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The Irresistible Pull Of Irrational Behavior

By Ori Brafman

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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  • 155.92 Bra, Nonfiction



Format: Book
Author: Brafman, Ori
Title: Sway : the irresistible pull of irrational behavior / Ori Brafman and Rom Brafman.
Publisher Date: New York : Currency Books/Doubleday, c2008.
Subject: Rationalism -- Psychological aspects Irrationalism (Philosophy) Stupidity Errors Conduct of life Success
Isbn: 9780385524384 (hc : alk. paper) 0385524382 (hc : alk. paper)
Current Holds: 0
System Items Available: 1
System Items Total: 1
Call Number: 155.92 Bra
Oclc: 181072590
Bib Id: 295900

Format: Book
Author: Brafman, Ori
Title: Sway : the irresistible pull of irrational behavior / Ori Brafman and Rom Brafman.
Edition: 1st ed.
Publisher, Date: New York : Currency Books/Doubleday, c2008.
Description: xiii, 206 p. ; 22 cm.
Subjects: Rationalism -- Psychological aspects
Subjects: Irrationalism (Philosophy)
Subjects: Stupidity
Subjects: Errors
Subjects: Conduct of life
Subjects: Success
Other Author: Brafman, Rom
Notes: Includes bibliographical references and index.
Contents: A rash decision on the runway -- 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.
LCCN: 2007045640
ISBN: 9780385524384 (hc : alk. paper)
ISBN: 0385524382 (hc : alk. paper)
Requests: 0
Available Copies: 1
Total Copies: 1
Call Number: 155.92 Bra