Why we think it's OK to cheat and steal (sometimes) | Dan Ariely

Translator: Nuria Estrada Reviewer: Jordi Niñerola

I want to talk to you today a little bit

Avui us vull parlar una mica

about predictable irrationality.

sobre la irracionalitat predictible.

And my interest in irrational behavior

El meu interès en el comportament irracional

started many years ago in the hospital.

va començar fa molts anys a l'hospital.

I was burned very badly.

Vaig patir cremades importants.

And if you spend a lot of time in hospital,

I si passes molt de temps a l'hospital,

you'll see a lot of types of irrationalities.

veus molts tipus d'irracionalitats.

And the one that particularly bothered me in the burn department

La que més em molestava mentre era a la secció de cremats

was the process by which the nurses took the bandage off me.

era el procés pel que les infermeres em retiraven les benes.

Now, you must have all taken a Band-Aid off at some point,

Segur que en algun moment us heu tret una tireta,

and you must have wondered what's the right approach.

i us haureu preguntat quina és la millor manera.

Do you rip it off quickly -- short duration but high intensity --

L'arranqueu ràpidament - curta duració però alta intensitat -

or do you take your Band-Aid off slowly --

o treieu la tireta lentament -

you take a long time, but each second is not as painful --

tardeu més temps, però cada segon no és tant dolorós -

which one of those is the right approach?

quina manera és la millor?

The nurses in my department thought that the right approach

Les infermeres de la meva secció pensaven que la millor manera

was the ripping one, so they would grab hold and they would rip,

era arrancar-les ràpid, així que les agafaven i les arrancaven,

and they would grab hold and they would rip.

i les agafaven i les arrancaven.

And because I had 70 percent of my body burned, it would take about an hour.

I com que jo tenia el 70 per cent del meu cos cremat, tardaven una hora.

And as you can imagine,

Com us podeu imaginar,

I hated that moment of ripping with incredible intensity.

odiava aquell moment d'arrancar amb una intensitat increïble.

And I would try to reason with them and say,

I intentava raonar amb elles i dir-los-hi,

"Why don't we try something else?

"Per què no ho provem de fer diferent?

Why don't we take it a little longer --

Per què no tardem una mica més -

maybe two hours instead of an hour -- and have less of this intensity?"

potser dues hores en comptes d'una hora - i reduïm la intensitat?"

And the nurses told me two things.

I les infermeres em deien dues coses.

They told me that they had the right model of the patient --

Em deien que sabien quina era la millor manera per al pacient -

that they knew what was the right thing to do to minimize my pain --

i que sabien com fer per reduir el meu dolor -

and they also told me that the word patient doesn't mean

i també em deien que la paraula pacient no significa

to make suggestions or to interfere or ...

fer suggerències o interferir o...

This is not just in Hebrew, by the way.

I això no és només en hebreu, per cert.

It's in every language I've had experience with so far.

Passa en cada idioma amb què he tingut experiència fins ara.

And, you know, there's not much -- there wasn't much I could do,

I, sabeu, no hi havia - no podia fer gaire més,

and they kept on doing what they were doing.

així que seguien fent el que feien.

And about three years later, when I left the hospital,

I uns tres anys després, quan vaig marxar de l'hospital,

I started studying at the university.

vaig començar a estudiar a la universitat.

And one of the most interesting lessons I learned

I una de les lliçons més interessant que vaig aprendre

was that there is an experimental method

és que existeix un mètode experimental

that if you have a question you can create a replica of this question

pel què si tens una pregunta pots crear una rèplica de la pregunta

in some abstract way, and you can try to examine this question,

d'alguna forma abstracta pots intentar examinar aquesta qüestió,

maybe learn something about the world.

i potser aprendre quelcom sobre el món.

So that's what I did.

Així que això és el que vaig fer.

I was still interested

Encara estava interessat

in this question of how do you take bandages off burn patients.

en aquest assumpte de com retirar les benes dels pacients cremats.

So originally I didn't have much money,

Al principi no tenia masses diners,

so I went to a hardware store and I bought a carpenter's vice.

així que vaig anar a una ferreteria i vaig comprar un cargol de banc.

And I would bring people to the lab and I would put their finger in it,

I portava la gent al laboratori i hi posava el seu dit,

and I would crunch it a little bit.

i l'apretava una mica.

