Sway: The Irresistible Pull of Irrational Behavior

by Rom Brafman and Ori Brafman

Book Overview

A fascinating journey into the hidden psychological influences that derail our decision-making, Sway will change the way you think about the way you think. Why is it so difficult to sell a plummeting... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0385530609
• Release Date: June 2009
• Publisher: Broadway Books
• Length: 206 Pages
• Weight: 0.48 lbs.
• Dimensions: 8.0" x 0.6" x 5.2"

Customer Reviews

Pull me, Push me

This is a smoothly written, enjoyable quick read that covers a really interesting subject. We all think we make rational, reasonable choices. But we all know of times that when we look back now we wonder if we really picked the right door, or maybe if 'psychological' reasons somehow pushed or pulled us towards an imperfect choice. This book is one of many neat books that takes solid research published in the growing fields of behavioural economics and social psychology, and then makes a readable whole out of them. There are riptides we feel underneath the waves we see. Not Freud or Jung psychobabble, but reliable biases and mental shortcuts that work for us most of the time. This book is about the times when they work against us. Cool stuff: Great examples bring the ideas to life. (Hearing a master play a Stradivarius on the NY subway, the academic reaction to the Piltdown man, a surprising secret in an Israeli army leadership training course. On and on.) No need for any prior psychology knowledge. Clearly lets the reader understand the non-intuitive principles involved. Includes recent research findings in a story driven format. Not bogged down by intellectual showing off or long digressions. There are references at the back for those who want to read the original research. What it is not: This ain't a definitive textbook. It is not new ground (but rather an overview of the field in a readable form). It doesn't get into details or any depth of why we behave in these ways, or how the behaviours may be connected. But that's OK, as long as you know you are buying a great general read not a graduate-level treatment. The book finds new veins of gold in the mine of psychological research that has already produced Robert Cialdini's `Influence,' Scott Plous's `The Psychology of Judgement and Decision Making,' and other cool books like `Nudge,' or ` Freakanomics.' An fascinating worthwhile read.

A self-help book hiding within a scientific treatise

What a great read! Well organized and smartly written, this exploration of the reasons behind irrational behavior is a real page turner. Oddly, reading it makes you feel good, as learning the reasons why people behave illogically makes you feel more in control. Another surprise: Even though this book is based on scientific thought, it is an easy and quick read. Witty and clear, it's filled with interesting, real-life examples of behavior, such as how Steve Spurrier's unusual style of coaching college football drives his competitors mad. (I should know: I went to FSU!) Apparently we're wired to act in irrational ways. Our brains are so averse to loss that we avoid it at all costs. People pay stupid amounts to rental-car companies for unnecessary "loss damage" protection. The head of safety at an airline takes off in a 747 without proper tower clearance, ignoring his own safety protocol, crashing and killing everyone aboard. Why? He didn't want to lose his reputation for always being on time. Once we recognize why our brains are setting us up for failure, we can consciously make other, smarter, choices. Sway takes much of the mystery out of irrational behavior. Here's the chapter list: 1. Anatomy of an Accident 2. The Swamp of Commitment 3. The Hobbit and the Missing Link 4. Michael Jordan and the First-Date Interview 5. The Bipolar Epidemic and the Chameleon Effect 6. In France, the Sun Revolves Around the Earth 7. Compensation and Cocaine 8. Dissenting Justice For a companion read I'd recommend another new book, The Drunkard's Walk: How Randomness Rules Our Lives.

A Magnetic Read (I've Been Swayed)

I've always considered myself pragmatic, logical, and clearly even-keeled. Then, I read Ori and Rom's book Sway: The Irresistible Pull of Irrational Behavior. It's a magnetic read and I zipped through it in 2 quick sittings. I rather like books that make me think twice about truths I hold self-evident. And Sway certainly made me think. Did I pre-judge my employees based on what others had said about them, or their previous jobs? Do I make rash (and possibly dangerous or stupid) choices when I'm committed to a certain plan of action and feel any diversion would be a loss? I certainly look for fairness in my business and personal transactions. But is fairness the key metric? Maybe not. The book has opened my eyes and mind to new ways of approaching my business activities and relationships and family interactions. Hopefully I will recognize in advance a moment where I might act rash or choose the wrong -- irrational -- path and think again about my choices.