Sway The Irresistible Pull of Irrational Behavior

ISBN-10: 0385530609
ISBN-13: 9780385530606
Edition: 2009
List price: $14.00 Buy it from $0.01
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Description: A fascinating journey into the hidden psychological influences that derail our decision-making,Swaywill 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  More...

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Book details

List price: $14.00
Copyright year: 2009
Publisher: Knopf Doubleday Publishing Group
Publication date: 6/2/2009
Binding: Paperback
Pages: 224
Size: 5.00" wide x 8.00" long x 0.75" tall
Weight: 0.396
Language: English

A fascinating journey into the hidden psychological influences that derail our decision-making,Swaywill 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? InSway, 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,Swayreveals 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). Swayintroduces us to the Harvard Business School professor who got his students to pay204 for a20 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. InSway,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.

Ori Brafman is a New York Times and Wall Street Journal bestselling author. Born in Israel, and raised in El Paso, Texas, he has been an entrepreneur most of his life in business, government, and the nonprofit sector. While in college, he co-founded Vegan Action, which helped bring vegan foods into college dining halls and now has a network of over thirty-six national and international chapters. He was also co-founder of Courtroom Connect, a courtroom technology company, and in 2001, he co-founded Global Peace Networks, a network of over 1000 CEOs working on peace and economic development projects. Brafman has a B.A. in peace and conflict studies from UC Berkeley and an M.B.A. from Stanford University. He is considered an organizational expert and specializes in new ways of looking at business. His first book, The Starfish and the Spider (2006), was translated into 5 languages. Brafman has appeared on ABC, National Public Radio, Wall Street Journal/MarketWatch video, and CSPAN, and has had speaking engagements at Microsoft, Amazon, Stanford Business School, Harvard Business School, and other organizations. Brafman lives in San Francisco, California with his wife.

Rom Brafman is a psychologist with a private practice in Palo Alto, California. He is also the co-author of the books Sway and Click.

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