#mungerism

“ I was aware that man was a "social animal," greatly and automatically influenced by behavior he observed in men around him. I also knew that man lived, like barnyard animals and monkeys, in limited size dominance hierarchies, wherein he tended to respect authority and to like and cooperate with his own hierarchy members while displaying considerable distrust and dislike for competing men nor in his own hierarchy.“

“ First, I had long looked for insight by inversion in the intense manner counseled by the great algebraist, Jacobi: "Invert, always invert." I sought good judgment mostly by collecting instances of bad judgment, then pondering ways to avoid such outcomes“

“ And I was dubious of any approach that, when two things were inextricably intertwined and interconnected, would try and think about one thing but not the other. I was afraid, if I tried any such restricted approach, that I would end up, in the immortal words of John L. Lewis, "with no brain at all, just a neck that had haired over.“

“ Psychological tendencies tend to be both numerous and inseparably intertwined, now and forever, as they interplay in life“

“ And Harvard's great E.O. Wilson performed one of the best psychology experiments ever done when he painted dead-ant pheromone on a live ant. Quite naturally, the other ants dragged this useful live ant out of the hive even though it kicked and otherwise protested throughout the entire process. Such is the brain of the ant. It has a simple program of responses that generally work out all right, but which are imprudently used by rote in many cases. Another type of ant demonstrates that the limited brain of ants can be misled by circumstances as well as by clever manipulation from other creatures. The brain of this ant contains a simple behavioral program that directs the ant, when walking, to follow the ant ahead. And when these ants stumble into walking in a big circle, they sometimes walk round and round until they perish. It seems obvious. to me at least. that the human brain must often operate counterproductively just like the ant's, from unavoidable oversimplicity in its mental process, albeit usually in trying to solve problems more difficult than those faced by ants that don't have to design airplanes. The perception system of man clearly demonstrates just such an unfortunate outcome. Man is easily fooled, either by the cleverly thought out manipulation of man, by circumstances occurring by accident, or by very effective manipulation practices that man has stumbled into during "practice evolution" and kept in place because they work so well. One such outcome is caused by a quantum effect in human perception. If stimulus is kept below a certain level, it does not get through.“

“And even when perception does get through to man's brain, it is often misweighted, because what is registered in perception is in shockingness of apparent contrast, not the standard scientific units that make possible science and good engineering.” “Some psychology professors like to demonstrate the inadequacy of contrast-based perception by having students put one hand in a bucker of hot water and one hand in a bucket of cold warer. They are then suddenly asked to remove both hands and place them in a single bucket of room temperature water. Now, with both hands in the same water, one hand feels as if it has just been put in cold water and the other hand feels as if it has just been placed in hot water. When one thus sees perception so easily fooled by mere contrast, where a simple temperature gauge would make no error, and realizes that cognition mimics perception in being misled by mere contrast, he is well on the way toward understanding, not only how magicians fool one, but also how life will fool one.“

“The natural consequence of this profusion of tendencies is the grand general principle of social psychology: cognition is ordinarily situation-dependent so that different situations often cause different conclusions, even when the same person is thinking in the same general subject area.“

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One: Reward and Punishment Superresponse Tendency

“Never, ever, think about something else when you should be thinking about the power of incentives.“

“ He demonstrated again and again a great recurring, generalized behavioral algorithm in nature: "Repeat behavior that works." He also demonstrated that prompt rewards worked much better than delayed rewards in changing and maintaining behavior. And, once his rats and pigeons had conditioned reflexes, caused by food rewards, he found what withdrawal pattern of rewards kept the reflexive behavior longest in place: random distribution“

“One of the most important consequences of incentive superpower is what I call "incentive caused bias." A man has an acculturated nature making him a pretty decent fellow, and yet, driven both consciously and subconsciously by incentives, he drifts into immoral behavior in order to get what he wants, a result he facilitates by rationalizing his bad behavior, like the salesmen at Xerox who harmed customers in order to maximize their sales commissions. “

