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18 NEVER PAY YOUR LAWYER BY THE HOUR Incentive Super-Response Tendency To control a rat infestation, French colonial rulers in Hanoi in the nineteenth century passed a law: for every dead rat handed in to the authorities, the catcher would receive a reward. Yes, many rats were destroyed, but many were also bred specially for this purpose. In 1947, when the Dead Sea scrolls were discovered, archaeologists set a finder’s fee for each new parchment. Instead of lots of extra scrolls being found, they were simply torn apart to increase the reward. Similarly, in China in the nineteenth century, an incentive was offered for finding dinosaur bones. Farmers located a few on their land, broke them into pieces and cashed in. Modern incentives are no better: company boards promise bonuses for achieved targets. And what happens? Managers invest more energy in trying to lower the targets than in growing the business. These are examples of the incentive super-response tendency. Credited to Charlie Munger, this titanic name describes a rather trivial observation: people respond to incentives by doing what is in their best interests. What is noteworthy is, first, how quickly and radically people’s behaviour changes when incentives come into play or are altered and, second, the fact that people respond to the incentives themselves and not the grander intentions behind them.

L.A. Burning is a great ride, a blast of adrenaline, a lightning-paced insider's tour of the movie business with a memorable heroine in the driver's seat. Cody Bonner is a true original--we're rooting for her from page one, and she holds us in suspense to the very end. Excellent. --JOSEPH FINDER, New York Times bestselling author of House on Fire. Some books stay with you long after you finish them, and I can’t get Cody Bonner’s voice out of my head. Tough, resourceful, and hell-bent on revenge for the death of her twin sister, she leads us on a thrilling yet heartbreaking journey through some of LA’s most glittering—and meanest—streets. Unforgettable, original, and highly recommended. —HILARY DAVIDSON, bestselling author of Her Last Breath

Either you will focus on Goal/ gain or Obstacles/ pain. Successful people are trained to see the gain, even in the pain. They are positive finders in every situation and always keep their eyes on goal...

To control a rat infestation, French colonial rulers in Hanoi in the nineteenth century passed a law: for every dead rat handed in to the authorities, the catcher would receive a reward. Yes, many rats were destroyed, but many were also bred specially for this purpose. In 1947, when the Dead Sea scrolls were discovered, archaeologists set a finder’s fee for each new parchment. Instead of lots of extra scrolls being found, they were simply torn apart to increase the reward. Similarly, in China in the nineteenth century, an incentive was offered for finding dinosaur bones. Farmers located a few on their land, broke them into pieces and cashed in. Modern incentives are no better: company boards promise bonuses for achieved targets. And what happens? Managers invest more energy in trying to lower the targets than in growing the business. These are examples of the incentive super-response tendency. Credited to Charlie Munger, this titanic name describes a rather trivial observation: people respond to incentives by doing what is in their best interests.

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