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Sway: The Irresistible Pull of Irrational Behavior


Sway: The Irresistible Pull of Irrational Behavior Cover

ISBN13: 9780385530606
ISBN10: 0385530609
Condition: Standard
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Only 2 left in stock at $4.95!


Synopses & Reviews

Publisher Comments:

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 theres 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 worlds 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.


Like the bestsellers "Blink" and "Freakonomics," this lively narrative offers a fresh view of the world, explaining the previously inexplicable and revealing hidden influences on human decision-making.

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Average customer rating based on 2 comments:

Ann Rolke, September 20, 2011 (view all comments by Ann Rolke)
I discovered this book by chance at a house I was visiting and immediately sat down to read the first chapter. I've since gotten my own copy and it's a quick and fascinating read. Why DO we do the irrational things we do? I'm especially interested in why people vote the way they do (crowd influence) and ignore health warnings (I can't remember what they call this, but it's covered!). It will help you not only understand yourself, but everyone else as well.
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O2BLUE, November 2, 2009 (view all comments by O2BLUE)
Interesting Book. The most intriguing chapters are those that discuss the effectiveness of the interviewing process and financial impacts on decision making.
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Product Details

Brafman, Ori
Broadway Business
Ori Brafman and Rom Brafman
Brafman, Rom
Marketing - General
General Business & Economics
Edition Description:
Trade paper
Publication Date:
Grade Level:
8.34x4.87x.58 in. .40 lbs.

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Related Subjects

Business » Featured Titles
Business » General
Business » Marketing
Education » General
Health and Self-Help » Psychology » General
Health and Self-Help » Self-Help » General

Sway: The Irresistible Pull of Irrational Behavior Used Trade Paper
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$4.95 In Stock
Product details 224 pages Broadway Business - English 9780385530606 Reviews:
"Synopsis" by , Like the bestsellers "Blink" and "Freakonomics," this lively narrative offers a fresh view of the world, explaining the previously inexplicable and revealing hidden influences on human decision-making.
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