“Widespread incentive-caused bias requires that one should often distrust, or take with a grain of salt, the advice of one's professional advisor, even if he is an engineer. The general antidotes here are: (1) especially fear professional advice when it is especially good for the advisor; (2)learn and use the basic elements of your advisor's trade as you deal with your advisor; and (3) double check, disbelieve, or replace much of what you're told, to the degree that seems appropriate after objective thought.“

“ One implication is that people who create things like cash registers, which make dishonest behavior hard to accomplish, are some of the effective saints of our civilization because, as Skinner so well knew, bad behavior is intensely habit-forming when it is rewarded“

“'The strong tendency of employees to rationalize bad conduct in order to get rewards requires many antidotes in addition to the good cash control promoted by Patterson. Perhaps the most important of these antidotes is use of sound accounting theory and practice“

“ For instance, economists, speaking from the employer's point of view, have long had a name for the natural results of incentive-caused bias: "agency cost." As the name implies, the economists have typically known that, just as grain is always lost to rats, employers always lose to employees who improperly think of themselves first. Employer installed antidotes include tough internal audit systems and severe public punishment for identified miscreants, as well as misbehavior-preventing routines and such machines as cash registers“

“The inevitable ubiquity of incentive-caused bias has vast, generalized consequences. For instance, a sales force living only on commissions will be much harder to keep moral than one under less pressure from the compensation arrangement. On the other hand, a purely commissioned salesforce may well be more efficient per dollar spent. Therefore, difficult decisions involving trade-offs are common in creating compensation arrangements in the sales function.“

“Another generalized consequence of incentive caused bias is that man tends to "game" all human systems, often displaying great ingenuity in wrongly serving himself at the expense of others. Anti gaming features, therefore, constitute a huge and necessary part of almost all system design. Also needed in system design is an admonition: Dread, and avoid as much you can, rewarding people for what can be easily faked“

“Of course, money is now the main reward that drives habits. A monkey can be trained to seek and work for an intrinsically worthless token, as if it were a banana, if the token is routinely exchangeable for a banana“

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Two: Liking/Loving Tendency

“One very practical consequence of Liking/ Loving Tendency is that it acts as a conditioning device that makes the liker or lover tend (1) to ignore faults of and comply with wishes of, the object of his affection, (2) to favor people, products, and actions merely associated with the object of his affection (as we shall see when we get to "Influence-from-Mere Association Tendency," and (3) to distort other facts to facilitate love. The phenomenon of liking and loving causing admiration also works in reverse. Admiration also causes or intensifies liking or love. With this "feedback mode" in place, the consequences are often extreme, sometimes even causing deliberate self-destruction to help what is loved.“

“There are large social policy implications in the amazingly good consequences that ordinarily come from people likely to trigger extremes of love and admiration boosting each other in a feedback mode. F or instance, it is obviously desirable ro attracr a lot of lovable, admirable people into the reaching profession. “

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Three: Disliking/HatingTendency

“In a pattern obverse to Liking/Loving Tendency, the newly arrived human is also "born to dislike and hate" as triggered by normal and abnormal triggering forces in its life“ “Disliking/Hating Tendency also acts as a conditioning device that makes the dislike /hater tend to (1) ignore virtues in the object of dislike, (2) dislike people, products, and actions merely associated with the object of his dislike, and (3) distort other facts to facilitate hatred.““Such factual distortions often make mediation between opponents locked in hatred either difficult or impossible“ ---

Four: Doubt-Avoidance Tendency “The brain of man is programmed with a tendency to quickly remove doubt by reaching some decision“

“ what usually triggers Doubt-Avoidance Tendency is some combination of (1) puzzlement and (2) stress. And both of these factors naturally occur in facing religious issues. Thus, the natural state of most men is in some form of religion. And this is what we observe.“

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Five: Inconsistency-Avoidance Tendency

