Psychology
What patterns in human behavior have held across all cultures and all time?
These aren't biases to overcome — they're features of human nature. Understanding them lets you work with human nature instead of against it.
Universal Principles
Reciprocity
Humans feel obligated to return what they receive.
| Type | Mechanism |
|---|---|
| Positive | Gift creates obligation to give back |
| Negative | Harm creates obligation to retaliate |
| Application | How It Works |
|---|---|
| Sales | Give value first; ask later |
| Relationships | Generosity compounds |
| Conflict | Retaliation spirals |
The question: What are you giving? What are you owed?
Status Hierarchies
Every human group develops rank. People seek status.
| Status Type | Source |
|---|---|
| Dominance | Power, force, intimidation |
| Prestige | Skill, knowledge, respect |
| Application | How It Works |
|---|---|
| Leadership | People follow status; earn it or claim it |
| Motivation | Status rewards drive behavior |
| Conflict | Status threats trigger defense |
The question: What status game are you playing? Is it the right one?
In-Group Favoritism
Humans naturally favor "us" over "them."
| Mechanism | Expression |
|---|---|
| Trust | Higher for in-group |
| Cooperation | Easier with in-group |
| Judgment | Harsher for out-group |
The question: Who's in your tribe? Who's excluded?
Loss Aversion
Losses hurt ~2x more than equivalent gains feel good.
| Implication | Application |
|---|---|
| Risk assessment | People avoid losses more than they seek gains |
| Framing | "Don't lose X" > "Gain X" |
| Change resistance | Giving up current state feels like loss |
The question: What loss are they afraid of?
Narrative Sense-Making
Humans understand through stories, not data.
| Mechanism | Implication |
|---|---|
| Causation | We impose narrative on random events |
| Memory | Stories stick; facts fade |
| Identity | We are the stories we tell about ourselves |
The question: What story are they telling themselves?
Habit Formation
"We are what we repeatedly do." — Aristotle
| Component | Function |
|---|---|
| Cue | Triggers the behavior |
| Routine | The behavior itself |
| Reward | Reinforces the loop |
| Implication | Application |
|---|---|
| Change is hard | Habits run automatically |
| Environment matters | Cues trigger behavior |
| Small wins compound | Reward consistency |
The question: What cues are triggering what routines?
Social Proof
When uncertain, people look to others for guidance.
| Mechanism | Expression |
|---|---|
| Uncertainty | Increases reliance on others |
| Similarity | We follow people like us |
| Numbers | More people = more credible |
The question: Who are they looking to? Who should they be?
Consistency & Commitment
People act consistently with prior commitments, especially public ones.
| Mechanism | Application |
|---|---|
| Small → Large | Get small commitment first |
| Public > Private | Public commitments bind stronger |
| Identity | "I'm the kind of person who..." |
The question: What have they already committed to?
The Meta-Principle
Human behavior is more predictable than we admit. The same patterns repeat across cultures and centuries.
This is why:
- Ancient wisdom still applies
- Incentives shape behavior
- Environment beats willpower
- Stories beat statistics
Context
- Behavioral Biases — Specific cognitive patterns
- Persuasion — Applying psychology ethically
- Character — Building on human nature
- Archetypes — Universal personality patterns