{"@context":"https://schema.org","@type":"DefinedTermSet","@id":"https://readstacks.com/glossary/","url":"https://readstacks.com/glossary/","name":"Read Stacks Concept Glossary","description":"Canonical definitions of 66 key concepts referenced across the non-fiction library — psychology, habits, persuasion, stoicism, mindset, business, negotiation, attention.","publisher":{"@id":"https://readstacks.com/#organization","@type":"Organization","name":"Read Stacks"},"hasDefinedTerm":[{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/system-1-thinking/","url":"https://readstacks.com/concepts/system-1-thinking/","name":"System 1 thinking","alternateName":["Fast thinking","Automatic thinking"],"description":"Daniel Kahneman’s name for the brain’s automatic, fast, intuitive processing mode. System 1 produces snap judgments, pattern recognition, and emotional responses without conscious effort — but is also the source of most cognitive biases when overconfident.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/thinking-fast-and-slow/"},"source":"Thinking, Fast and Slow by Daniel Kahneman","relatedTerm":[{"@id":"https://readstacks.com/concepts/system-2-thinking/"},{"@id":"https://readstacks.com/concepts/anchoring-effect/"},{"@id":"https://readstacks.com/concepts/loss-aversion/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/system-2-thinking/","url":"https://readstacks.com/concepts/system-2-thinking/","name":"System 2 thinking","alternateName":["Slow thinking","Deliberate reasoning"],"description":"Kahneman’s name for the brain’s deliberate, slow, effortful reasoning mode. System 2 handles statistics, multi-step logic, and self-control — but it tires quickly. Most of the time, System 2 endorses whatever System 1 already suggested.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/thinking-fast-and-slow/"},"source":"Thinking, Fast and Slow by Daniel Kahneman","relatedTerm":[{"@id":"https://readstacks.com/concepts/system-1-thinking/"},{"@id":"https://readstacks.com/concepts/sunk-cost-fallacy/"},{"@id":"https://readstacks.com/concepts/confirmation-bias/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/anchoring-effect/","url":"https://readstacks.com/concepts/anchoring-effect/","name":"Anchoring effect","alternateName":["Anchoring bias"],"description":"The cognitive bias where an initial number — even a random one — disproportionately influences subsequent estimates. Kahneman showed people anchor on a spun-wheel number when estimating UN African nations. Sales, salary negotiation, and pricing all weaponize this.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/thinking-fast-and-slow/"},"source":"Thinking, Fast and Slow by Daniel Kahneman","relatedTerm":[{"@id":"https://readstacks.com/concepts/system-1-thinking/"},{"@id":"https://readstacks.com/concepts/pre-suasion/"},{"@id":"https://readstacks.com/concepts/batna/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/loss-aversion/","url":"https://readstacks.com/concepts/loss-aversion/","name":"Loss aversion","description":"Kahneman and Tversky’s finding that losses feel roughly twice as painful as equivalent gains feel pleasurable. Loss aversion explains status-quo bias, the endowment effect, and why people refuse 50/50 bets that pay more than they cost.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/thinking-fast-and-slow/"},"source":"Thinking, Fast and Slow by Daniel Kahneman","relatedTerm":[{"@id":"https://readstacks.com/concepts/system-1-thinking/"},{"@id":"https://readstacks.com/concepts/sunk-cost-fallacy/"},{"@id":"https://readstacks.com/concepts/scarcity-persuasion/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/confirmation-bias/","url":"https://readstacks.com/concepts/confirmation-bias/","name":"Confirmation bias","description":"The tendency to seek, interpret, and remember information that confirms what you already believe. Confirmation bias is why opposing-side news feels biased, why retrospectives blame the dissenter, and why running an experiment beats arguing about it.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/thinking-fast-and-slow/"},"source":"Thinking, Fast and Slow by Daniel Kahneman","relatedTerm":[{"@id":"https://readstacks.com/concepts/system-1-thinking/"},{"@id":"https://readstacks.com/concepts/system-2-thinking/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/sunk-cost-fallacy/","url":"https://readstacks.com/concepts/sunk-cost-fallacy/","name":"Sunk cost fallacy","description":"The error of treating already-spent time, money, or effort as a reason to continue. Rational choice ignores sunk cost: what matters is whether the next dollar (or year) is the best use, not what you’ve already paid. Common in failed projects and relationships.","inDefinedTermSet":"https://readstacks.com/glossary/","relatedTerm":[{"@id":"https://readstacks.com/concepts/loss-aversion/"},{"@id":"https://readstacks.com/concepts/system-2-thinking/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/atomic-habit/","url":"https://readstacks.com/concepts/atomic-habit/","name":"Atomic habit","description":"James Clear’s term for a small habit that is part of a larger system. Atomic habits compound — a 1% daily improvement is ~37× better after one year. The book’s argument is that habits, not goals, drive change.