“The brain of man conserves programming space by being reluctant to change, which is a form of inconsistency avoidance. We see this in all human habits, constructive and destructive”

“Also tending to be maintained in place by the anti-change tendency of the brain are one's previous conclusions, human loyalties, reputational identity, commitments, accepted role in a civilization, etc. It is not entirely clear why evolution would program into man's brain an anti-change mode alongside his tendency to quickly remove doubt“

“ Similarly, other modern decision makers will often force groups to consider skillful counterarguments before making decisions. And proper education is one long exercise in augmentation of high cognition so that our wisdom becomes strong enough to destroy wrong thinking maintained by resistance to change“

“One of the most successful users of an antidote to first conclusion bias was Charles Darwin. He trained himself, early, to intensively consider any evidence tending to disconfirm any hypothesis of his, more so if he thought his hypothesis was a particularly good one. The opposite of what Darwin did is now called confirmation bias, a term of opprobrium“

“Inconsistency-Avoidance Tendency has many good effects in civilization. For instance, rather than act inconsistently with public commitments, new or old public identities, etc., most people are more loyal in their roles in life as priests, physicians, citizens, soldiers, spouses, teachers, employees, etc. 

One corollary of Inconsistency-Avoidance Tendency is that a person making big sacrifices in the course of assuming a new identity will intensify his devotion to the new identity. After all, it would be quite inconsistent behavior to make a large sacrifice for something that was no good“

“Moreover, the tendency will often make man a "patsy" of manipulative "compliance-practitioners," who gain advantage from triggering his subconscious Inconsistency-Avoidance Tendency“

For example, Ben Franklin raised subconscious regard of himself in the ranks of great men by first getting them to lend him a book. Triggering inconsistency in action with disregarding him.

“ When one is maneuvered into deliberately hurting some other person, one will tend to disapprove or even hate that person. This effect, from Inconsistency-Avoidance Tendency, accounts for the insight implicit in the saying: "A man never forgets where he has buried the hatchet.”

“While Inconsistency-Avoidance Tendency, with its "status quo bias," immensely harms sound education. it also causes much benefit. For instance, a near-ultimate inconsistency would be to teach something to others that one did not believe true....  Of course, the power of teaching to influence the cognition of the teacher is not always a benefit to society. When such power flows into political and cult evangelism, there are often bad consequences.“

--- Six: Curiosity Tendency

Man’s innate curiosity greatly enhances the ability to advance knowledge.

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Seven: Kantian Fairness Tendency 

“Kant was famous for his "categorical imperative," a sort of a "golden rule" that required humans to follow those behavior patterns that, if followed by all others, would make the surrounding human system work best for everybody. And it is not too much to say that modern acculturated man displays, and expects from others, a lot of fairness as thus defined by Kant.”

“Also, strangers often voluntarily share equally in unexpected, unearned good and bad fortune. And, as an obverse consequence of such "fair-sharing" conduct, much reactive hostility occurs when fair sharing is expected yet not provided.“

--- Eight: Envy/Jealousy Tendency 

“Envy/jealousy is extreme in myth, religion, and literature wherein, in account after account, it triggers hatred and injury. It was regarded as so pernicious by the Jews of the civilization that preceded Christ that it was forbidden, by phrase after phrase, in the laws of Moses“

“Non discussion of envy/jealousy is not a phenomenon confined to psychology texts. When did any of you last engage in any large group discussion of some issue wherein adult envy/jealousy was identified as the cause of someone's argument? There seems to be a general taboo against any such claim. If so, what accounts for the taboo? My guess is that people widely and generally sense that labeling some position as driven by envy/ jealousy will be regarded as extremely insulting to the position taker, possibly more so when the diagnosis is correct than when it is wrong.”

