The full directory of human behavior.

Discount framing nudges people to buy things they wouldn't otherwise want.

Discount framing nudges people to buy things they wouldn't otherwise want.

Example:BOGO and threshold-discount mechanics.

How will I feel about this in 10 minutes / 10 months / 10 years?

How will I feel about this in 10 minutes / 10 months / 10 years?

Example:Job offers, M&A, relationships.

Productivity targets compress visits, raising misdiagnosis and burnout.

Productivity targets compress visits, raising misdiagnosis and burnout.

Example:Primary care RVU quotas driving shorter, denser visits.

Basics first (health/finances), then depth (mastery/impact), then altruism (widening circle).

Basics first (health/finances), then depth (mastery/impact), then altruism (widening circle).

Example:Simmons & Pagan's stacked model — most burnout is layer-skipping.

A federal mandate intended to lower drug costs for the poor became a profit engine for hospitals and contract pharmacies.

A federal mandate intended to lower drug costs for the poor became a profit engine for hospitals and contract pharmacies.

Example:340B-eligible discounts billed against commercial insurance at full price.

A group decides on a course of action that nobody actually wants, because everyone assumes others prefer it.

A group decides on a course of action that nobody actually wants, because everyone assumes others prefer it.

Example:A team agrees to a painful relocation because each person thinks the others want it.

Inattention or forgetfulness caused by low attention, hyperfocus, or distraction.

Inattention or forgetfulness caused by low attention, hyperfocus, or distraction.

Example:Walking into a room and forgetting why you are there.

Deriving general rules from specific examples; the leap from instance to concept.

Deriving general rules from specific examples; the leap from instance to concept.

Example:Treating 'customer' as a unified concept when you actually serve five distinct segments.

Written rules about how AI may be used internally.

Written rules about how AI may be used internally.

Example:Use policies covering PII, IP, sensitive data, attribution.

Clear ownership of outcomes, not just tasks.

Clear ownership of outcomes, not just tasks.

Example:A RACI matrix that assigns one 'A' (accountable) per row works; two doesn't.

Earn-outs designed to retain founders often demotivate the team they bought.

Earn-outs designed to retain founders often demotivate the team they bought.

Example:Acquired founders gaming earn-out targets at the expense of the acquirer.

Funnels rewarded for new logos under-invest in retention and lifetime value.

Funnels rewarded for new logos under-invest in retention and lifetime value.

Example:Companies with 130% churn proudly hiring more SDRs.