Sway: The Irresistible Pull of Irrational Behavior. Book author: Ori Brafman and Rom Brafman Reviewed by: John M. Grohol, Psy.D. ~ 7 min read. You know. Work that Rom and Ori Brafman have pulled together gives clues in this book review. Plus I add some commentary. Our Major Challenge is. Sway introduces us to the Harvard Business School professor who convinced In Sway, Ori and Rom Brafman not only uncover rational explanations for a wide .

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Refresh and try brafmna. Open Preview See a Problem? Thanks for telling us about the problem. Return to Book Page. Preview — Sway by Ori Brafman. 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 stock or end a doomed relationship? In Swayrenowned organizational thinker Brafmwn Brafman and his brother, psychologist Rom Brafman, answer all these questions and more.

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 hrafman explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.

Hardcoverpages. Published June 3rd by Crown Business first published January 1st To see what your friends thought of this book, please sign up. To ask other readers questions about Swayplease sign up. Lists with This Book. Mar 19, Trevor rated it it was amazing Shelves: First you need to find yourself an interesting verb — Sway in this case, obviously, but Snoop is bramfan good, as is Stick. Then you need some really good stories about people at the end of their tether.

Plane accidents are particularly good for this. Both Outliers and Sway both have plane crashes and both have you at the edge of your seat waiting for the inevitable.

Clearly these people are a danger to themselves, their families and the rest of the community. I mean, who would think to test how much more attractive you find a woman after crossing a rickety bridge?

What sort of sociopath would you need to be for that to present itself as something that you might like to test? If you do want to write one of these books it also seems to help if you are from Israel.

Oh, and you might want to write the book with your brother.

Not sure how this works either, but it does seem to. Made to Stick was also written by a pair of brothers. But I do mean to talk about who wants to be a millionaire, because this has really made me think.

I really love the French. And if you want to stop drinking our wine to protest — what can we say, but you will only be punishing yourselves. I brafmsn love to have that level of self-confidence. This is retold here in full and is probably worth the price of the book for that alone. Swag had missed the French reply to the proposal to change the name of French Fries to Freedom Fries simply because the French had the audacity to say that it might be dumb to invade Iraq.

Given that most rational people in the world would now agree with France probably means we should change the name again to Fickle Fries.

Sway: The Irresistible Pull of Irrational Behavior

But I distract myself. But in France or Russia this is not quite so simple a choice. In France if the audience thinks you are too thick to brafkan to win they are just as likely on mass to give you the wrong answer. In Russia if they think you are stepping too far out of line they are also as likely to give you the wrong brafamn. Imagine brfaman there are cultures that will decide whether to help you or not based on whether they think you deserve to win or not. This discussion really fascinated me.


If you ever needed some proof about why you should encourage your kids — this is it. This is a wonderfully well written book and one that really could not fail to amuse. Yet another of the long line of books on the troublesome boarder between economics and psychology that have been providing me with so much joy lately.

View all 35 comments. May 28, Lena braf,an it really liked it Shelves: I was not at all in the mood for another non-fiction book about human behavior when my husband asked if I wanted to read this one before he returned it to the library. I half-heartedly decided to scan a few pages before saying no, but I was quickly sucked in to a fictionalized re-creation of the last few hours in the cockpit of the KLM flight responsible seay the Tenerife crash that claimed the lives of people.

Though this book looks at research from social psychology, behavioral economic I was not at all in the mood for another non-fiction book about human behavior when my husband asked if I wanted to read this one before he returned it to braffman library. Though this book looks at research from social psychology, behavioral economics, and organizational behavior in order to explain why humans often make highly irrational hrafman, it does so in a compulsively readable fashion.

The authors brafmzn good storytellers who know how to engage the reader as they explain surprising findings from a whole host of diverse research. Though I was already familiar with how fear of loss and commitment to a position can have devastating effects on investors, I enjoyed reading about how these in-built habits played out on the football field and on anthropological digs.

