Sway: The Irresistible Pull of Irrational Behavior

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Doubleday, Jun 1, 2009 - Psychology - 206 pages
6 Reviews
A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think.

Why is it so difficult to sell a plummeting stock or end a doomed relationship? Why do we listen to advice just because it came from someone “important”? Why are we more likely to fall in love when there’s danger involved? In Sway, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer all these questions and more.

Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals dynamic forces that influence every aspect of our personal and business lives, including loss aversion (our tendency to go to great lengths to avoid perceived losses), the diagnosis bias (our inability to reevaluate our initial diagnosis of a person or situation), and the “chameleon effect” (our tendency to take on characteristics that have been arbitrarily assigned to us).

Sway introduces us to the Harvard Business School professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory. We also learn the curse of the NBA draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics.

Every once in a while, a book comes along that not only challenges our views of the world but changes the way we think. In Sway, Ori and Rom Brafman not only uncover rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.
  

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I've Been Swayed

User Review  - BratPrinceRy - Borders

Not only does Sway hit you with fascinating information right from the get-go, but its written in such a way that you can't help but shake your head in disbelief. In their book, Ori and Rom Brafman ... Read full review

Review: Sway: The Irresistible Pull of Irrational Behavior

User Review  - Melissa Namba - Goodreads

This is one of those books that I will need to revisit every year or so because I have a terrible memory and the information in this book is so interesting. I know it is true that people make ... Read full review

All 2 reviews »

Contents

ANATOMY of an ACCI DENT
9
Chapter rhrec
41
linI r l
65
COMPENSATION and COCAINE
131
Acknowledgments
183
Copyright

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About the author (2009)

Ori Brafman is coauthor of The Starfish and the Spider and is a renowned organizational expert who regularly speaks before Fortune 500, governmental, and military audiences. A graduate of Stanford Business School, he lives in San Francisco.
 
Rom Brafman holds a Ph.D. in psychology and has taught university courses in personality and personal growth. His current research interests focus on the dynamics of interpersonal relationships. He has a private practice in Palo Alto, California.

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