(Laughter)

(Riures)

And I would crunch it for long periods and short periods,

I l'apretava durant un temps llarg o un temps curt,

and pain that went up and pain that went down,

i el feia que el dolor augmentés o disminuís,

and with breaks and without breaks -- all kinds of versions of pain.

amb paues o sense pauses - tot tipus de versions de dolor.

And when I finished hurting people a little bit, I would ask them,

I quan acabava de fer-los una mica de mal, els preguntava:

so, how painful was this? Or, how painful was this?

Com de dolorós era això? I això?

Or, if you had to choose between the last two,

O, si haguessis de triar entre els últims dos,

which one would you choose?

quin triaries?

(Laughter)

(Riures)

I kept on doing this for a while.

Vaig seguir fent això durant un temps.

(Laughter)

(Riures)

And then, like all good academic projects, I got more funding.

I llavors, com passa amb tots els bons projectes acadèmics, vaig rebre més finançament.

I moved to sounds, electrical shocks --

Vaig passar a sorolls, descàrregues elèctriques-

I even had a pain suit that I could get people to feel much more pain.

fins i tot tenia un vestit de dolor amb el què podia fer sentir més mal a la gent.

But at the end of this process,

Però al final d'aques procés,

what I learned was that the nurses were wrong.

el que vaig aprendre és que les infermeres estaven equivocades.

Here were wonderful people with good intentions

Eren gent meravellosa amb bones intencions

and plenty of experience, and nevertheless

i molta experiència, i malgrat tot

they were getting things wrong predictably all the time.

s'equivocaven de forma predictible de forma repetida.

It turns out that because we don't encode duration

Resulta que com no registrem la duració

in the way that we encode intensity,

de la manera que registrem la intensitat,

I would have had less pain if the duration would have been longer

hagués patit menys dolor si la duració hagués estat més llarga

and the intensity was lower.

i la intensitat més baixa.

It turns out it would have been better to start with my face,

Resulta que hagués estat millor començar amb la cara,

which was much more painful, and move toward my legs,

que era més dolorosa, i seguir cap a les cames,

giving me a trend of improvement over time --

donant-me una tendència a la millora amb el temps -

that would have been also less painful.

així hagués sigut menys dolorós.

And it also turns out that it would have been good

I també resulta que hauria estat millor

to give me breaks in the middle to kind of recuperate from the pain.

deixar-me fer pauses per a poder recuperar-me del dolor.

All of these would have been great things to do,

Tot això haguessin estat bones coses a fer,

and my nurses had no idea.

i les meves infermeres no en tenien ni idea.

And from that point on I started thinking,

I des d'aquell moment vaig començar a pensar:

are the nurses the only people in the world who get things wrong

són les infermeres les úniques persones al món que s'equivoquen

in this particular decision, or is it a more general case?

en aquesta decisió concreta, o és una situació més general?

And it turns out it's a more general case --

I resulta que és una situació més general -

there's a lot of mistakes we do.

fem molts errors.

And I want to give you one example of one of these irrationalities,

I vull donar-vos un exemple d'aquestes irracionalitats,

and I want to talk to you about cheating.

i us vull parlar de fer trampes.

And the reason I picked cheating is because it's interesting,

La raó per la que vaig triar el fer trampes és perquè és interessant,

but also it tells us something, I think,

però també perquè ens diu quelcom, crec,

about the stock market situation we're in.

sobre la situació de la borsa en la què estem.

So, my interest in cheating started

El meu interés en estafar va començar

when Enron came on the scene, exploded all of a sudden,

quan Enron va sortir a la llum, va explotar de sobte,

and I started thinking about what is happening here.

i vaig començar a pensar sobre què passava aquí.

Is it the case that there was kind of

Es tracta d'un cas en què

a few apples who are capable of doing these things,

unes quantes pomes són capaces de fer tot això,

or are we talking a more endemic situation,

o estem parlant d'una situació més endèmica,

that many people are actually capable of behaving this way?

en què, de fet, moltes persones són capaces de comportar-se d'aquesta manera?

So, like we usually do, I decided to do a simple experiment.

Així que, com solem fer, vaig decidir fer un senzill experiment.

And here's how it went.

I així és com anava.

If you were in the experiment, I would pass you a sheet of paper

Si estaveu a l'experiment, jo us donava un full de paper

with 20 simple math problems that everybody could solve,

amb 20 problemes matemàtics senzills que tots podríem resoldre,

but I wouldn't give you enough time.

però no us donava prou temps.

