The Neurological Basis of Con Games

Hugh Pickens writes "If we humans have such big brains, how can we get conned? Neuroeconomist Paul J. Zak has an interesting post on Psychology Today in which he recounts how he was the victim of a classic con called 'The Pigeon Drop' when he was a teenager and explains how con men take advantage of the Human Oxytocin Mediated Attachment System, called THOMAS, a powerful brain circuit that releases the neurochemical oxytocin when we are trusted and induces a desire to reciprocate the trust we have been shown. 'The key to a con is not that you trust the con man, but that he shows he trusts you. Con men ply their trade by appearing fragile or needing help, by seeming vulnerable,' writes Zak. 'Because of THOMAS, the human brain makes us feel good when we help others — this is the basis for attachment to family and friends and cooperation with strangers.' Zak's laboratory studies have shown that two percent of the college students he tested are 'unconditional nonreciprocators' who have learned how to simulate trustworthiness and would make good con men. Watch a video of Skeptics Society founder Michael Shermer running the classic pigeon drop on an unsuspecting victim and see if you wouldn't be taken in by a professional con man yourself."

Comments

Re:Explanation

[humphrm]

Actually, that's originally a George Carlin joke.

And when most people retell it, they inevitably get into a geek debate about mean vs. average.

Re:It's all about greed

[hardburn]

Believe me, there are plenty of other people out there who are willing to con you that don't rely on your greed.

Care to point some of them out?

The Craigslist Bad Check scam, where the con sends a check for several thousand more than the asking price. They'll email you saying that their secretary made a mistake, but they trust you, so go ahead and cash it and send back the difference. It's a bad check, of course, but your bank won't notice for a few days, and then they'll hold you responsible for the difference, plus the check you just sent back.

The mark isn't working on greed. They don't expect to get anything more than the original asking price. The con works purely on feelings of trust.