Where to Start with Dan Ariely: A Reading Guide
Where to start with Dan Ariely — whether to begin with Predictably Irrational or The Upside of Irrationality. A complete reading guide to the behavioural economist.
By Lena Fischer
Dan Ariely (born 1967) is the Israeli-American professor of psychology and behavioural economics at Duke University whose Predictably Irrational (2008) — an account of his research into the systematic irrationalities that shape human decision-making — became one of the defining popular science books of its decade, helping to establish behavioural economics as a field of widespread public interest. Ariely’s research was shaped partly by his recovery from severe burns sustained in an accident at age eighteen; his observations about the psychology of pain treatment during his hospitalisation became foundational to his academic work.
Where to Start: Predictably Irrational (2008)
The essential Ariely — and one of the best introductions to behavioural economics for general readers. The book’s central proposition is that human irrationality is not random but structured: we make the same kinds of mistakes in the same kinds of situations, which means those mistakes are predictable and, once understood, partially correctable.
Each chapter presents an experiment: how a free zero adds disproportionate value to any offer; how the first price we’re shown for anything (an anchor) shapes our willingness to pay for it forever after; how switching from social norms to market norms in a relationship changes its entire character; how sexual arousal reduces the ability to make thoughtful decisions; how ownership inflates perceived value; how the anticipation of a good experience differs from the experience itself.
The writing is unusually engaging for an economics-adjacent book — Ariely is a natural storyteller, and his experiments often have elegantly counterintuitive designs. The book does not require any economics or psychology background; the only requirement is curiosity about why people (including the reader) consistently fail to act in their own interest.
For readers interested in decision-making, consumer psychology, or the gap between intentions and actions, Predictably Irrational is among the best starting points in popular science.
The Upside of Irrationality (2010)
The follow-up — examining the cases where our irrationality works in our favour, and extending the framework to workplace motivation and long-term decision consequences. The IKEA effect, the power of meaning in work, why big bonuses can hurt performance. Standalone, but enriched by reading the first book.
Reading Dan Ariely
Begin with Predictably Irrational — it is his foundational work and the right introduction. Read The Upside of Irrationality after for a more nuanced look at the benefits of irrationality. Both books stand alone.
For the full Dan Ariely bibliography, reviews, and biography, visit the Dan Ariely author page on Editors Reads.
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Frequently Asked Questions
Where should I start with Dan Ariely?
Predictably Irrational (2008) is the essential starting point — Ariely's examination of the hidden forces that shape human decisions, demonstrating that irrational behaviour follows predictable patterns that can be understood and anticipated. The foundational work in popular behavioural economics; one of the defining books of its decade. The Upside of Irrationality is the natural follow-on, applying the same framework to different domains.
What is Predictably Irrational about?
Predictably Irrational presents a series of Ariely's experiments revealing how human decision-making departs from the rational model in systematic, predictable ways. Key findings include: the power of free (zero-cost options are disproportionately attractive), the effect of arbitrary anchors on pricing expectations, the difference between social norms and market norms, the impact of arousal on decision-making, the way ownership inflates perceived value (the endowment effect), and the difference between expected and experienced pleasure. Each chapter is based on actual experiments; the prose is accessible and often funny.
What is The Upside of Irrationality about?
The Upside of Irrationality (2010) is Ariely's second major book — applying the behavioural economics framework to workplace motivation, long-term consequences of short-term decisions, and the surprising ways that irrational behaviour can be beneficial. Where Predictably Irrational focuses on the costs of irrationality, this book examines cases where our departures from rationality produce unexpected advantages. The IKEA effect (we value things more highly when we've built them ourselves) is one of its most cited findings.
How does Ariely compare to other behavioural economics writers?
Ariely is among the most accessible and entertaining writers in the behavioural economics genre, alongside Daniel Kahneman (Thinking, Fast and Slow) and Richard Thaler (Nudge). Ariely writes with more personal narrative and humour than Kahneman; his books are lighter but cover similar territory. Predictably Irrational is the right starting point for readers new to the field; Kahneman's Thinking, Fast and Slow is the more comprehensive and rigorous treatment for readers who want to go deeper.
