Ask Ariely: On Nicknames, the Stock Market, and Justifying Dishonesty

October 13, 2012 BY danariely

Here’s my Q&A column from the WSJ this week — and if you have any questions for me, just email them to AskAriely@wsj.com.


Dear Dan,

My sweetheart often calls me by a term of endearment which, though flattering, is one that his ex-girlfriend called him during the four years they were together. The floweriness of the term does not fit his personality or mine (it’s sort of Shakespearean and we’re nerds), and every time he says it I think of her, though I appreciate his sweet intentions and hold no ill will against her. Is there an inoffensive way to bring this up and get a new “nickname” that feels more personal? I kept hoping it would go away by itself, but we’ve been together for five years and are now engaged. Help!


“Not Guinevere”


What your sweetheart is doing, of course, is connecting a term with positive associations for him to someone he loves—you. It would be nice if you could accept this for what it is, but judging by your letter, I don’t think that this is in the cards.

So now we have to think about how to eradicate his habit. One approach is to give him a negative punishment (a light punch on the shoulder, a sad look, etc.) every time that he uses this unfortunate term and to use a positive reward (a quick neck rub, a compliment) every time that he uses other terms of endearment. This approach would probably work, but I would recommend even more a variant of it that the psychologist B.F. Skinner called random schedules of reinforcement.

The basic idea is to alternate unexpectedly among ignoring this term of endearment, giving him a slight positive feedback for using it and responding from time to time with a dramatic negative punishment (a strong punch on the shoulder, hysterical crying, etc.).

Not knowing what to expect, coupled with the potential for a large negative response, would substantially increase his fear and would make even thinking about this nickname a negative experience for him. Good luck, and keep me posted on your progress.


Dear Dan,

How can I control myself when I feel the irresistible need to break my own rules about how to invest in the stock market?


You are asking, I suspect, about what we call the “hot-cold-empathy gap,” where we say to ourselves: “The level of risk that I want to take is bounded on one side by gains of up to 15% and on the other by losses up to 10%.” But then we lose 5% of our money, we panic and sell everything. When we look at such cases, we usually think that the colder voice in our head (the one that set up the initial risk level and portfolio choice) is the correct one and the voice that panics while reacting to short-term market fluctuations is the one causing us to stray.

From this perspective, you can think about two types of solutions: The first is to get the “cold” side of yourself to set up your investment in such a way that it will be hard for your emotional self to undo it in the heat of the moment. For example, you can ask your financial adviser to prevent you from making any changes unless you have slept on them for 72 hours. Or you can set up your investments so that you and your significant other will have to sign for any change. Alternatively, you can try to not even awake your emotional self, perhaps by not looking at your portfolio very often or by asking your significant other (or your financial adviser) to alert you only if your portfolio has lost more than the amount that you indicated you are willing to lose.

Whatever you do, I think it’s clear that the freedom to do whatever we want and change our minds at any point is the shortest path to bad decisions. While limits on our freedom go against our ideology, they are sometimes the best way to guarantee that we will stay on the long-term path we intend.


Dear Dan,

In your most recent book, you argue that most people are capable of dishonesty. Are you worried that people will use this as a justification for dishonest behavior?


A colleague told me that a student at her university was doing just that. During a trial dealing with an honor-code violation, the student in question brought my book to the honor court and argued that “everyone cheats a bit,” so he should not be judged harshly.

The honor court was more annoyed than impressed with his argument, and they pointed out to him that if everyone cheats, maybe this suggests that extra harsh and public punishments should be used to make it clear that such behavior is outside the norms of the acceptable and will not be tolerated.

See the original article in the Wall Street Journal.