When the five minutes were over, I would say,

Passats 5 minuts, jo deia:

"Pass me the sheets of paper, and I'll pay you a dollar per question."

"Doneu-me els fulls de paper, i us pagaré un dòlar per problema."

People did this. I would pay people four dollars for their task --

I la gent ho feia. Pagava a la gent 4 dòlars per la seva feina -

on average people would solve four problems.

de mitjana la gent resolia 4 problemes.

Other people I would tempt to cheat.

A altres persones els temptava a fer trampes.

I would pass their sheet of paper.

Els hi passava la fulla de paper.

When the five minutes were over, I would say,

I quan passaven els 5 minuts, deia,

"Please shred the piece of paper.

"Si us plau, trenqueu el tros de paper.

Put the little pieces in your pocket or in your backpack,

Poseu els trossos a la vostra butxaca o a la vostra motxilla

and tell me how many questions you got correctly."

i digueu-me quantes preguntes heu resolt."

People now solved seven questions on average.

Ara la gent resolia 7 preguntes de mitjana.

Now, it wasn't as if there was a few bad apples --

Així doncs, no es tractava d'unes poques pomes podrides -

a few people cheated a lot.

uns pocs estafaven molt.

Instead, what we saw is a lot of people who cheat a little bit.

En canvi, el que vèiem és que molta gent estafava una mica.

Now, in economic theory,

Segons la teoria econòmica,

cheating is a very simple cost-benefit analysis.

fer trampes és una senzilla anàlisi cost-benefici.

You say, what's the probability of being caught?

Dius, quina és la probabilitat que m'enxampin?

How much do I stand to gain from cheating?

Quan hi tinc a guanyar si faig trampes?

And how much punishment would I get if I get caught?

I quin càstig tindria si m'enxampessin?

And you weigh these options out --

I sospeses aquests opcions -

you do the simple cost-benefit analysis,

fas una senzilla anàlisi cost-benefici,

and you decide whether it's worthwhile to commit the crime or not.

i decideixes si val la pena fer el delicte o no.

So, we try to test this.

Així que vam posar-ho a prova.

For some people, we varied how much money they could get away with --

Per alguna gent, canviàvem quants diners podien aconseguir -

how much money they could steal.

quants diners podien robar.

We paid them 10 cents per correct question, 50 cents,

Pagàvem 10 centaus per resposta correcta, 50 centaus,

a dollar, five dollars, 10 dollars per correct question.

un dòlar, 5 dòlars, 10 dòlars per resposta correcta.

You would expect that as the amount of money on the table increases,

Pensaries que tal i com la quantitat de diners sobre la taula augmentava,

people would cheat more, but in fact it wasn't the case.

la gent mentiria més, però de fet no va passar això.

We got a lot of people cheating by stealing by a little bit.

Molta gent feia trampes robant una mica.

What about the probability of being caught?

I què hi ha sobre la probabilitat de ser enxampat?

Some people shredded half the sheet of paper,

Algunes persones trituraven només la meitat del paper,

so there was some evidence left.

així que quedava quelcom de prova.

Some people shredded the whole sheet of paper.

Altres trituraven tot el paper.

Some people shredded everything, went out of the room,

Algunes persones trituraven tot, sortien de l'habitació,

and paid themselves from the bowl of money that had over 100 dollars.

i es cobraven d'un bol de diners on hi havia més de 100 dòlars.

You would expect that as the probability of being caught goes down,

Esperaries que tal i com la probabilitat de ser enxampat es redueix,

people would cheat more, but again, this was not the case.

la gent mentiria més, però altre cop, això no passava.

Again, a lot of people cheated by just by a little bit,

Altre cop, la gent enganyava només una mica.

and they were insensitive to these economic incentives.

i eren insensibles a aquests incentius econòmics.

So we said, "If people are not sensitive

Així que vam dir: "Si la gent és no és sensible

to the economic rational theory explanations, to these forces,

a les explicacions de la teoria racional econòmica, a aquests factors,

what could be going on?"

què està passant?"

And we thought maybe what is happening is that there are two forces.

I vam pensar que potser el que passa és que hi han dos factors.

At one hand, we all want to look at ourselves in the mirror

D'una banda, tots volem poder mirar-nos al mirall

and feel good about ourselves, so we don't want to cheat.

i sentir-nos bé amb nosaltres mateixos, així que no volem fer trampes.