--- Nine: Reciprocation Tendency 

“The automatic tendency of humans to reciprocate both favors and disfavors has long been noticed as extreme, as it is in apes, monkeys, dogs, and many less cognitively gifted animals. The tendency clearly facilitates group cooperation for the benefit of members. In this respect, it mimics much genetic programming of the social insects.“

“The standard antidote to one's overactive hostility is to train oneself to defer reaction. As my smart friend Tom Murphy so frequently says, "You can always tell the man off tomorrow if it is such a good idea.“

“ reciprocate-favor tendency operates to a very considerable degree at a subconscious level. This helps make the tendency a strong force that can sometimes be used by some men to mislead others, which happens all the time“

“Wise employers, therefore, try to oppose reciprocate-favor tendencies of employees engaged in purchasing. The simplest antidote works best: Don't let them accept any favors from vendors“

“And the very best part of human life probably lies in relationships of affection wherein parties are more interested in pleasing than being pleased-a not uncommon outcome in display of reciprocate favor tendency. 

… Before we leave reciprocate-favor tendency, the final phenomenon we will consider is widespread human misery from feelings of guilt. To the extent the feeling of guilt has an evolutionary base, I believe the most plausible cause is the mental conflict triggered in one direction by reciprocate favor tendency and in the opposite direction by reward superresponse tendency pushing one to enjoy one hundred percent of some good thing“

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Ten: Influence-from-Mere-Association Tendency 

“Some of the most important miscalculations come from what is accidentally associated with one's past success, or one's liking and loving, or one's disliking and hating, which includes a natural hatred for bad news.”

“The proper antidotes to being made such a patsy by past success are (1) to carefully examine each past success, looking for accidental, non causative factors associated with such success that will tend to mislead as one appraises odds implicit in a proposed new undertaking and (2) to look for dangerous aspects of the new undertaking that were not present when past success occurred.“

“People disagree about how much blindness should accompany the association called love. In Poor Richard's Almanack Franklin counseled: "Keep your eyes wide open before marriage and half shut thereafter." Perhaps this "eyes-half-shut" solution is about right, but I favor a tougher prescription: "See it like it is and love anyway.“

“Hating and disliking also cause miscalculation triggered by mere association. In business, I commonly see people underappraise both the competency and morals of competitors they dislike. This is a dangerous practice, usually disguised because it occurs on a subconscious basis. Another common bad effect from the mere association of a person and a hated outcome is displayed in "Persian Messenger Syndrome.“

“It is actually dangerous in many careers to be a carrier of unwelcome news“

“The proper antidote to creating Persian Messenger Syndrome and its bad effects, like those at CBS, is to develop, through exercise of will, a habit of welcoming bad news. At Berkshire, there is a common injunction: "Always tell us the bad news promptly. It is only the good news that can wait." It also helps to be so wise and informed that people fear not telling you bad news because you are so likely to get it elsewhere.“

“Influence-from-Mere-Association Tendency often has a shocking effect that helps swamp the normal tendency to return favor for favor. Sometimes, when one receives a favor, his condition is unpleasant, due to poverty, sickness, subjugation, or something else. In addition, the favor may trigger an envy-driven dislike for the person who was in so favorable a state that he could easily be a favor giver. Under such circumstances, the favor receiver, prompted partly by mere association of the favor giver with past pain, will not only dislike the man who helped him but also try to injure him.“

“A final serious clump of bad thinking caused by mere association lies in the common use of classification stereotypes“

“ Pete's antidote is not to believe that, on average, ninety-year-olds think as well as forty year-olds or that there are as many females as males among Ph. D.'s in math. Instead, just as he must learn that trend does not always correctly predict“

“destiny, he must learn that the average dimension in some group will not reliably guide him to the dimension of some specific item . Otherwise Pete will make many errors, like that of the fellow who drowned in a river that averaged out only eighteen inches deep.”

