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Sway: The Irresistible Pull of Irrational Behavior

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Sway: The Irresistible Pull of Irrational Behavior Cover

 

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 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.

Synopsis:

An organizational thinker and a psychologist explores the ongoing dynamic, psychological forces that sabotage rational behavior in our personal and business lives, revealing how such factors as loss aversion, commitment, and the diagnosis bias distort logical thought and explaining how readers can avoid falling victim to them. 50,000 first printing.

About the Author

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.

Table of Contents

Anatomy of an accident — The swamp of commitment — The Hobbit and the missing link — Michael Jordan and the first-date interview — The bipolar epidemic and the chameleon effect — In France, the sun revolves around the earth — Compensation and cocaine — Dissenting justice.

Product Details

ISBN:
9780385526777
Subtitle:
The Irresistible Pull of Irrational Behavior
Publisher:
Doubleday
Author:
Brafman, Rom
Author:
Brafman, Ori
Author:
Ori Brafman
Author:
Ori Brafman and Rom Brafman
Author:
Rom Brafman
Subject:
Business & Economics : General
Subject:
Conduct of life
Subject:
Success
Subject:
General
Subject:
Mental health
Subject:
Advertising & Promotion
Subject:
Applied Psychology
Subject:
General Business & Economics
Subject:
Business-Advertising
Subject:
Business;Marketing
Subject:
Psychology : General
Subject:
main_subject
Subject:
all_subjects
Publication Date:
20080603
Binding:
ELECTRONIC
Language:
English
Pages:
206

Related Subjects

Business » Advertising
Business » General
Health and Self-Help » Psychology » General
Health and Self-Help » Self-Help » General
History and Social Science » Sociology » General
Humanities » Philosophy » General

Sway: The Irresistible Pull of Irrational Behavior
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Product details 206 pages Crown Publishing Group - English 9780385526777 Reviews:
"Synopsis" by , An organizational thinker and a psychologist explores the ongoing dynamic, psychological forces that sabotage rational behavior in our personal and business lives, revealing how such factors as loss aversion, commitment, and the diagnosis bias distort logical thought and explaining how readers can avoid falling victim to them. 50,000 first printing.
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