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http://business.time.com/2012/06/18/why-almost-all-of-us-cheat-and-steal/ iid!bi"-a#ticle-mostpop1

$hy %&lmost' &ll of (s )heat and Steal

*une 18+ 2012,y & , S,eha3io#al economist 4an &#iely+ who teaches at 4uke (ni3e#sity+ is known as one of the mosto#iginal designe#s of e5pe#iments in social science. ot su#p#isingly+ the best-selling autho#7s c#eati3ityis e3ident th#oughout his latest book+ he %9onest' #uth &bout 4ishonesty. & li3ely tou# th#ough theimpulses that cause many of us to cheat+ the book offe#s especially keen insights into the ways in whichwe cut co#ne#s while still thinking of ou#sel3es as mo#al people. 9e#e+ in &#iely7s own wo#ds+ a#e se3enlessons you didn7t lea#n in school about dishonesty. % nte#3iew edited and condensed by a#y ,elsky.'

1. ;ost of us a#e <8-pe#cente#s.

=& student told me a sto#y about a locksmith he met when he locked himself out of the house. hisstudent was ama"ed at how easily the locksmith picked his lock+ but the locksmith e5plained that lockswe#e #eally the#e to keep honest people f#om stealing. 9is 3iew was that 1> of people would ne3e#steal+ anothe# 1> would always t#y to steal+ and the #est of us a#e honest as long as we7#e not easilytempted. ocks #emo3e temptation fo# most people. &nd that7s good+ because in ou# #esea#ch o3e#many yea#s+ we73e found that e3e#ybody has the capacity to be dishonest and almost e3e#ybody is atsome point o# anothe#.?

2. $e7ll happily cheat @ until it hu#ts.

= he Simple ;odel of ational )#ime suggests that the g#eate# the #ewa#d+ the g#eate# the likelihoodthat people will cheat. ,ut we73e found that fo# most of us+ the biggest d#i3e# of dishonesty is theability to #ationali"e ou# actions so that we don7t lose the sense of ou#sel3es as good people. n one ofou# mat#i5 e5pe#iments Aa pu""le-sol3ing e5e#cise &#iely uses in his wo#k to measu#e dishonestyB+ thele3el of cheating didn7t change as the #ewa#d fo# cheating #ose. n fact+ the highest payout #esulted in alittle less cheating+ p#obably because the amount of money got to be big enough that people couldn7t#ationali"e thei# cheating as ha#mless. ;ost people a#e able to cheat a little because they can maintainthe sense of themsel3es as basically honest people. hey won7t commit maCo# f#aud on thei# ta5 #etu#nso# insu#ance claims o# e5pense #epo#ts+ but they7ll cut co#ne#s o# e5agge#ate he#e o# the#e because theydon7t feel that bad about it.?

%;D : $hat ;atte#s ;o#e to Eote#s+ as F#ices o# *obs '

G. t7s no wonde# people steal f#om wo#k.

= n one mat#i5 e5pe#iment+ we added a condition whe#e some pa#ticipants we#e paid in tokens+ whichthey knew they could Huickly e5change fo# #eal money. ,ut Cust ha3ing that one step of sepa#ation#esulted in a significant inc#ease in cheating. &nothe# time+ we su#3eyed golfe#s and asked which act ofmo3ing a ball illegally would make othe# golfe#s most uncomfo#table: using a club+ thei# foot o# thei#hand. ;o#e than twice as many said it would be less of a p#oblem I fo# othe# golfe#s+ of cou#se I touse thei# club than to pick the ball up. Du# willingness to cheat inc#eases as we gain psychologicaldistance f#om the action. So as we gain distance f#om money+ it becomes easie# to see ou#sel3es as



doing something othe# than stealing. hat7s why many of us ha3e no p#oblem taking pencils o# a staple#home f#om wo#k when we7d ne3e# take the eHui3alent amount of money f#om petty cash. &nd that7swhy 7m a little conce#ned about the di#ection we7#e taking towa#d becoming a cashless society. Ei#tual

payments a#e a g#eat con3enience+ but ou# #esea#ch suggests we should wo##y that the fa#the# peopleget f#om using actual money+ the easie# it becomes to steal.?