People responsible for hiring others will benefit from the chapter explaining the flaws of the “first-date” style interview, and pretty much everyone would brafmxn well to read the stunning findings on how negative attitudes about aging can affect one’s health. The chapter in which the authors discuss how our innate capacity for altruism can be undermined by financial incentives is also fascinating, as is the authors’ discussion with Supreme Court Justice Stephen Breyer on the impact of a lone dissenting voice on our highest court.

In the epilogue, the bfafman summarize their main points and offer a few hints on how to avoid being negatively impacted by some of the factors most likely to sway us to make questionable choices.

Though I’m not certain how easy it will actually be to overcome the multiple evolutionary habits that cause us to make irrational choices, it was still terribly fun to read. May 06, Mohammad rated it liked it.

May 27, Otis Chandler rated it really liked it Recommended to Otis by: Quick read, and you learn about about psychology that you can apply to life or business. First impressions can sway our opinion of something for years to come regardless of subsequent performance.

If you label someone as a higher performer, top of class, leader, having command potential, etc – it will translate into them actually having it.

My high school motto was Principes Non Homines leaders not men – now I know why they thought that would work. You enjoy a restaurant 10 times more if the waiter is really nice, regardless of the food the product.

Same goes for any service or business relationship. So we usually approach things from either an brafmman perspective or a self-interested one. Money self-interest is not always the best motivator – sometimes pride in your country, brafmman city, what you do will inspire people much more. Feb 25, Orsolya rated it swwy it Shelves: The question is, why?


What psychological drive causes this behavior? Sadly, they are not quite successful. Instead of focusing on the psychology, biology, neurology, or similar fields; Brafman and Brafman instead offer chapter after chapter of case study after case study.

Much of the information is common sense and still just an introduction on the topic but it encourages further reading and exploration on the subject.

Followed by a brief notes section; Brafman and Brafman do try to cover their bases. However, if desiring a deep and multi-faceted scientific look; then this is not for you. I wish I could recommend this book, as the topic is an interesting and important one, but I can’t. It’s simply not well written or organized. Brafman treats the hot topic of cognitive biases and nonconscious factors that contribute to decision making, an area which has received enormous attention in recent years in cognitive and social psychology Wegner, Wilsonand economics Tversky.

I gather what brafmam trying to do is to present some of the basic findings to a lay audience. Either Brafman’s I wish I could recommend this book, as the topic is an interesting and important one, but I can’t. His organization of the basic concepts is simplistic and reductive, and the basic facts of the research are concealed by several thick interpretive layers. For readers who are not completely put off by scientific material — who would be comfortable, say, with “A Brief History of Time” or Science Daily — you will get much more from books like “The Illusion of Conscious Will” and “Strangers to Ourselves.

Sway: The Irresistible Pull of Irrational Behavior – Carol Sanford

Jul 15, Ross rated it it was ok Shelves: Think of the the Brafman brothers as a poor man’s Malcolm Galdwell. A very, very poor man. This might be the right call when presenting this material to a half-day corporate retreat. But it makes for a maddening read. Instead of building up their case based on evidence and support, brafmah authors simply assert their conclusions or the conclusions of the researchers on swy they rely? It’s never made clear. Instead of Think of the the Brafman brothers as a poor man’s Malcolm Galdwell.

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Instead of showing us something surprising, they simply append that descriptor before every other assertion. They don’t discuss or share the actual data so that you might draw your own conclusion, or verify theirs ; potential confounding factors wsay waived away or even worse left unaddressed; the statistical significance of brwfman “findings” also goes unremarked. I could go on. One of the authors claims to have studied “magical moments” but you would never know it because this book manages to generate none.

This book covers roughly the same behavioral economics territory considered in such recent books as Dan Ariely’s “Predictably Irrational” http: It had been stalking me on my Amazon recommendations queue for at least a year, but I had resisted it successfully until this weekend, when I came across it in the bookstore and finally succumbed.

I’m glad I did. I wasn’t expe This book covers roughly the same behavioral economics territory considered in such recent books as Dan Ariely’s “Predictably Irrational” http: