Dan Ariely

Evaluator
DISC Type : dcs

Advisor at Accumulator

Durham, North Carolina, United States

Overview

Dan Ariely is the James B. Duke Professor of Psychology and Behavioral Economics at Duke University and a three-time New York Times bestselling author. He holds PhDs in cognitive psychology and business administration. Often described by others as a genius, he excels at translating complex research into accessible, real-world applications for decision-making.

His personal and professional lives are deeply intertwined, stemming from a severe injury he sustained as a teenager. This life-altering event sparked his curiosity about human irrationality and pain, which became his core research focus. He is a co-founder of several companies that implement insights from behavioral science.

At eighteen, he suffered third-degree burns over 70% of his body, and his three-year hospitalization directly inspired his lifes work on how people make decisions.

Personality Overview

Fast But Analytical

Thorough Evaluator

Hard To Convince

They focus on the results, but can still be quite procedural and analytical about how to get there  They have a unique set of diverse traits where they are decisive and methodical but can sometimes be extra cautious and skeptical They are not very likely to become strong advocates of your product or service

Topics They Care About

Behavioral Economics
His primary field of research, focusing on the predictable ways humans behave irrationally. His bestselling books popularize the subject for a broad audience.
Misbelief & Misinformation
A recent focus, prompted by personal experience, exploring why rational people adopt irrational beliefs and how misinformation spreads, as detailed in his book "Misbelief. "
Honesty and Ethics
He authored "The (Honest) Truth About Dishonesty" and explores the psychological forces that cause people to cheat and rationalize their behavior.

Media Appearances

Dan has no verified media appearances

Work History

3-2024
Advisor at Accumulator
1-2022
Co-founder and Chief Behavioral Officer at Epilog
2019
Co-Founder at The Medical Professionalism Project
1-2018 - 12-2020
Co-Founder at Irrational Capital
2018
Co-Founder at Kayma Labs

Education

1998 - 2010
Professor from MIT Sloan School of Management
1998 - 2008
Faculty from Massachusetts Institute of Technology

More Information

Social Presence :

Prographics :

Exp : 28 Location : Durham, North Carolina, United States Job Level : Leadership Designation : Advisor at Accumulator
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Insights For Selling To Dan

During A Call Or A Meeting

DO's

  • Showcase how you can impact results but also make sure that you share detailed information too
  • Help them see both - the ‘big picture’ impact and the ROI of the investment
  • Showcase your competitive superiority clearly when possible or address it at the minimum

DONT's

  • Avoid inviting them for any social interactions until you have built some rapport with them
  • Avoid self-deprecating references or general informality, it could decrease their trust in you
  • Avoid too much small talk, just a few formal pleasantries should be fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Dan is

  • ROI matters the most to them, followed by process and finally proof of results
  • Will you ever get a clear answer from Dan

  • They might hesitate a little, but will go ahead and say no when necessary (or asked)

Insights For Deal Planning

    How fast (or slow) will Dan move?

  • They are unlikely to move very fast, especially when it comes to new products or services
  • Can Dan take some risk or not?

  • They have relatively low risk-appetite and are not very likely to go for something unproven and risky

You And Dan

Personality Compatibility


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