J. ,ewa#e the alt#uistic c#ook.=Feople a#e able to cheat mo#e when they cheat fo# othe# people. n some e5pe#iments+ people cheatedthe most when they didn7t benefit at all. his makes sense if ou# ability to be dishonest is inc#eased bythe ability to #ationali"e ou# beha3io#. f you7#e cheating fo# the benefit of anothe# entity+ you# ability to#ationali"e is enhanced. So yes+ it7s easie# fo# an accountant to see fudging on clients7 ta5 #etu#ns assomething othe# than dishonesty. &nd it7s a conce#n within companies+ since people7s alt#uistictendencies allow them to cheat mo#e when it benefits team membe#s.?

K. Dne %dishonest' thing leads to anothe#.

=Small dishonesties matte# because they can lead to la#ge# ones. Dnce you beha3e badly+ at some point+you stop thinking of you#self as a good pe#son at that le3el and you say+ $hat the hell. his issomething many people a#e familia# with in dieting. $e7#e disciplined until we lapse+ and if we can7tthink of ou#sel3es as good people+ then we figu#e we might as well enCoy it. &nd it happens withhonesty as well. )heate#s too can sta#t with one step. $e conducted an e5pe#iment whe#e pa#ticipantswe#e gi3en designe# sunglasses to wea# and e3aluate. Some we#e told thei# pai# was authentic+ othe#swe#e told they we#e wea#ing fakes and othe#s we#e gi3en no info#mation. hen+ afte# they had beenwea#ing thei# glasses fo# a while+ we ga3e them mat#ices to sol3e. n all th#ee g#oups+ a significant

po#tion of the pa#ticipants #epo#ted sol3ing a few mo#e mat#ices than they actually had. ;ode#atecheating+ as usual. ,ut while G0> of the g#oup wea#ing #eal designe# sunglasses cheated+ and slightlymo#e+ a#ound J0>+ of the people in the no-info#mation g#oup cheated+ mo#e than L0> of the g#oupwea#ing the fakes e5agge#ated the numbe# of mat#ices they sol3ed. Dne mo#al 3iolation leads to fu#the#immo#ality.?

%;D : Sta#bucks ) D 4iscusses oodwill of )ompany'

6. ,ette# to encou#age honesty than discou#age cheating.

=;ost attempts to limit cheating come f#om a cost-benefit unde#standing of the p#oblem. $e think ifwe make the punishments ha#sh enough+ people will cheat less. ,ut the#e is no e3idence that thisapp#oach wo#ks. hink of the death penalty. he#e is no e3idence that it dec#eases c#ime. & bette#app#oach would be to ask+ 9ow can we help people stay honest $hen we had an insu#ance companymo3e the signatu#e on a mileage #epo#ting fo#m f#om the bottom of the document to the top I so

people we#e attesting that the info#mation they we#e #epo#ting was t#ue befo#e they filled out the fo#m+#athe# than afte# I the amount of cheating went down by about 1K>.?

L. 9onesty is a state of mind.

= n one of ou# e5pe#iments+ we split pa#ticipants into two g#oups. $e asked one g#oup to t#y to #ecallthe 10 )ommandments+ the othe# 10 books they #ead in high school. hen we had e3e#yone do somemat#ices. $hat we found was that the people in the g#oup who #ecalled books engaged in the same



le3el of cheating as most people. ,ut the pa#ticipants in the g#oup that t#ied to #emembe# the 10)ommandments didn7t cheat at all. Small #eminde#s of ethical standa#ds can be 3e#y powe#ful.?

http://business.time.com/2012/06/18/why-almost-all-of-us-cheat-and-steal/ iid!bi"-a#ticle-mostpop1

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