The Upside of Irrationality:
The Unexpected Benefits of Defying Logic at Work and at Home
by Dan Arielly
This is Dan Arielly’s follow up to Predictably Irrational. Both works centered around the author’s research into why people consistently fail to act in their own best interests. This is a fascinating topic for those of us who work in “interests-based” negotiations. Arielly’s work has deep implications for understanding what an “interest” is and how people do and don’t act in alignment with those interests. His research on the development of trust between people and the powerful seduction of revenge when that trust is broken is also intriguing and relevant.