Nicholas Epley

University of Chicago | UC · Department of Psychology

Differences of opinion between people are common in everyday life, but discussing those differences openly in conversation may be unnecessarily rare. We report three experiments ( N = 1,264 U.S.-based adults) demonstrating that people’s interest in discussing important but potentially divisive topics is guided by their expectations about how positi...

Open communication is important for maintaining relationships when conflicts inevitably arise. Nevertheless, people may avoid constructive confrontation to the extent that they expect others to respond negatively. In experiments involving recalled (Experiment 1), imagined (Experiment 2), simulated (Experiment 3), and actual confrontations (Experime...

Keeping negative interpersonal secrets can diminish well-being, yet people nevertheless keep negative information secret from friends, family, and loved ones to protect their own reputations. Twelve experiments suggest these reputational concerns are systematically miscalibrated, creating a misplaced barrier to honesty in relationships. In hypothet...

Prosociality can create social connections that increase well-being among both givers and recipients, yet concerns about how another person might respond can make people reluctant to act prosocially. Existing research suggests these concerns may be miscalibrated such that people underestimate the positive impact their prosociality will have on reci...

Behaving prosocially can increase well-being among both those performing a prosocial act and those receiving it, and yet people may experience some reluctance to engage in direct prosocial actions. We review emerging evidence suggesting that miscalibrated social cognition may create a psychological barrier that keeps people from behaving as prosoci...

Wise decisions are often guided by an accurate understanding of the expected values of different possible choices. In social contexts, wisdom comes from understanding how others are likely to respond to one's actions, enabling people to make choices that maximize both their own and others’ outcomes. Our research suggests that miscalibrated social c...

Ratner, Kim, and Wu (2023) and Silver and Small (2023) raise deeply interesting questions about the broad consequences of increasing sociality, about people's ability to anticipate the outcomes of sociality, and about broader issues people may be considering when thinking of connecting with another person. We focus this response on the potential ro...

Performing acts of kindness increases well-being, yet people can be reluctant to ask for help that would enable others’ kindness. We suggest that people may be overly reluctant because of miscalibrated expectations about others’ prosocial motivation, underestimating how positively others will feel when asked for help. A pretest identified that inte...

A meaningful amount of people's knowledge comes from their conversations with others. The amount people expect to learn predicts their interest in having a conversation (pretests 1 and 2), suggesting that the presumed information value of conversations guides decisions of whom to talk with. The results of seven experiments, however, suggest that pe...

A meaningful amount of people’s knowledge comes from their conversations with others. The amount people expect to learn predicts their interest in having a conversation (Pretests 1-2), suggesting that the presumed information value of conversations guides decisions of whom to talk with. The results of seven experiments, however, suggest that people...

Behaving prosocially can increase wellbeing among both those performing a prosocial act as well as those receiving it, and yet people may experience some reluctance to engage in direct prosocial actions. We review emerging evidence suggesting that miscalibrated social cognition may create a psychological barrier that keeps people from behaving as p...

Receiving social support is critical for well-being, but concerns about a recipient’s reaction could make people reluctant to express such support. Our studies indicate that people’s expectations about how their support will be received predict their likelihood of expressing it (Study 1, N = 100 online adults), but these expectations are systematic...

A person’s well-being depends heavily on forming and maintaining positive relationships, but people can be reluctant to connect in ways that would create or strengthen relationships. Emerging research suggests that miscalibrated social cognition may create psychological barriers to connecting with others more often. Specifically, people may underes...

Receiving social support is critical for wellbeing, but concerns about a recipient’s reaction couldmake people reluctant to express it. Our studies indicate that people’s expectations about how their support will be received predict their likelihood of expressing it (Study 1, N = 100 online adults), but these expectations are systematically miscali...

Connecting with others makes people happier, but strangers in close proximity often ignore each other. Prior research (Epley & Schroeder, 2014) suggested this social disconnection stems from people misunderstanding how pleasant it would be to talk with strangers. Extending these prior results, in a field experiment with London-area train commuters,...

People may want deep and meaningful relationships with others, but may also be reluctant to engage in the deep and meaningful conversations with strangers that could create those relationships. We hypothesized that people systematically underestimate how caring and interested distant strangers are in one's own intimate revelations and that these mi...

Compliments increase the well-being of both expressers and recipients, yet in a series of surveys people report giving fewer compliments than they should give, or would like to give. Nine experiments suggest that a reluctance to express genuine compliments partly stems from underestimating the positive impact that compliments will have on recipient...

