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Nonfiction: Business & Economics
Unabridged   4.75 hour(s)
Publication date: 06/17/2008


The Irresistible Pull of Irrational Behavior

Available from major retailers or BUY FROM AMAZON
Audio CD ISBN:9781598876291
Digital Download ISBN:9781598876307


Drawing on the latest research from social psychology, behavioral economics, and organizational behavior, Sway reveals the dynamic forces that derail our decision-making and our personal and business lives—and helps listeners avoid falling victim to those forces.

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Product Description

Like the bestselling 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—tours the flip side of reason and points us toward a more rational life.


“It's almost impossible to not see yourself in this book somewhere. It's almost impossible not to change your behavior. And it's almost impossible to put this book down once you start it. Sway is way fascinating.”
      —Business Edge News Magazine

Author Bio

ORI BRAFMAN is the author of the critically acclaimed The Starfish and the Spider. A sought-after speaker, he has addressed Microsoft, Amazon, the Stanford Business School, UC Berkeley’s Haas School of Business, and the Harvard Business School. A lifelong entrepreneur who launched a network of more than 1,000 CEOs working for peace and economic development projects, he holds a BA in peace and conflict studies from Berkeley and an MBA from Stanford Business School.

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