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/atomic-habits-an-easy-proven-way-to-build-good-habits-break-bad-ones-james-clear/"},"source":"Atomic Habits by James Clear","relatedTerm":[{"@id":"https://readstacks.com/concepts/habit-loop/"},{"@id":"https://readstacks.com/concepts/identity-based-habits/"},{"@id":"https://readstacks.com/concepts/compound-effect/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/habit-loop/","url":"https://readstacks.com/concepts/habit-loop/","name":"Habit loop","alternateName":["Cue–craving–response–reward"],"description":"Charles Duhigg’s four-step cycle that defines a habit: cue (trigger), craving (motivation), response (the behavior), reward (the payoff). Change a habit by keeping the cue and reward stable while swapping the response. Most behavior change is loop redesign.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/the-power-of-habit-why-we-do-what-we-do-in-life-and-business-charles-duhigg/"},"source":"The Power of Habit by Charles Duhigg","relatedTerm":[{"@id":"https://readstacks.com/concepts/atomic-habit/"},{"@id":"https://readstacks.com/concepts/identity-based-habits/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/identity-based-habits/","url":"https://readstacks.com/concepts/identity-based-habits/","name":"Identity-based habits","description":"James Clear’s frame: instead of \"I want to run a marathon\" (outcome) or \"I will run 3× a week\" (process), shift to \"I am a runner\" (identity). Every action becomes a vote for that identity. Habits that contradict identity collapse; habits that confirm it compound.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/atomic-habits-an-easy-proven-way-to-build-good-habits-break-bad-ones-james-clear/"},"source":"Atomic Habits by James Clear","relatedTerm":[{"@id":"https://readstacks.com/concepts/atomic-habit/"},{"@id":"https://readstacks.com/concepts/growth-mindset/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/compound-effect/","url":"https://readstacks.com/concepts/compound-effect/","name":"Compound effect","description":"The disproportionate long-term result of small, repeated actions. Money compounds; so do habits, relationships, skill, and reputation. The compound effect is invisible at week 4 and undeniable at year 4. The trap is judging early; the leverage is staying.","inDefinedTermSet":"https://readstacks.com/glossary/","relatedTerm":[{"@id":"https://readstacks.com/concepts/atomic-habit/"},{"@id":"https://readstacks.com/concepts/deliberate-practice/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/reciprocity-principle/","url":"https://readstacks.com/concepts/reciprocity-principle/","name":"Reciprocity (Cialdini)","description":"Robert Cialdini’s first principle of influence: people feel obliged to return favors. A small, unexpected gift triggers disproportionate willingness to comply with a later request. The Hare Krishna airport flower played this for decades; restaurant mints lift tips ~14%.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/influence-the-psychology-of-persuasion-robert-cialdini/"},"source":"Influence by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/social-proof/"},{"@id":"https://readstacks.com/concepts/commitment-consistency/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/social-proof/","url":"https://readstacks.com/concepts/social-proof/","name":"Social proof","description":"Cialdini’s second principle: when uncertain, people look to what similar others are doing and copy. Reviews, testimonials, \"X others bought this\", and queues outside restaurants all weaponize social proof. Most powerful when the proof comes from people the viewer identifies with.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/influence-the-psychology-of-persuasion-robert-cialdini/"},"source":"Influence by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/reciprocity-principle/"},{"@id":"https://readstacks.com/concepts/authority-principle/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/commitment-consistency/","url":"https://readstacks.com/concepts/commitment-consistency/","name":"Commitment and consistency","description":"Cialdini’s third principle: people are deeply biased to stay consistent with what they’ve already publicly committed to, even when circumstances change. Written commitments hold more than spoken; public more than private; freely chosen more than coerced.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/influence-the-psychology-of-persuasion-robert-cialdini/"},"source":"Influence by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/reciprocity-principle/"},{"@id":"https://readstacks.com/concepts/social-proof/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/authority-principle/","url":"https://readstacks.com/concepts/authority-principle/","name":"Authority (Cialdini)","description":"Cialdini’s fourth principle: people defer to perceived authority — titles, uniforms, credentials. Milgram’s shock experiment showed how far ordinary people will go when an authority figure asks. Signal authority through expertise, not titles, to use this ethically.