On the other hand, we can cheat a little bit,

D'altra banda, podem fer una mica de trampes,

and still feel good about ourselves.

i seguir sentint-nos bé amb nosaltres.

So, maybe what is happening is that

Així que potser el que passa és que

there's a level of cheating we can't go over,

hi ha un nivell d'engany que no podem superar,

but we can still benefit from cheating at a low degree,

però si que ens beneficiem d'enganyar una mica,

as long as it doesn't change our impressions about ourselves.

mentre no ens canviï la nostra pròpia impressió de nosaltres.

We call this like a personal fudge factor.

Ho anomenem un marge personal.

Now, how would you test a personal fudge factor?

I doncs, com examinem el marge personal?

Initially we said, what can we do to shrink the fudge factor?

Al principi vam dir, què podem fer per reduir el marge personal?

So, we got people to the lab, and we said,

Fèiem anar a la gent al laboratori i els dèiem:

"We have two tasks for you today."

"Tenim dos tasques per vosaltres avui."

First, we asked half the people

Primer, demanàvem a la meitat de la gent

to recall either 10 books they read in high school,

que recordessin 10 llibres que havien llegit a l'institut,

or to recall The Ten Commandments,

o els 10 Manaments,

and then we tempted them with cheating.

i llavors els temptàvem amb fer trampes.

Turns out the people who tried to recall The Ten Commandments --

Resulta que la gent que intentaven recordar els 10 Manaments -

and in our sample nobody could recall all of The Ten Commandments --

i a la nostra mostra ningú va aconseguir recordar tots els 10 Manaments -

but those people who tried to recall The Ten Commandments,

doncs, a aquells que intentaven recordar els 10 Manaments,

given the opportunity to cheat, did not cheat at all.

quan tenien la oportunitat de fer trampes, no en feien gens.

It wasn't that the more religious people --

No era que la gent fos més religiosa -

the people who remembered more of the Commandments -- cheated less,

la gent que recordava més Manaments - fessin menys trampes,

and the less religious people --

i la gent menys religiosa -

the people who couldn't remember almost any Commandments --

la gent que gairebé no recordaven cap Manament -

cheated more.

fessin més trampes.

The moment people thought about trying to recall The Ten Commandments,

Quan la gent intentava recordar els 10 Manaments,

they stopped cheating.

deixaven de fer trampes.

In fact, even when we gave self-declared atheists

De fet, fins i tot quan fèiem jurar amb la Bíblia

the task of swearing on the Bible and we give them a chance to cheat,

als qui es declaraven ateus, i els donàvem la oportunitat de fer trampes,

they don't cheat at all.

no en feien gens.

Now, Ten Commandments is something that is hard

Ara, els 10 Manaments és quelcom que seria difícil

to bring into the education system, so we said,

d'introduir al sistema educatiu, així que vam dir:

"Why don't we get people to sign the honor code?"

"Per què no fem que la gent signi un codi d'honor?"

So, we got people to sign,

Així que vam fer que la gent signés:

"I understand that this short survey falls under the MIT Honor Code."

"Entenc que aquest estudi està sota el Codi d'Honor del MIT"

Then they shredded it. No cheating whatsoever.

I llavors ho trituraven. Res de trampes.

And this is particularly interesting,

I això és paritcularment interessant,

because MIT doesn't have an honor code.

perquè MIT no té un codi d'honor.

(Laughter)

(Riures)

So, all this was about decreasing the fudge factor.

Així que tot això era per reduir el marge personal.

What about increasing the fudge factor?

I com s'incrementa el marge personal?

The first experiment -- I walked around MIT

El primer experiment - jo anava pel MIT

and I distributed six-packs of Cokes in the refrigerators --

i distribuia paquets de 6 llaunes de Coca-Cola per les neveres -

these were common refrigerators for the undergrads.

eren neveres d'ús comú per als estudiants.

And I came back to measure what we technically call

I tornava per mesurar el que tècnicament anomenem

the half-lifetime of Coke -- how long does it last in the refrigerators?

la vida mitja de la Coca-Cola - quant temps dura a les neveres?

As you can expect it doesn't last very long; people take it.

Com us podeu imaginar, no dura gaire; la gent se l'endú.

In contrast, I took a plate with six one-dollar bills,

En canvi, vaig agafar safates amb 6 bitllets de dòlar,

and I left those plates in the same refrigerators.

i vaig deixar aquelles safates a les mateixes neveres.

