- Cass Sunstein, author of Nudge

Illuminating A strong argument for more thoughtfully presenting options to yield better choices.

* Kirkus *

Eric Johnson distills the modern science of decision-making with incomparable clarity and the most captivating stories. His book is a must-read for anyone who wants to know how we can help one another make wiser choices.

-- Angela Duckworth, author of Grit

Eric Johnson offers a powerful tool kit for designing better end-to-end decision-making processes. His deep insight and expertise shine through on every page.

-- Jonah Berger, author of The Catalyst and Contagious

This book explains human decision-making with the rare clarity and insight that only comes from a researcher at the top of their field. An essential read for anyone who wants to make better choices.

-- Nir Eyal, author of Hooked and Indistractable

Anyone serious about knowing how best to structure the features of an offered choice or how best to respond to the presence of those features needs to read this book.

-- Robert Cialdini, author of Influence and Pre-Suasion

Every choice you make from the health plan you select to the sandwich you order for lunch was designed by someone.The Elements of Choicebrilliantly reveals the subtle yet powerful levers that influence your decisions.

-- Carol Dweck, author of Mindset

Eric Johnson is the worlds leading expert on choice architecture. No one is better qualified to map the invisible webs of influence that constrain all we do.

-- Philip E. Tetlock, author of Superforecasting: The Art and Science of Prediction

The Elements of Choiceis a must-read for anyone interested in the hidden forces that shape our daily decisions. And as one of the foremost scholars of judgment and decision making, Eric Johnson is the perfect person to write this important and engaging book.

-- Katy Milkman, author of How to Change

I love this book. It shows how you can be influenced, when making decisions, by the way the choices are presented to you. Do you think you made up your own mind about saving, spending or investing Maybe you were subtly guided toward choices best for the financial institution, not for you. TheElements of Choice will open your eyes.

-- Jane Bryant Quinn, author of How to Make Your Money Last

The Elements of Choiceis a manual for designers, policy-makers, and founders to understand how consumers choose. I hope itll be used to design smarter apps, menus, and policies that help us all choose better.

-- Jon Stein, founder and chairman of Betterment
An engaging and useful guide to the seemingly inconsequential factors that influence our choices. If you want to make better choices, this book is your chance to learn from a master choice architect. -- Barbara Mellers, George I. Heyman University Professor at the University of Pennsylvania

Readers will be fascinated by this persuasive exploration.

* Publishers Weekly *

Author Bio

Eric J. Johnson is Norman Eig Professor of Business and director of the Center for Decision Sciences at the Columbia Business School. His academic awards include the Distinguished Scientific Achievement Award of the Society for Consumer Psychology, Fellow of the Association of Consumer Research and an honorary doctorate in behavioural economics from the University of St. Gallen in Switzerland.