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Eleven: Simple, Pain-Avoiding Psychological Denial 

“That's Simple, Pain-Avoiding Psychological Denial. The reality is too painful to bear, so one distorts the facts until they become bearable. We all do that to some extent, often causing terrible problems. The tendency's most extreme outcomes are usually mixed up with love, death, and chemical dependency.“

“ some people hope to leave life hewing to the iron prescription, "It is not necessary to hope in order to persevere." And there is something admirable in anyone able to do this.“

“.One should stay far away from any conduct at all likely to drift into chemical dependency. Even a small chance of suffering so great a damage should be avoided.”

--- Twelve: Excessive Self-Regard Tendency

“There is a name in psychology for this overappraise-your-own-possessions phenomenon: the "endowment effect." And all man's decisions are suddenly regarded by him as better than would have been the case just before he made them. Man's excess of self-regard typically makes him strongly prefer people like himself“

“Given this quality in psychological nature, cliquish groups of similar persons will always be a very influential part of human culture, even after we wisely try to dampen the worst effects. ”

“Intensify man's love of his own conclusions by adding the possessory wallop from the "endowment effect," and you will find that a man who has already bought a pork-belly future on a commodity exchange now foolishly believes, even more strongly than before, in the merits of his speculative bet.“

“More counterproductive yet are man's appraisals, typically excessive, of the quality of the future service he is to provide to his business. His overappraisal of these prospective contributions will frequently cause disaster. Excesses of self-regard often cause bad hiring decisions because employers grossly overappraise the worth of their own conclusions that rely on impressions in face-to-face contact. The correct antidote to this sort of folly is to underweigh face to-face impressions and overweigh the applicant's past record.“

“On the personal level a man should try to face the two simple facts: (1) fixable but unfixed bad performance is bad character and tends to create more of itself, causing more damage to the excuse giver with each tolerated instance, and (2) in demanding places, like athletic teams and General Electric, you are almost sure to be discarded in due course if you keep giving excuses instead of behaving as you should. The main institutional antidotes to this part of the "Tolstoy effect" are (1) a fair, meritocratic, demanding culture plus personnel handling methods that build up morale and (2) severance of the worst offenders. “

“The best antidote to folly from an excess of self-regard is to force yourself to be more objective when you are thinking about yourself, your family and friends, your property, and the value of your past and future activity. This  sn't easy to do well and won't work perfectly, but it will work much better than simply letting psychological nature take its normal course.“

“Of all forms of useful pride, perhaps the most desirable is a justified pride in being trustworthy. Moreover, the trustworthy man, even after allowing for the inconveniences of his chosen course, ordinarily has a life that averages our better than he would have if he provided less reliability.“

--- Thirteen: Overoptimism Tendency

“Demosthenes, the most famous Greek orator, said. "What a man wishes, that also will he believe.“

“One standard antidote to foolish optimism is trained, habitual use of the simple probability rnath of Fermat and Pascal, taught in my youth to high school sophomores“

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Fourteen: Deprival-Superreaction Tendency

“That is, the loss seems to hurt much more than the gain seems to help. Moreover, if a man almost gets something he greatly wants and has it jerked away from him at the last moment, he will react much as if he had long owned the reward and had it jerked away. I include the natural human reactions to both kinds of loss experience-the loss of the possessed reward and the loss of the almost-possessed reward-under one description, Deprival-Superreaction Tendency. In displaying Deprival-Superreaction Tendency, man frequently incurs disadvantage by misframing his problems. He will often compare what is near instead of what really matters“

“It is almost everywhere the case that extremes of ideology are maintained with great intensity and with great antipathy to non-believers, causing extremes of cognitive dysfunction. This happens, I believe, because two psychological tendencies are usually acting concurrently toward this same sad result: ( 1 ) Inconsistency-Avoidance Tendency, plus (2) Deprival-Superreaction Tendency. 