No bill ever disappeared.

No va desaparèixer cap bitllet.

Now, this is not a good social science experiment,

Això no és un bon experiment de ciència social,

so to do it better I did the same experiment

així que per fer-ho millor vaig fer el mateix

as I described to you before.

que us he descrit abans.

A third of the people we passed the sheet, they gave it back to us.

Un terç de la gent a la què donàvem el full, ens el tornava.

A third of the people we passed it to, they shredded it,

Un terç de la gent el triturava,

they came to us and said,

venia i ens deia:

"Mr. Experimenter, I solved X problems. Give me X dollars."

"Sr Investigador, he resolt X problemes. Doni'm X dòlars."

A third of the people, when they finished shredding the piece of paper,

Un terç de la gent, quan acabaven de triturar el paper,

they came to us and said,

venien i ens deien:

"Mr Experimenter, I solved X problems. Give me X tokens."

"Sr. Investigador, he resolt X problemes. Doni'm X fitxes."

We did not pay them with dollars; we paid them with something else.

No els pagavem amb dòlars; sinó amb una altra cosa.

And then they took the something else, they walked 12 feet to the side,

I llavors agafaven aquesta altra cosa, caminaven 4 metres més enllà,

and exchanged it for dollars.

i ho intercanviaven per dòlars.

Think about the following intuition.

Penseu en la següent intuïció.

How bad would you feel about taking a pencil from work home,

Com de malament us sentiríeu per endur-vos un llapis de la feina a casa,

compared to how bad would you feel

en comparació amb com us sentiríeu

about taking 10 cents from a petty cash box?

per agafar 10 centaus d'una caixa amb monedes?

These things feel very differently.

Les dues coses es senten de forma molt diferent.

Would being a step removed from cash for a few seconds

Quina diferència marcaria el fet d'allunyar un pas els diners,

by being paid by token make a difference?

durant uns segons, al pagar-los amb fitxes?

Our subjects doubled their cheating.

Els nostres subjectes feien el doble de trampes.

I'll tell you what I think

Us diré el que penso

about this and the stock market in a minute.

sobre això i sobre la borsa en un minut.

But this did not solve the big problem I had with Enron yet,

Però això encara no havia resolt el gran problema que tenia amb Enron,

because in Enron, there's also a social element.

perquè a Enron també hi ha un element social.

People see each other behaving.

La gent veu com es comporten els altres.

In fact, every day when we open the news

De fet, cada dia quan posem les notícies

we see examples of people cheating.

veiem exemples de gent fent trampes.

What does this cause us?

Quin efecte té això en nosaltres?

So, we did another experiment.

Així que vam fer un altre experiment.

We got a big group of students to be in the experiment,

Vam agafar un gran grup d'estudiants,

and we prepaid them.

i els vam pagar per avançat.

So everybody got an envelope with all the money for the experiment,

Tothom rebia un sobre amb tots els diners per l'experiment,

and we told them that at the end, we asked them

i els vam dir que al final, els demanaríem

to pay us back the money they didn't make. OK?

que ens retornessin els diners que no havien aconseguit. D'acord?

The same thing happens.

Passava el mateix.

When we give people the opportunity to cheat, they cheat.

Quan donem a la gent la oportunitat de fer trampes, en fan.

They cheat just by a little bit, all the same.

Fan només una mica de trampes, també.

But in this experiment we also hired an acting student.

Però en aquest experiment teniem un actor que feia d'estudiant.

This acting student stood up after 30 seconds, and said,

Aquest actor s'aixecava al cap de 30 segons i deia:

"I solved everything. What do I do now?"

"Ja ho he resolt tot. Ara què faig?"

And the experimenter said, "If you've finished everything, go home.

I l'investigador deia: "Si ho has acabat tot, pots anar-te'n.

That's it. The task is finished."

Ja està. La tasca s'ha acabat."

So, now we had a student -- an acting student --

Així que ara teníem un estudiant - un actor que feia d'estudiant -

that was a part of the group.

que era part del grup.

Nobody knew it was an actor.

Ningú sabia que era un actor.

And they clearly cheated in a very, very serious way.

I enganyava de forma clara i important.

What would happen to the other people in the group?

Què passava amb la resta de gent del grup?

Will they cheat more, or will they cheat less?

Enganyaven més o menys?

