Why are we more susceptible to falling in love when we feel we are in danger?How was a Harvard Business School professor able to convince a student to pay 208 dollars for a twenty-dollar bill?What caused the head of safety at KLM Airlines to disregard his training and the rules of aviation, leading to the deadliest airline crash in history?In SWAY, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, explain what these phenomena have in common by revealing the hidden psychological forces that drive irrational behavior.Drawing on the latest research from social psychology, behavioral economics, and organizational behavior, the Brafmans reveal the ongoing dynamic forces that affect nearly every aspect of our personal and business lives, including:• Loss aversion: our tendency to go to great lengths to avoid perceived losses • The diagnosis bias: our inability to reevaluate our initial diagnosis of a person or situation• Commitment: our reluctance to change the course of a plan or decision, even when it's not workingA lively and thought-provoking narrative in the bestselling tradition of Blink, SWAY shows how these and other psychological undercurrents distort logical thought, and reveals how readers can avoid falling victim to them....Continua
The author is a good story teller. His presentation is well organized to illustrate his points. Loss aversion? Committment to our own past/path? Auction of a $20 note is a good demonstration. Value attribution? nobody pay attention to the performance a well-known violinist who dresses like street performer. I do learn an important lesson to keep all stakeholders apprised when you have to push something out.
Last but not least, I like the way the first page of each cahpter is designed - a flow of idea of the forthcoming chapter!...Continua
This is a well written book. I jumped into it once I bought it without going through the preface and prologue, until I finished it.
This book has some similarities with Ori Brafman's another book "The Starfish and The Spider". He effectively used stories to illustrate the of social and psychological phenomenons and transcended them into theories, avoiding hard and boring terminologies and hypothesis.
The book provokes a lot of thinking. As an information security professional I always wonder why educated people make wrong decisions on risk management, even though they are aware of all the risks. "Sway" is one missing link to the mystery of human mind. "Bruce Schneier on Security" is another book by a security guru who speaks both languages of information security and psychology....Continua