Sway: The Irresistible Pull of Irrational Behavior | 
| Author: Ori Brafman
Creators: Rom Brafman, John Apicella
Publisher: HighBridge Company
Category: Book
List Price: $26.95
Buy New: $14.94
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Avg. Customer Rating:  23 reviews
Sales Rank: 88341
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
Availability: Usually ships in 1-2 business days
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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 18 more reviews...
 Sway, A small book that should have been smaller. July 26, 2008
0 out of 1 found this review helpful
The author analysis of irrational behavior could have been discussed in twenty or so pages. Not much of a book, but thankfully it was only 200 small pages.
 a decent book-let July 23, 2008
1 out of 2 found this review helpful
This is yet a another volume in the contemporary genre of books based on a single insight. In this case, the insight is that people often make predictably irrational decisions. This is interesting, and the authors assemble several anecdotes supporting their thesis, but a bit of judicious editing could have distilled their argument into a brief essay. Of course this would have been a less profitable format; one suspects the authors of exploiting an irrational bias favoring books over articles.
 Sometimes the smartest person in the room, isn't. July 22, 2008
2 out of 2 found this review helpful
Most people believe that their thoughts are completely rational without any sort of outside influence. "I am my own person and my thoughts are my own," most people would contend. However, after reading Sway, I see just how much tunnel vision people can have, including me. This tunnel vision can lead to a bad day, missed opportunities, or even the loss of life.
Thinking objectively seems easy and natural as we base our decisions on what we have learned over time. This, for obvious reasons, is a good thing. However, it can be detrimental if we are not adept enough to see the presented information through an unbiased lens in conjunction with our experiences. Not considering all facets of a situation in a way that is absent of useless, outside noise can stifle our personal growth as we hold to past beliefs that, from the current information, may not be true. After all, the earth is round.
As a counselor, I pride myself on being able to see things as they really are, and in cases of working with people, I can do this fairly well. However, Brafman and Brafman, helped me see my own shortcomings with certain decision making tactics and for this, I am thankful.
What I learned most from this book is the concept of Loss-Aversion. I have fallen prey to this often when rushing to be on time for an appointment. While I may have saved a few minutes, I have also sacrificed piece of mind and tolerable blood pressure for punctuality. I have sacrificed top-notch performance at meetings with colleagues, and all but ruined dates with my wife just because the clock said I was a little behind. I am its slave no more.
Sway is simplistically written which makes for an easy and enjoyable read for anyone wanting a little life-altering self-improvement. However, in its simplicity Sway gives the reader tools that can help in situations ranging from conquering negative group dynamics in a Fortune 500 company to determining if that painting in the thrift store is really worth its asking price.
Too many people don't see the invisible forces that influence their decisions. Experts, politicians, and even Sunday school groups all push our conclusions in directions that may or may not be accurate. In our quest for justice, equality, and truth, we must be willing to challenge the status quo, even if this means challenging authority figures, family members, and our own perception of the world around us.
Smartest book I have read this year. July 18, 2008
3 out of 3 found this review helpful
Wow! What a fabulous,timely, and perhaps overdue book. I was particularly impressed by their discussions of altruism versus addiction, and their ability to tie it to modern day screw-ups. Absolute Must-read for 2008. I am looking forward to their next book.
Sway: The Irresistible Pull of Irrational Behavior July 17, 2008
3 out of 3 found this review helpful
I thoroughly enjoyed this book! A friend recommended this book to me and I enjoyed it so much that I bought 3 copies for friends. The book will definitely get you thinking about how irrational we can be! With some of the examples, I saw myself and in others I saw people I know. It made me think but also made me laugh. There are other moments that even though a behavior may be irrational, it is a choice I would still make. Irrational is not always a bad thing! Other times, such as the job interview questions, it's important to question why we ask what we ask and what is it we really want to know.
There were moments that were, in a sense, disturbing as when a person will agree with everyone in a room simply because s/he does not want to be different.
A lot to think about and an easy read. I do recommend this book.
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