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Sway
Book

Sway

The Irresistible Pull of Irrational Behavior

Currency, 2008 more...


Editorial Rating

9

Qualities

  • Well Structured
  • Overview
  • Concrete Examples

Recommendation

Based on their extensive knowledge of organizations and psychology, brothers Ori Brafman and Rom Brafman explain one major concept of self-undermining – and often unconscious – human behavior in each short chapter of their book. Then, they link the chapters together to present a comprehensive overview of behavioral patterns and issues. They cite compelling studies and fascinating examples, offering stories about irrational behaviors and the psychological forces behind them. The Brafmans seek to enlighten everyone who ever made a decision for the wrong reasons and anyone who wants to avoid the “sway” of irrational forces. Their clear conclusions will resonate with CEOs and others who bear responsibility and want to make more rational decisions and stay out of their own way. This readable, applicable manual could help you make big, important decisions – and all the little ones along the way.

Take-Aways

  • People rarely make decisions rationally and objectively.
  • Losses are always uncomfortable and have more impact than comparative gains.
  • “Loss aversion” can lead you to cling to a commitment that no longer works.

About the Authors

Ori Brafman, MBA, and Rom Brafman, PhD, speak on the psychology of behavior and group dynamics. Ori works with Fortune 500 companies and the government on organizational issues; Rom’s private practice focuses on interpersonal relationships.