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/influence-the-psychology-of-persuasion-robert-cialdini/"},"source":"Influence by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/social-proof/"},{"@id":"https://readstacks.com/concepts/commitment-consistency/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/scarcity-persuasion/","url":"https://readstacks.com/concepts/scarcity-persuasion/","name":"Scarcity (Cialdini)","description":"Cialdini’s sixth principle: rare things feel more valuable. Limited time, limited quantity, and exclusive access all activate this. Loss aversion underlies it — we hate losing the option more than we want the thing. Real scarcity ethical; manufactured scarcity is a dark pattern.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/influence-the-psychology-of-persuasion-robert-cialdini/"},"source":"Influence by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/loss-aversion/"},{"@id":"https://readstacks.com/concepts/reciprocity-principle/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/pre-suasion/","url":"https://readstacks.com/concepts/pre-suasion/","name":"Pre-suasion","alternateName":["Privileged moment"],"description":"Cialdini’s concept: the most powerful word in persuasion isn’t said during the ask. It’s whatever you plant in someone’s mind in the moment before. Open with a mystery, prime with a frame, anchor with a number — the audience grades the ask against what came first.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/pre-suasion-a-revolutionary-way-to-influence-and-persuade/"},"source":"Pre-Suasion by Robert Cialdini","relatedTerm":[{"@id":"https://readstacks.com/concepts/anchoring-effect/"},{"@id":"https://readstacks.com/concepts/reciprocity-principle/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/amor-fati/","url":"https://readstacks.com/concepts/amor-fati/","name":"Amor fati","alternateName":["Love of fate"],"description":"A Stoic principle, sharpened by Nietzsche: not just accept what happens, but actively will it. The discipline frees the energy you’d spend on resentment for action on the next step. Ryan Holiday closes The Obstacle Is the Way with it.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/the-obstacle-is-the-way-ryan-holiday/"},"source":"The Obstacle Is the Way by Ryan Holiday","relatedTerm":[{"@id":"https://readstacks.com/concepts/dichotomy-of-control/"},{"@id":"https://readstacks.com/concepts/obstacle-is-the-way/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/dichotomy-of-control/","url":"https://readstacks.com/concepts/dichotomy-of-control/","name":"Dichotomy of control","description":"Epictetus’s foundation of Stoic practice: some things are in your control (judgments, actions, desires) and others are not (other people, weather, outcomes). Suffering comes from trying to control what isn’t yours; peace comes from focusing energy where it can do work.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/meditations-marcus-aurelius/"},"source":"Meditations by Marcus Aurelius","relatedTerm":[{"@id":"https://readstacks.com/concepts/amor-fati/"},{"@id":"https://readstacks.com/concepts/obstacle-is-the-way/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/obstacle-is-the-way/","url":"https://readstacks.com/concepts/obstacle-is-the-way/","name":"The obstacle is the way","description":"Ryan Holiday’s Stoic-derived frame: the obstacle to action becomes the action itself. Marcus Aurelius: \"What stands in the way becomes the way.\" Three disciplines apply — perception (see clearly), action (decisive), will (endurance). The path is through, not around.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/the-obstacle-is-the-way-ryan-holiday/"},"source":"The Obstacle Is the Way by Ryan Holiday","relatedTerm":[{"@id":"https://readstacks.com/concepts/amor-fati/"},{"@id":"https://readstacks.com/concepts/dichotomy-of-control/"},{"@id":"https://readstacks.com/concepts/ego-is-the-enemy/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/ego-is-the-enemy/","url":"https://readstacks.com/concepts/ego-is-the-enemy/","name":"Ego is the enemy","description":"Ryan Holiday’s thesis: ego — the unhealthy belief in our own importance — sabotages every stage of work. Aspire and ego prevents learning; succeed and ego destroys gains; fail and ego refuses recovery. The cure is humility, practice, and useful action over self-talk.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/ego-is-the-enemy-ryan-holiday/"},"source":"Ego Is the Enemy by Ryan Holiday","relatedTerm":[{"@id":"https://readstacks.com/concepts/obstacle-is-the-way/"},{"@id":"https://readstacks.com/concepts/dichotomy-of-control/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/growth-mindset/","url":"https://readstacks.com/concepts/growth-mindset/","name":"Growth mindset","description":"Carol Dweck’s term for the belief that abilities are developed through effort, strategy, and feedback. A growth mindset welcomes challenge as the path to skill. Contrasts with fixed mindset, which treats ability as innate and views effort as evidence of low ability.