One antidote to intense, deliberate maintenance of groupthink is an extreme culture of courtesy, kept in place despite ideological differences, like the behavior of the justices now serving on the U.S. Supreme Court. Another antidote is to deliberately bring in able and articulate disbelievers of incumbent groupthink“

“Deprival-Superreaction Tendency and Inconsistency-Avoidance Tendency often join to cause one form of business failure. In this form of ruin, a man gradually uses up all his good assets in a fruitless attempt to rescue a big venture going bad. One of the best antidotes to this folly is good poker skill learned young. The teaching value of poker demonstrates that not all effective teaching occurs on a standard academic path.“

“Some people may question my defining Deprival-Superreaction Tendency to include reaction to profit barely missed, as in the well documented responses of slot machine players. However, I believe that I haven't defined the tendency as broadly as I should. My reason for suggesting an even broader definition is that many Berkshire Hathaway shareholders I know never sell or give away a single share after immense gains in market value have occurred. Some of this reaction is caused by rational calculation, and some is, no doubt, attributable to some combination of (1) reward super response, (2) "status quo bias" from Inconsistency-Avoidance Tendency, and (3) "the endowment effect" from Excessive Self-Regard Tendency. But I believe the single strongest irrational explanation is a form of Deprival-Superreaction Tendency. “

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Fifteen: Social-Proof Tendency

“For some such reason, man's evolution left him with Social-Proof Tendency, an automatic tendency to think and act as he sees others around him thinking and acting.“

“When will Social-Proof Tendency be most easily triggered? Here the answer is clear from many experiments: Triggering most readily occurs in the presence of puzzlement or stress, and particularly when both exist.“

“Because both bad and good behavior are made contagious by Social-Proof Tendency, it is highly important that human societies (1) stop any bad behavior before it spreads and (2) foster and display all good behavior.“

“In social proof, it is not only action by others that misleads but also their inaction. In the presence of doubt, inaction by others becomes social proof that inaction is the right course“

“Social-Proof Tendency often interacts in a perverse way with Envy/Jealousy and Deprival Superreaction Tendency“

“If only one lesson is to be chosen from a package of lessons involving Social-Proof Tendency, and used in self improvement, my favorite would be: Learn how to ignore the examples from others when they are wrong, because few skills are more worth having.“

--- Sixteen: Contrast-Misreaction Tendency

“the contrast in what is seen is registered. And as in sight, so does it go, largely, in the other senses. Moreover, as perception goes, so goes cognition. The result is man's Contrast Misreaction Tendency“

“" Large- scale damages often ruin lives, as when a wonderful woman having terrible parents marries a man who would be judged satisfactory only in comparison to her parents. Or as when a man takes wife number two who would be appraised as all right only in comparison to wife number one."

“Contrast-Misreaction Tendency is routinely used to cause disadvantage for customers buying merchandise and services. To make an ordinary price seem low, the vendor will very frequently create a highly artificial price that is much higher than the price always sought, then advertise his standard price as a big reduction from his phony price. Even when people know that this sort of customer manipulation is being attempted, it will often work to trigger buying“

“Cognition, misled by tiny changes involving low contrast, will often miss a trend that is destiny. One of Ben Franklin's best-remembered and most useful aphorisms is "A small leak will sink a great ship."

--- Seventeen: Stress-Influence Tendency

“ For instance, most people know that an "acute stress depression" makes thinking dysfunctional because it causes an extreme of pessimism, often extended in length and usually accompanied by activity stopping fatigue. Fortunately, as most people also know, such a depression is one of mankind's more reversible ailments. Even before modern drugs were available, many people afflicted by depression, such as Winston Churchill and Samuel Johnson, gained great achievement in life.“

“ But not many scientists would have done what Pavlov next did. And that was to spend the rest of his long life giving stress-induced nervous breakdowns to dogs, after which he would try to reverse the breakdowns, all the while keeping careful experimental records. He found (1) that he could classify dogs so as to predict how easily a particular dog would breakdown (2) that the dogs hardest to break down were also the hardest to return to their pre breakdown state; (3) that any dog could be broken down; and (4) that he couldn't reverse a breakdown except by reimposing stress.“