Compliments can satisfy others’ need to belong, but expressers may underestimate their positive impact on recipients, creating a barrier to giving them more often. We assess how people expect recipients will react to multiple compliments over time, compared to recipients’ actual experiences. Participants expected that recipients would adopt to mult...

We document a tendency to demean others' needs: believing that psychological needs-those requiring mental capacity, and hence more uniquely human (e.g., need for meaning and autonomy)-are relatively less important to others compared with physical needs-those shared with other biological agents, and hence more animalistic (e.g., need for food and sl...

People care about the minds of others, attempting to understand others' thoughts, attitudes, beliefs, intentions, and emotions using a highly sophisticated process of social cognition. Others' minds are among the most complicated systems that any person will ever think about, meaning that inferences about them are also made imperfectly. Research on...

Expressing gratitude improves well-being for both expressers and recipients, but we suggest that an egocentric bias may lead expressers to systematically undervalue its positive impact on recipients in a way that could keep people from expressing gratitude more often in everyday life. Participants in three experiments wrote gratitude letters and th...

Taking another person’s perspective is widely presumed to increase interpersonal understanding. Very few experiments, however, have actually tested whether perspective taking increases accuracy when predicting another person’s thoughts, feelings, attitudes, or other mental states. Those that do yield inconsistent results, or they confound accuracy...

A person’s speech communicates his or her thoughts and feelings. We predicted that beyond conveying the contents of a person’s mind, a person’s speech also conveys mental capacity, such that hearing a person explain his or her beliefs makes the person seem more mentally capable—and therefore seem to possess more uniquely human mental traits—than re...

Stereotypes are often presumed to exaggerate group differences, but empirical evidence is mixed. We suggest exaggeration is moderated by the accessibility of specific stereotype content. In particular, because the most accessible stereotype contents are attributes perceived to differ between groups, those attributes are most likely to exaggerate ac...

Recent research suggests that self-righteousness is bounded, arising more reliably in evaluations of immoral actions than in evaluations of moral actions. Here, we test four implications of this asymmetry in self-righteousness and the mechanism explaining it. We find that people are less likely to make negative character inferences from their own u...

How people choose to help each other can be just as important as how much people help. Help can come through relatively paternalistic or agentic aid. Paternalistic aid, such as banning certain foods to encourage weight loss or donating food to alleviate poverty, restricts recipients’ choices compared with agentic aid, such as providing calorie coun...

People use at least two strategies to solve the challenge of understanding another person’s mind: inferring that person’s perspective by reading his or her behavior (theorization) and getting that person’s perspective by experiencing his or her situation (simulation). The five experiments reported here demonstrate a strong tendency for people to un...

Treating a human mind like a machine is an essential component of dehumanization, whereas attributing a humanlike mind to a machine is an essential component of anthropomorphism. Here we tested how a cue closely connected to a person's actual mental experience-a humanlike voice-affects the likelihood of mistaking a person for a machine, or a machin...

Whenever we see voters explain away their preferred candidate's weaknesses, dieters assert that a couple scoops of ice cream won't really hurt their weight loss goals, or parents maintain that their children are unusually gifted, we are reminded that people's preferences can affect their beliefs. This idea is captured in the common saying, "People...

Few biases in human judgment are easier to demonstrate than self-righteousness: the tendency to believe one is more moral than others. Existing research, however, has overlooked an important ambiguity in evaluations of one’s own and others’ moral behavior that could lead to an overly simplistic characterization of self-righteousness. In particular,...

Logically, group members cannot be responsible for more than 100% of the group’s output, yet claims of responsibility routinely sum to more than 100%. This “over-claiming” occurs partly because of egocentrism: People focus on their own contributions, as focal members of the group, more than on others’ contributions. Therefore, we predicted that ove...

Cultures differ in many important ways, but one trait appears to be universally valued: prosociality. For one’s reputation, around the world, it pays to be nice to others. However, recent research with American participants finds that evaluations of prosocial actions are asymmetric—relatively selfish actions are evaluated according to the magnitude...

Significance Detecting lies is difficult. Accuracy rates in experiments are only slightly greater than chance, even among trained professionals. Costly programs aimed at training individual lie detectors have mostly been ineffective. Here we test a different strategy: asking individuals to detect lies as a group. We find a consistent group advantag...

