Opening
Kristen Berman (00:00:00): Economics says, "Look, people are rational. We make decisions with no emotion. We use lots of computational energy, weigh the pros and cons." I mean, obviously, that's just not true. It ignores the whole field of psychology. And so, in behavioral economics, you combine the field of psychology and economics and say, "Look, people make decisions with lots of emotion. We are present bias. We over-weighed our present selves. We follow social norms....
The opener names the listener's problem first, then makes the guest useful to that problem.
Accept praise cleanly
Lenny (00:55:32): Amazing. Have not heard of him. We'll look him up. Kristen, thank you so much for being here. I feel like you're going to change a lot of people's behaviors. You're going to break...
Accepts praise without shrinking from it or turning it into a performance.
Ask with curiosity
Kristen Berman (00:25:06): Yeah, it's a great question. I think, the answer to this really, with many...
Turns a moment that could become critique into a question about the guest's thinking.
Carry memory
. Kristen Berman (00:38:31): Yep. Lenny (00:38:31): And then, another you mentioned earlier is just reminding you of maybe what you're going to get out of it at the end. I don't know. Is there anything that...
Returns to something said earlier, proving the conversation has memory.
Ending
Lenny (00:55:04): Last question, who else in the industry do you most respect as a thought leader? Kristen Berman (00:55:08): I don't know if people will know him, but Chris York. He is a behavioral scientist, designer. I would go to Chris and ask him a question, and just accidentally, in the last year, had done full research on the question and has a very thoughtful answer. Chris York wins for me. Lenny (00:55:32): Amazing. Have not heard of him. We'll look him up. Kristen, thank you so much for being here....
The ending stays curious after the formal conversation is almost done.