The Way of the Wall Street Warrior

CHAPTER 9People Are Irrational: Science Your Way Up

I've worked with C-level executives and many successful people my entire career and to be blunt, it's not their science, technology, engineering, and math (STEM) knowledge that distinguishes them. Certainly, having at least a basic knowledge of STEM is a prerequisite in today's competitive world, but that's not what makes an individual stand out. If you want to succeed, you'll need to get people to do what you want and will have to study people and not just books or spreadsheets. You'll need to have knowledge of the theories that underlie human behavior. Think of it like being a great magician. You first need to understand the basic rules and techniques, like sleight of hand or misdirection, and then adapt them to suit your needs.

No idea what I'm talking about? BINGO! That's your problem, and chances are, you're selling yourself short. Moreover, if you've ever been told the following, you're in serious trouble:

• “You're not a team player.”
• “We're trying to mix up the complexion of the group.”
• “Have you considered changing your attitude?”
• “It's not you; it's us.”
• “You're too aggressive.”
• “You're not aggressive enough.”

Chances are, many of you have been participating in the raging Bull Market for STEM and the Bear Market for the social sciences. You can rectify that problem by gaining knowledge about cognitive bias and behavioral economics. If you understand this body of research and apply it to your work situation, you'll ...