A person's mental capacities, such as intellect, cannot be observed directly and so are instead inferred from indirect cues. We predicted that a person's intellect would be conveyed most strongly through a cue closely tied to actual thinking: his or her voice. Hypothetical employers (Experiments 1-3b) and professional recruiters (Experiment 4) watc...

Cultures differ in many important ways, but one trait appears to be universally valued: prosociality. For one’s reputation, around the world, it pays to be nice to others. However, recent research with American participants finds that evaluations of prosocial actions are asymmetric—relatively selfish actions are evaluated according to the magnitude...

Logically, group members cannot be responsible for more than 100% of the group's output, yet claims of responsibility routinely sum to more than 100%. This "over-claiming" occurs partly because of egocentrism: People focus on their own contributions, as focal members of the group, more than on others' contributions. Therefore, we predicted that ove...

Prosociality is considered a virtue. Those who care for others are admired, whereas those who care only for themselves are despised. For one's reputation, it pays to be nice. Does it pay to be even nicer? Four experiments assess reputational inferences across the entire range of prosocial outcomes in zero-sum interactions, from completely selfish t...

Connecting with others increases happiness, but strangers in close proximity routinely ignore each other. Why? Two reasons seem likely: Either solitude is a more positive experience than interacting with strangers, or people misunderstand the consequences of distant social connections. To examine the experience of connecting to strangers, we instru...

Sophisticated technology is increasingly replacing human minds to perform complicated tasks in domains ranging from medicine to education to transportation. We investigated an important theoretical determinant of people's willingness to trust such technology to perform competently—the extent to which a nonhuman agent is anthropomorphized with a hum...

Human beings have a sophisticated ability to reason about the minds of others, often referred to as using one's theory of mind or mentalizing. Just like any other cognitive ability, people engage in reasoning about other minds when it seems useful for achieving particular goals, but this ability remains disengaged otherwise. We suggest that underst...

In this issue of Cognition, Thompson and her colleagues challenge the results from a paper we published several years ago (Alter, Oppenheimer, Epley, & Eyre, 2007). That paper demonstrated that metacognitive difficulty or disfluency can trigger more analytical thinking as measured by accuracy on several reasoning tasks. In their experiments, Thomps...

Gift-giving involves both the objective value of a gift and the symbolic meaning of the exchange. The objective value is sometimes considered of secondary importance as when people claim, "It's the thought that counts." We evaluated when and how mental state inferences count in gift exchanges. Because considering another's thoughts requires motivat...

Being socially connected has considerable benefits for oneself, but may have negative consequences for evaluations of others. In particular, being socially connected to close others satisfies the need for social connection, and creates disconnection from more distant others. We therefore predicted that feeling socially connected would increase the...

Promises are social contracts that can be broken, kept, or exceeded. Breaking one's promise is evaluated more negatively than keeping one's promise. Does expending more effort to exceed a promise lead to equivalently more positive evaluations? Although linear in their outcomes, we expected an asymmetry in evaluations of broken, kept, and exceeded p...

People commonly believe that they communicate better with close friends than with strangers. We propose, however, that closeness can lead people to overestimate how well they communicate, a phenomenon we term the closeness-communication bias. In one experiment, participants who followed direction of a friend were more likely to make egocentric erro...

Perceiving others' minds is a crucial component of social life. People do not, however, always ascribe minds to other people, and sometimes ascribe minds to non-people (e.g. God, gadgets). This article reviews when mind perception occurs, when it does not, and why mind perception is important. Causes of mind perception stem both from the perceiver...

People commonly anthropomorphize nonhuman agents, imbuing everything from computers to pets to gods with humanlike capacities and mental experiences. Although widely observed, the determinants of anthropomorphism are poorly understood and rarely investigated. We propose that people anthropomorphize, in part, to satisfy effectance motivation-the bas...

People can appear inconsistent in their intuitions about sequences of repeated events. Sometimes people believe such sequences will continue (the "hot hand"), and sometimes people believe they will reverse (the "gambler's fallacy"). These contradictory intuitions can be partly explained by considering the perceived intentionality of the agent gener...

Anthropomorphism is a far-reaching phenomenon that incorporates ideas from social psychology, cognitive psychology, developmental psychology, and the neurosciences. Although commonly considered to be a relatively universal phenomenon with only limited importance in modern industrialized societies—more cute than critical—our research suggests precis...

