Sway (Paperback) ~ Ori Brafman (Author) and Rom B... Cover Art

Sway (Paperback)

By: Ori Brafman (Author) and Rom Brafman (Author)

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Publisher's note

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. Reprint.

Annotation

In this slim but compelling volume, business expert Ori Brafman and his psychologist brother Rom analyze the hidden but powerful forces that lead humans to make ill-informed decisions and to ignore empirical evidence in their everyday lives. Using memorable anecdotes and fascinating scientific studies, the Brafman brothers show how doctors make bad diagnoses and why President George Bush often had a tendency to ignore the facts. Readers will come away amazed at how oblivious many people are to their own irrational motivations.

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 worldbut 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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