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/mindset-the-new-psychology-of-success-carol-dweck/"},"source":"Mindset by Carol Dweck","relatedTerm":[{"@id":"https://readstacks.com/concepts/fixed-mindset/"},{"@id":"https://readstacks.com/concepts/identity-based-habits/"},{"@id":"https://readstacks.com/concepts/deliberate-practice/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/fixed-mindset/","url":"https://readstacks.com/concepts/fixed-mindset/","name":"Fixed mindset","description":"Dweck’s opposite of growth mindset: the belief that talent and intelligence are static traits you either have or don’t. Fixed-mindset thinkers avoid challenge (might reveal limits), give up at obstacles, and feel threatened by others’ success.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/mindset-the-new-psychology-of-success-carol-dweck/"},"source":"Mindset by Carol Dweck","relatedTerm":[{"@id":"https://readstacks.com/concepts/growth-mindset/"},{"@id":"https://readstacks.com/concepts/ego-is-the-enemy/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/deliberate-practice/","url":"https://readstacks.com/concepts/deliberate-practice/","name":"Deliberate practice","description":"Anders Ericsson’s term for the specific kind of practice that builds expertise: focused work at the edge of current ability, with immediate feedback, deliberate correction, and full attention. Most practice isn’t deliberate; the gap explains why hours don’t equal mastery.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/peak-anders-ericsson/"},"source":"Peak by Anders Ericsson","relatedTerm":[{"@id":"https://readstacks.com/concepts/10000-hour-rule/"},{"@id":"https://readstacks.com/concepts/deep-work/"},{"@id":"https://readstacks.com/concepts/career-capital/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/10000-hour-rule/","url":"https://readstacks.com/concepts/10000-hour-rule/","name":"10,000-hour rule","description":"Malcolm Gladwell’s popularization of Ericsson’s research: world-class expertise generally requires ~10,000 hours of practice. The rule is widely misread — Ericsson’s point was about deliberate practice quality, not raw hours. 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Most workers do almost none of the first.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/deep-work/"},"source":"Deep Work by Cal Newport","relatedTerm":[{"@id":"https://readstacks.com/concepts/career-capital/"},{"@id":"https://readstacks.com/concepts/deliberate-practice/"},{"@id":"https://readstacks.com/concepts/flow-state/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/flow-state/","url":"https://readstacks.com/concepts/flow-state/","name":"Flow state","description":"Mihaly Csikszentmihalyi’s name for the psychological state of complete absorption in an activity at the edge of skill. Time distorts, self-consciousness drops, performance peaks. Flow requires clear goals, immediate feedback, and challenge that slightly exceeds current ability.","inDefinedTermSet":"https://readstacks.com/glossary/","relatedTerm":[{"@id":"https://readstacks.com/concepts/deep-work/"},{"@id":"https://readstacks.com/concepts/deliberate-practice/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/antifragile/","url":"https://readstacks.com/concepts/antifragile/","name":"Antifragile","description":"Nassim Taleb’s coined term for things that gain from disorder. Fragile breaks under stress; robust resists it; antifragile actually improves with stress, volatility, and shocks. 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Skin in the game forces calibrated honesty over time.","inDefinedTermSet":"https://readstacks.com/glossary/","isPartOf":{"@id":"https://readstacks.com/books/skin-in-the-game-nassim-taleb/"},"source":"Skin in the Game by Nassim Taleb","relatedTerm":[{"@id":"https://readstacks.com/concepts/antifragile/"},{"@id":"https://readstacks.com/concepts/via-negativa/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/via-negativa/","url":"https://readstacks.com/concepts/via-negativa/","name":"Via negativa","description":"Taleb’s prescription: improve by subtraction, not addition. Health, wealth, and decision-quality usually improve more from removing bad habits, bad relationships, and bad inputs than from adding good ones. 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Strengthen BATNA before negotiating, not during.","inDefinedTermSet":"https://readstacks.com/glossary/","relatedTerm":[{"@id":"https://readstacks.com/concepts/mirroring-negotiation/"},{"@id":"https://readstacks.com/concepts/anchoring-effect/"}]},{"@type":"DefinedTerm","@id":"https://readstacks.com/concepts/mirroring-negotiation/","url":"https://readstacks.com/concepts/mirroring-negotiation/","name":"Mirroring (negotiation)","description":"Chris Voss’s tactic from Never Split the Difference: repeat the last 1-3 words of what the other side said, with an upward inflection. 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