People commonly interpret others’ behavior in terms of the actors’ underlying beliefs, knowledge, or other mental states, thereby using their “theory of mind.” Two experiments suggest that using one’s theory of mind is a relatively effortful process. In both experiments, people reflexively used their own knowledge and beliefs to follow a speaker’s...

People can have difficulty intuiting what others think about them at least partly because people evaluate themselves in more fine-grained detail than observers do. This mismatch in the level of detail at which people construe themselves versus others diminishes accuracy in social judgment. Being a more accurate mind reader requires thinking of ones...

People conceive of wrathful gods, fickle computers, and selfish genes, attributing human characteristics to a variety of supernatural, technological, and biological agents. This tendency to anthropomorphize nonhuman agents figures prominently in domains ranging from religion to marketing to computer science. Perceiving an agent to be humanlike has...

An attitudes and persuasion perspective can broaden our understanding of anchoring by highlighting sources of variability in anchoring effects that have been largely overlooked. As the target article suggests, research guided by this perspective can help identify (1) different types of anchors that exert their influence through different underlying...

People often reason egocentrically about others' beliefs, using their own beliefs as an inductive guide. Correlational, experimental, and neuroimaging evidence suggests that people may be even more egocentric when reasoning about a religious agent's beliefs (e.g., God). In both nationally representative and more local samples, people's own beliefs...

Maintaining equitable social relations often requires reciprocating "in kind" for others' prosocial favors. Such in-kind reciprocity requires assessing the value of a prosocial action, an assessment that can lead to egocentric biases in perceived value between favor givers versus favor receivers. In any prosocial exchange, 1 person (the giver) incu...

Decision-makers often evaluate options sequentially due to constraints on attention, timing, or physical location of the options. Choosing the best option will therefore often depend on people's memories of the options. Because imperfect recall introduces uncertainty in earlier options, judgments of those options should regress toward the category...

Science and religion have come into conflict repeatedly throughout history, and one simple reason for this is the two offer competing explanations for many of the same phenomena. We present evidence that the conflict between these two concepts can occur automatically, such that increasing the perceived value of one decreases the automatic evaluatio...

Unlike economic exchange, social exchange has no well-defined "value." It is based on the norm of reciprocity, in which giving and taking are to be repaid in equivalent measure. Although giving and taking are colloquially assumed to be equivalent actions, we demonstrate that they produce different patterns of reciprocity. In five experiments utiliz...

Understanding others' behavior often involves attributing mental states to them by using one's "theory of mind." We argue that using theory of mind to recognize differences between one's own perspective and another's perspective is a deliberate process of inference that may be influenced by incidental mood. Because sadness is associated with more s...

People have more information about themselves than others do, and this fundamental asymmetry can help to explain why individuals have difficulty accurately intuiting how they appear to other people. Determining how one appears to observers requires one to utilize public information that is available to observers, but to disregard private informatio...

People's inferences about their own traits and abilities are often enhancing. A series of experiments suggests that this enhancement extends to more automatic and perceptual judgments as well, such that people recognize their own faces as being more physically attractive than they actually are. In each experiment, participants' faces were made more...

People care about others’ thoughts, feelings, and intentions but can have considerable difficulty reading others’ minds accurately. Recent advances in understanding how people make such inferences provide significant insight into when people are likely to be reasonably accurate mind readers and when they are not. People tend to reason about others’...

We propose that the tendency to anthropomorphize nonhuman agents is determined primarily by three factors (Epley, Waytz, & Cacioppo, 2007), two of which we test here: sociality motivation and effectance motivation. This theory makes unique predictions about dispositional, situational, cultural, and developmental variability in anthropomorphism, and...

People are motivated to maintain social connection with others, and those who lack social connection with other humans may try to compensate by creating a sense of human connection with nonhuman agents. This may occur in at least two ways-by anthropomorphizing nonhuman agents such as nonhuman animals and gadgets to make them appear more humanlike a...

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Consumption depletes one's available resources, but consumers may be unaware of the total resources available for consumption and, therefore, be influenced by the temporary accessibility of resource accounts. Consistent with this possibility, consumers in four experiments perceived a unit of consumption to be smaller and consequently consumed more,...

Humans appear to reason using two processing styles: System 1 processes that are quick, intuitive, and effortless and System 2 processes that are slow, analytical, and deliberate that occasionally correct the output of System 1. Four experiments suggest that System 2 processes are activated by metacognitive experiences of difficulty or disfluency d...

