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Follow the Author
Sway: The Irresistible Pull of Irrational Behaviour Kindle Edition
Why are we more likely to fall in love when we feel in danger?
Why would an experienced pilot disregard his training and the rules of the aviation industry, leading to the deadliest airline crash in history?
Why do we find it near-impossible to re-evaluate our first impressions of a person or situation, even when the evidence shows we were wrong?
Discover the answers in Sway.
We all believe we are rational beings, yet the truth is that we're much more prone to irrational behaviour than we realise or like to admit. In this compelling book, Ori and Rom Brafman reveal why. Looking at irrational behaviour in fields as diverse as medicine, archaeology and the legal system, they chart the psychological undercurrents that influence even our most basic decisions. In doing so they draw on the latest research in social psychology and behavioural economics to reveal the irresistible forces that sway us all.
Sway is a fascinating insight into the way we all behave and will change the way you view the world.
"A breathtaking book that will challenge your every thought, Sway hovers above the intersection of Blink and Freakonomics."--Tom Rath, coauthor of the New York Times #1 bestseller How Full Is Your Bucket?
“Now we know why no one ever coined the phrase ‘rational exuberance.’ Behind the surprising ways we all make choices, the Brafmans find biology, humanity, and the wisdom of our collective experience. As a longtime student of how financial decisions are made, I found their insights utterly fascinating. Once I started reading, I couldn’t stop—and I suspect the Brafmans could tell you exactly why!”
--Sallie Krawcheck, CEO, Citi Global Wealth Management
"Count me swayed--but in this instance by the pull of entirely rational forces. Ori and Rom Brafman have done a terrific job of illuminating deep-seated tendencies that skew our behavior in ways that can range from silly to deadly. We'd be fools not to learn what they have to teach us."--Robert B. Cialdini, author of New York Times bestseller Influence
—Klaus Schwab, chairman of the World Economic Forum
"A page-turner of an investigation into how our minds work . . . and trick us. Think you behave rationally? Read this book first."--Timothy Ferriss, author of the New York Times #1 bestseller The 4-Hour Workweek
"Sway helped me recognize an aspect of irrational behavior in my experimental work in physics. Sometimes I have jumped into some research that didn't feel quite right . . . but some irrational lure, such as the hope of quick success, pulled me in."--Martin L. Perl, 1995 Nobel Laureate in Physics
*DISCLAIMER: If you decide to buy this book because of these endorsements, you just got swayed. One of the psychological forces you’ll read about in Sway is our tendency to place a higher value on opinions from people in positions of prominence, power, or authority.
(But you should still buy the book.)
"If you think you know how you think, you'd better think again! Take this insightful, delightful trip to the sweet spot where economics, psychology, and sociology converge, and you'll discover how our all-too-human minds actually work."--Alan M. Webber, founding editor of Fast Company magazine --This text refers to the paperback edition.
About the Author
Rom Brafman holds a Ph.D. in psychology and has taught university courses in personality and personal growth. His current research interests focus on the dynamics of interpersonal relationships. He has a private practice in Palo Alto, California. --This text refers to the paperback edition.
- ASIN : B003JH79AA
- Publisher : Virgin Digital (27 April 2010)
- Language : English
- File size : 923 KB
- Text-to-Speech : Enabled
- Screen Reader : Supported
- Enhanced typesetting : Enabled
- X-Ray : Enabled
- Word Wise : Enabled
- Print length : 180 pages
- Best Sellers Rank: #115,803 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
About the author
Top reviews from India
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The authors take us thru the science of decision making and human behaviour. Why otherwise normal people, behave in an abnormal fashion. Take messed up decisions endangering lives of people. How biases affect our thinking and perception and our behaviour/decisions later on. Interesting examples of how decision making and good judgment can be subverted.
Don't want to give out more. Compact book of around 200 pages.
Peppered with interesting nuggets. It will be useful reading for all people who take decisions that affect a lot of people. Since a lot of my FB friends are in the HR fraternity, this is compulsory reading for them. The chapter on Interviewing is hilarious and also worrisome at times.
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.
One of the suggestions that seemed very reasonable to me is a better approach to hiring employees. They make a convincing case that the unstructured interview is a very bad way to evaluate if someone will be a good employee or not. They suggest that instead you select your employees using aptitude tests. For those who are most successful, use the “interview” to sell them on the company
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.
In Malcolm Gladwell’s books he fits interesting tidbits into a larger model he develops over the course of the book. In Freakonomics they jump around unconnected, but interesting, facts and domains. This book, in between the two, wasn’t executed as well. While each element was connected to irrational behavior, it was hard to connect the ideas beyond that (and anyone could fill a book with anecdotes about irrational behavior).
Top reviews from other countries
What would make this book gain the extra two stars? More content, more examples, and a little less "context bias". What do I mean by context bias? Well, whilst the stories are true, they do omit a few little-known facts that would actually sway you AWAY from what the authors are saying. I won't give examples, as that'll spoil the stories for the reader (and they are very well told stories). Nevertheless, the authors look like they are onto something, so I give them the benefit of the doubt in that statistically what they're talking about does make sense (I write from a mathematician's point of view in that respect).
The book has an American bias, as I didn't know what drafting was (in basketball). The book gives an extremely brief description of drafting, but no content in how it works in the real world - I had to do a Google search and look up 'drafting' on Wikipedia to really understand why the story about drafting was relevant to the book. It's kind of like if this were a UK book, not explaining the offside rule in football ('soccer') to non-football followers.
Do I recommend this book?
If you like a different take on how people operate, YES.
If you like well told stories, a definite YES.
All in all, it's a good read: it lasts as long as a standard film, but much cheaper. But weirdly I felt "short-changed" once I finished reading it, a similar feeling to when you watch a film and at the end you're told "it was all a dream".
Try a different behaviour by not reading book reviews and buying this book on intuition alone... you won't be disappointed.