Here is what happens.

Això és el que passava.

It turns out it depends on what kind of sweatshirt they're wearing.

Resulta que depenia de quina samarreta portava.

Here is the thing.

Aquí està el tema.

We ran this at Carnegie Mellon and Pittsburgh.

Vam fer això a Carnegie Mellon, a Pittsburgh.

And at Pittsburgh there are two big universities,

I a Pittsburgh hi han dues grans universitats,

Carnegie Mellon and University of Pittsburgh.

Carnegie Mellon i University of Pittsburgh.

All of the subjects sitting in the experiment

Tots els subjectes de l'experiment

were Carnegie Mellon students.

eren alumnes de Carnegie Mellon.

When the actor who was getting up was a Carnegie Mellon student --

Quan l'actor que s'aixecava era un estudiant de Carnegie Mellon -

he was actually a Carnegie Mellon student --

de fet era un estudiant de Carnegie Melon -

but he was a part of their group, cheating went up.

era part del seu grup, les trampes augmentaven.

But when he actually had a University of Pittsburgh sweatshirt,

Però quan portava una samarreta de la Universitat de Pittsburgh,

cheating went down.

les trampes es reduien.

(Laughter)

(Riures)

Now, this is important, because remember,

Això és important perquè, recordeu,

when the moment the student stood up,

quan l'estudiant s'aixecava,

it made it clear to everybody that they could get away with cheating,

quedava clar per tothom que se'n podien sortir de fer trampes,

because the experimenter said,

perquè l'investigador deia:

"You've finished everything. Go home," and they went with the money.

"Ho has acabat tot. Marxa." i marxava amb els diners.

So it wasn't so much about the probability of being caught again.

Així que no es tractava de la probabilitat de que t'enxampessin.

It was about the norms for cheating.

Es tractava de les normes sobre l'engany.

If somebody from our in-group cheats and we see them cheating,

Si algú del nostre grup enganya i ho veiem,

we feel it's more appropriate, as a group, to behave this way.

sentim que és més adequat, com a grup, i actuem d'aquella manera.

But if it's somebody from another group, these terrible people --

Però si és algú d'un altre grup, d'aquelles persones terribles -

I mean, not terrible in this --

vull dir, no terribles per això -

but somebody we don't want to associate ourselves with,

però algú amb qui no ens volem sentir relacionats,

from another university, another group,

d'una altra universitat, d'un altre grup,

all of a sudden people's awareness of honesty goes up --

de sobte la consciència de la gent sobre la honestedat augmenta -

a little bit like The Ten Commandments experiment --

una mica com amb l'experiment dels 10 Manaments -

and people cheat even less.

i la gent menteix menys.

So, what have we learned from this about cheating?

I doncs, què hem après sobre el fer trampes?

We've learned that a lot of people can cheat.

Hem après que molta gent pot fer trampes.

They cheat just by a little bit.

Fan només una mica de trampes.

When we remind people about their morality, they cheat less.

Quan recordem a la gent sobre la seva moral, enganyen menys.

When we get bigger distance from cheating,

Quan fem més gran la distància de l'engany,

from the object of money, for example, people cheat more.

de l'objecte dels diners, per exemple, la gent enganya més.

And when we see cheating around us,

I quan veiem que els altres enganyen,

particularly if it's a part of our in-group, cheating goes up.

especialment si és gent del nostre grup, l'engany augmenta.

Now, if we think about this in terms of the stock market,

Si pensem en això en termes del mercat de borsa,

think about what happens.

penseu què passa.

What happens in a situation when you create something

Què passa en una situació en què crees quelcom

where you pay people a lot of money

on pagues molts diners a la gent

to see reality in a slightly distorted way?

per què vegin la realitat de forma una mica distorsionada?

Would they not be able to see it this way?

No ho veurien d'aquesta manera?

Of course they would.

És clar que sí.

What happens when you do other things,

Què passa quan fas altres coses,

like you remove things from money?

com treure les coses dels diners?

You call them stock, or stock options, derivatives,

Els anomenes borsa, opcions d'accions, accions derivatives,

mortgage-backed securities.

cèdules hipotecàries.

Could it be that with those more distant things,

Podria ser que amb aquestes coses més distants,

it's not a token for one second,

no és una fitxa durant un segon,

it's something that is many steps removed from money

és quelcom que s'ha allunyat molts passos dels diners

for a much longer time -- could it be that people will cheat even more?

durant molt més temps - podria ser que la gent enganyés encara més?

