Sway

The Irresistible Pull of Irrational Behavior
Product Number: EB00152785
Released: Dec 27, 2013
Business Term: 2 Year
ISBN: #9780385526777
Publisher: Currency
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Description

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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Author(s): Ori Brafman, Rom Brafman
Original Publish Date: Jun 03, 2008

All formats/editions

CD
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Author(s): Ori Brafman, Rom Brafman
Narrator(s): John Apicella
Product Number CB650
Released: Jul 17, 2008
Business Term: Purchase
Publisher: Highbridge Company
ISBN: #9781598876291
eAudio
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Author(s): Ori Brafman, Rom Brafman
Narrator(s): John Apicella
Product Number Z10007234
Released: Jun 17, 2008
Business Term: Purchase
Publisher: Highbridge Company
ISBN: #9781598876307

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