RT Book, Whole DB /z-wcorg/ DS http://worldcat.org ID 181072590 LA English T1 Sway : the irresistible pull of irrational behavior A1 Brafman, Ori., Brafman, Rom., PB Doubleday PP New York YR 2008 SN 9780385524384 0385524382 9780385530606 0385530609 AB A journey into the hidden psychological influences that derail our decision-making. Why is it so difficult to end a doomed relationship? Why do we listen to advice just because it came from someone "important"? Why are we more likely to fall in love when there's danger involved? Here, organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer these questions and more. Drawing on research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals forces that influence every aspect of our personal and business lives, including loss aversion, the diagnosis bias, and the "chameleon effect." The Brafmans not only uncover rational explanations for a wide variety of irrational behaviors, but also point readers toward ways to avoid succumbing to their pull.--From publisher description.