Anthropomorphism describes the tendency to imbue the real or imagined behavior of nonhuman agents with humanlike characteristics, motivations, intentions, or emotions. Although surprisingly common, anthropomorphism is not invariant. This article describes a theory to explain when people are likely to anthropomorphize and when they are not, focused...

Governments, employers, and companies provide financial windfalls to individuals with some regularity. Recent evidence suggests that the framing (or description) of these windfalls can dramatically influence their consumption. In particular, income described as a positive departure from the status quo (e.g., as a bonus) is more readily spent than o...

Individuals working in groups often egocentrically believe they have contributed more of the total work than is logically possible. Actively considering others' contributions effectively reduces these egocentric assessments, but this research suggests that undoing egocentric biases in groups may have some unexpected costs. Four experiments demonstr...

Group members often reason egocentrically, believing that they deserve more than their fair share of group resources. Leading people to consider other members' thoughts and perspectives can reduce these egocentric (self-centered) judgments such that people claim that it is fair for them to take less; however, the consideration of others' thoughts a...

Bonus of Rebate?: The Impact of Income Framing on Spending and Saving. By N. Epley, D. Mak and L. C. Idson (Journal of Behavioral Decision Making, Vol. 19, No. 3, pp. 213–227, 2006). DOI: 10.1002/bdm.519 The above paper was published with an error in the title. The title should read: Bonus or Rebate?: The Impact of Income Framing on Spending and Sa...

Group members tend to egocentrically believe that they contributed more than others to collaborative tasks. Although these self-centered judgements can be reduced by having individuals consider the perspectives of their fellow collaborators, doing so can actually reduce satisfaction with the group for some group members.

All income increases a person's absolute wealth, but consumption decisions may be based more heavily on perceived changes in wealth. Change is computed by comparing a current state with a former state, and we predicted that people would be more likely to spend income framed as a gain from a current wealth state than income framed as a return to a p...

Four experiments demonstrate that self-knowledge provides a mixed blessing in behavioral prediction, depending on how accuracy is measured. Compared with predictions of others, self-knowledge tends to decrease overall accuracy by increasing bias (the mean difference between predicted behavior and reality) but tends to increase overall accuracy by a...

One way to make judgments under uncertainty is to anchor on information that comes to mind and adjust until a plausible estimate is reached. This anchoring-and-adjustment heuristic is assumed to underlie many intuitive judgments, and insufficient adjustment is commonly invoked to explain judgmental biases. However, despite extensive research on anc...

Without the benefit of paralinguistic cues such as gesture, emphasis, and intonation, it can be difficult to convey emotion and tone over electronic mail (e-mail). Five experiments suggest that this limitation is often underappreciated, such that people tend to believe that they can communicate over e-mail more effectively than they actually can. S...

People hold beliefs that vary not only in their perceived truth, but also in their value to the believer--their meaning, relevance, and importance. We argue that a belief's value is determined, at least in part, by its explanatory power. Highly valuable beliefs are those that can uniquely explain and organize a diverse set of observations. Less val...

Individuals tend to overestimate their relative contributions to collaborative endeavors. Thus, the sum of group members! estimates of the percentage they each contributed to a joint task typically exceeds the logically allowable 100%. We suggest that this tendency stems partly from individuals! inclination to regard their fellow group members as a...

People form impressions of others by communicating with them, but not all modes of communication transmit information with equal fidelity. E-mail, for instance, is an inherently more limited mode of communication than is voice because of its relative lack of paralinguistic and non-verbal cues. The present research investigated the implication of th...

Two experiments examined the impact of financial incentives and forewarnings on judgmental anchoring effects, or the tendency for judgments of uncertain qualities to be biased in the direction of salient anchor values. Previous research has found no effect of either manipulation on the magnitude of anchoring effects. We argue, however, that anchori...

Economics has typically been the social science of choice to inform public policy and policymakers. In the current paper we contemplate the role behavioral science can play in enlightening policymakers. In particular, we provide some examples of research that has and can be used to inform policy, reflect on the kind of behavioral science that is im...

Individuals working in groups often egocentrically believe they have contributed more of the total work than is logically possible. Actively considering others’ contributions effectively reduces these egocentric assessments, but this research suggests that undoing egocentric biases in groups may have some unexpected costs. Four experiments demonstr...