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Sway: The Irresistible Pull of Irrational Behavior | 
 enlarge | Author: Ori Brafman
Creators: Rom Brafman, John Apicella
Publisher: HighBridge Company
Category: Book
List Price: $26.95
Buy New: $16.92
You Save: $10.03 (37%)
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Rating:  48 reviews
Sales Rank: 80690
Format: Audiobook, Unabridged
Media: Audio CD
Edition: Unabridged
Number Of Items: 4
Shipping Weight (lbs): 0.3
Dimensions (in): 5.9 x 5.1 x 0.6
ISBN: 1598876295
Dewey Decimal Number: 155.92
EAN: 9781598876291
ASIN: 1598876295
Publication Date: June 17, 2008
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Product Description
Like the bestsellers Blink and Freakonomics, this lively narrative is a fresh view of the world, explaining the previously inexplicable and revealing hidden influences on human decision-making.
A Harvard Business School student pays over $200 for a $20 bill. Washington, DC, commuters ignore a free subway concert by a violin prodigy. A veteran airline pilot attempts to take off without control tower clearance and collides with another plane on the runway. Why do we do the wildly irrational things we sometimes do?
Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, brothers Ori and Rom Brafman reveal the dynamic forces that act on us repeatedly over time, affecting nearly every aspect of our personal and business lives. They show how we are sabotaged by loss aversion (going to great lengths to avoid perceived losses), the diagnosis bias (ignoring evidence that contradicts our initial take on a person or situation), and commitment (even when a plan isn't working, we are reluctant to change course). Weaving together colorful stories— about dot-com millionaires, game show audiences, NBA coaches, and the US Supreme Court—Sway tours the flip side of reason and points us toward a more rational life.
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| Customer Reviews: Read 43 more reviews...
Quick read but very imformative November 21, 2008
W. Freeman (Lafayette, LA, USA)
I thought it was a wonderful book. Pointed out mistakes I make in my own thinking and though I may not be able to change my thinking much, at least it was able to make me aware of some of the traps I may be falling into. Very good book.
Definitely swayed by Sway November 18, 2008
J. Guy Muse (Guayaquil Ecuador)
I have read some great books the past few months. One of these is Sway: The Irresistible Pull Of Irrational Behavior by Ori and Rom Brafman.
Having loved The Starfish and the Spider, I was curious as to how SWAY would live up to its touted, will change the way you think about the way you think.
Essentially SWAY is a book that seeks to identify the unseen forces that sway us in our decision making. What was fascinating is how vulnerable we all are to these psychological forces. What I often consider "rational, reasoned, logical thinking" is, admittedly, more often than not, my own "blind spots" influencing the way I think and reason.
For anyone dealing with people, ministry, organizations, church work, etc. this book will be an eye-opener. All of us tend to think of others as irrational in their behavior and thinking. But few of us believe we ourselves are influenced by these same factors. Sway helped me understand some of the deeply-rooted psychological forces at work influencing the choices I make. What often passes as "God's will" or the "right thing" is frequently more the irresistible pull of one of these hidden forces at work upon our thinking and reasoning.
"We're all susceptible to the sway of irrational behaviors. But by better understanding the seductive pull of these forces, we'll be less likely to fall victim to them in the future."
Some of the forces that sway us and are backed with fascinating real life stories and research:
loss aversion: how we overreact to perceived losses...our natural tendency to avoid the pain of loss distorts our thinking
commitment: strong resolve to stay the course to the way we have been doing things for years and our inability to react to superior strategies
value attribution: our tendency to imbue someone or something with certain qualities based on perceived value, rather than on objective data...once we attribute a certain value to a person or thing, it dramatically alters our perceptions of subsequent information
diagnosis bias: our propensity to label people, ideas, or things based on our initial opinions of them and our inability to reconsider those judgments once we've made them
chameleon effect: when we brand or label people they take on the characteristics of the diagnosis
fairness: and the great lengths to which we'll go to defend it...when it comes to fairness it's the process not the outcome that causes us to react irrationally...how important it is for people to feel they have a voice when it comes to the issue of fairness
group conformity: depends on unanimity for its power...the temptation to align ourselves with everyone else...a lone dissenter is enough to break the spell and "give permission" to break ranks with others in the group
Put it on Your Pop Psych Bookshelf November 13, 2008
J. A. Walsh (Boston, MA, USA)
The Brafman boys have a nice addition to the Pop Psych Lit bookshelf here. The book's applicability cuts across genres, certainly touching on business (especially management and marketing), personal improvement, relationships, psychology, and probably other areas.
They start really strong with the story of an airline crash and the pilot's commitment of several successive and compounding errors that demonstrate some of their key takeaways: commitment bias, confirmation bias, avoidance of loss, etc. The book moves along quickly and hits spots along the way; but, nothing else quite matches up to this section for teachability: its memorable and its tangible. To borrow the parlance of another quasi-pop psych title: it sticks.
Without question, "Sway" will get you thinking about some of your pwn actions and that's where I see the value for business and management and also in the family/relationships context. Joins "Nudge" and "Made to Stick" as less heralded entries in this growing and important category of nonfiction where Gladwell is the rock star and center of gravity.
Challenge to assumption of rationality October 16, 2008
pinetreepoet
1 out of 1 found this review helpful
Good effort to put scholarly studies into accessible language with a simple theme. In this case, the theme is a "sway" toward irrational behavior. The authors keep it tightly focused on a few sways - fear loss more than gain, diagnosis error, and commitment. Of these, the most interesting for these times is the idea that people negatively respond to losses far more than they positively respond to equivalent gains. The book offers suggestions to counter the sways once you recognize their existence.
 Well Written and Easy to Understand October 15, 2008
Ken Montville
2 out of 2 found this review helpful
I've been interested in the reasons people make the types of decisions they do even when presented with the evidence that it's the wrong decision or, at best, inappropriate. This book explains the reasons in an easy-to-understand format that makes sense.
It's a quick read without a lot of the technical gobbledygook that might be present in textbooks or peer reviewed journals. It's well worth a look.
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