And what happens to the social environment

I què passa amb el medi social

when people see other people behave around them?

quan la gent veu altres persones comportant-se a prop seu?

I think all of those forces worked in a very bad way

Crec que tots aquests factors han anat molt malament

in the stock market.

pel mercat de borsa.

More generally, I want to tell you something

De manera més general, us vull dir quelcom

about behavioral economics.

sobre l'economia del comportament.

We have many intuitions in our life,

Tenim moltes intuicions a la nostra vida,

and the point is that many of these intuitions are wrong.

i la qüestió és que moltes d'aquestes intuïcions són errònies.

The question is, are we going to test those intuitions?

La qüestió és: posarem a prova aquestes intuïcions?

We can think about how we're going to test this intuition

Podem pensar en com posar a prova aquestes intuïcions

in our private life, in our business life,

en la nostra vida privada, en els nostres negocis,

and most particularly when it goes to policy,

i especialment en relació a les normes,

when we think about things like No Child Left Behind,

quan pensem en coses com la llei "Cap Nen Deixat Enrere",

when you create new stock markets, when you create other policies --

quan creem nous mercats de valors, quan creem altres normes -

taxation, health care and so on.

impostos, sanitat, etc.

And the difficulty of testing our intuition

I la dificultat en posar a prova la nostra intuïció

was the big lesson I learned

va ser la gran lliçó que vaig aprendre

when I went back to the nurses to talk to them.

quan vaig tornar per parlar amb les infermeres.

So I went back to talk to them

Vaig anar a parlar amb elles

and tell them what I found out about removing bandages.

i els vaig dir el que havia descobert sobre retirar les benes.

And I learned two interesting things.

I vaig aprendre dues coses interessants.

One was that my favorite nurse, Ettie,

Una és que la meva infermera preferida, Ettie,

told me that I did not take her pain into consideration.

em va dir que jo no havia tingut en compte el seu dolor.

She said, "Of course, you know, it was very painful for you.

Va dir: "És clar, saps, era molt dolorós per tu.

But think about me as a nurse,

Però pensa en mi com a infermera,

taking, removing the bandages of somebody I liked,

que ha de treure i arrancar les benes d'una persona que m'agradava,

and had to do it repeatedly over a long period of time.

i ho havia de fer de forma repetida durant molt temps.

Creating so much torture was not something that was good for me, too."

Crear tanta tortura no era quelcom que fos bo per mi, tampoc."

And she said maybe part of the reason was it was difficult for her.

I va dir que potser part de la raó era que també era difícil per ella.

But it was actually more interesting than that, because she said,

Però era més interessant que això, perquè va dir:

"I did not think that your intuition was right.

"No pensava que la teva intuïció fos correcta.

I felt my intuition was correct."

Sentia que la meva intuïció era correcta."

So, if you think about all of your intuitions,

Si penseu en les vostres intuïcions,

it's very hard to believe that your intuition is wrong.

és molt difícil creure que la teva intuïció està equivocada.

And she said, "Given the fact that I thought my intuition was right ..." --

I va dir: "Com pensava que la meva intuïció era correcta..." -

she thought her intuition was right --

pensava que la seva intuïció era correcta -

it was very difficult for her to accept doing a difficult experiment

era molt difícil per ella acceptar fer un experiment difícil

to try and check whether she was wrong.

per posar a prova si estava equivocada.

But in fact, this is the situation we're all in all the time.

Però, de fet, aquesta és la situació en què ens trobem sempre.

We have very strong intuitions about all kinds of things --

Tenim fortes intuïcions sobre tot tipus de coses -

our own ability, how the economy works,

les nostres habilitats,sobre com funciona l'economia,

how we should pay school teachers.

com hauríem de pagar als professors.

But unless we start testing those intuitions,

Però fins que no comencem a posar-les a prova,

we're not going to do better.

no millorarem.

And just think about how better my life would have been

I penseu només en com de millor podria haver estat la meva vida

if these nurses would have been willing to check their intuition,

si aquelles infermeres haguessin estat disposades a posar a prova la seva intuïció,

and how everything would have been better

i com tot podria ser millor

if we just start doing more systematic experimentation of our intuitions.

si comencéssim a fer experimentació sistemàtica de les nostres intuïcions.

Thank you very much.

Moltes gràcies.