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Eighteen: Availability-Misweighing Tendency

“One consequence of this tendency is that extra vivid evidence, being so memorable and thus more available in cognition, should often consciously be underweighed while less vivid evidence should be overweighed. Still, the special strength of extra-vivid images in influencing the mind can be constructively used (1) in persuading someone else to reach a correct conclusion or (2) as a device for improving one's own memory by attaching vivid images, one after the other, to many items one doesn't want to forget“

“The great algorithm to remember in dealing with this tendency is simple: An idea or a fact is nor worth more merely because it is easily available to you.“

--- Nineteen: Use-It-or-Lose-It Tendency

“All skills attenuate with disuse“

“Throughout his life, a wise man engages in practice of all his useful, rarely used skills, many of them outside his discipline, as a sort of duty to his better self. If he reduces the number of skills he practices and, therefore, the number of skills he retains, he will naturally drift into error from man with a hammer tendency. His learning capacity will also shrink as he creates gaps in the latticework of theory he needs as a framework for understanding new experience. It is also essential for a thinking man to assemble his skills into a checklist that he routinely uses. Any other mode of operation will cause him to miss much that is important. Skills of a very high order can be maintained only with daily practice.“

“The hard rule of Use-It-or-Lose-It Tendency tempers its harshness for the diligent. If a skill is raised to fluency, instead of merely being crammed in briefly to enable one to pass some test, then the skill (1) will be lost more slowly and (2) will come back faster when refreshed with new learning. These are not minor advantages, and a wise man engaged in learning some important skill will not stop until he is really fluent in it.“

--- Twenty: Drug-Misinfluence Tendency

--- Twenty-One: Senescence-Misinfluence Tendency

“With advanced age, there comes a natural cognitive decay, differing among individuals in the earliness of its arrival and the speed of its progression“

“Continuous thinking and learning, done with joy can somewhat help delay what is inevitable.“

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Twenty-Two: Authority-Misinfluence Tendency

“Living in dominance hierarchies as he does, like all his ancestors before him, man was born mostly to follow leaders, with only a few people doing the leading. And so, human society is formally organized into dominance hierarchies, with their culture augmenting the natural follow-the-leader tendency of man. 

But automatic as most human reactions are, with the tendency to follow leaders being no exception, man is often destined to suffer greatly when the leader is wrong or when his leader's ideas don't get through properly in the bustle of life and are misunderstood. “

“So strong is undue respect for authority that this CEO, and many even worse examples, have actually been allowed to remain in control of important business institutions for long periods after it was clear they should be removed. The obvious implication: Be careful whom you appoint to power because a dominant authority figure will often be hard to remove, aided as he will be by Authority Misinfluence Tendency.“

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Twenty-Three: Twaddle Tendency

“And it's a very important part of wise administration to keep prattling people, pouring our twaddle, far away from the serious work. A rightly famous Caltech engineering professor, exhibiting more insight than tact, once expressed his version of this idea as follows: "The principal job of an academic administration is to keep the people who don't matter from interfering with the work of the people that do.“

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Twenty-Four: Reason-Respecting Tendency

“. It makes man especially prone to learn well when a would-be teacher gives correct reasons for what is taught, instead of simply laying out the desired belief ex cathedra with no reasons given. Few practices, therefore, are wiser than not only thinking through reasons before giving orders but also communicating these reasons to the recipient of the order.“

“In general, learning is most easily assimilated and used when, life long, people consistently hang their experience, actual and vicarious, on a lattice work of theory answering the question: Why? Indeed, the question "Why?" is a sort of Rosetta stone opening up the major potentiality of mental life. Unfortunately, Reason-Respecting Tendency is so strong that even a person's giving of meaningless or incorrect reasons will increase compliance with his orders and requests“

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Twenty-Five: Lollapalooza Tendency-The Tendency to Get Extreme consequences from confluences of psychological Tendencies Acting in Favor of a Particular outcome

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