简介
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.
目录
Table Of Contents:
Preface 1(8)
A little house on the Tel Aviv prairie
Asbestos and open-heart surgery
Ignoring the O-ring
Diagnosing the wrong patient
Where psychology and business collide
Anatomy of an Accident 9(16)
Taking off at Tenerife
The oversensitive egg shoppers
The lure of the flat rate
Would you like insurance with that? So long, Martha's Vineyard
The Swamp of Commitment 25(16)
Playing not to lose
Fun-n-Gun
Only the Gators walked out alive
The $204 twenty-dollar bill
The end of the Great Society
``We don't even know where the tunnel is.''
The Hobbit and the Missing Link 41(24)
The real-life Indiana Jones
The hunt for the missing link
The Stradivarius on the subway
What's in a five-cent hot dog, anyway? Homer Simpson and Piltdown Man
Can a discount drink decrease IQ? Shakespeare was wrong
A paleontological lineup
Michael Jordan and the First-Date Interview 65(24)
The curse of the low draft pick
The ``cold'' professor
What lovesick college freshmen have in common with HR managers
When a pretty face equals a higher interest rate
The ``mirror, mirror'' effect
The Joe Friday solution
The Bipolar Epidemic and the Chameleon Effect 89(22)
A psychiatric outbreak
Sugar pills and Prozac
Tricking Israeli army commanders
How to sound beautiful
How old do you feel? The love bridge
In France, the Sun Revolves Around the Earth 111(20)
Who wants to trick a millionaire? Splitting the pie
Sentimental car dealers
The talking cure for felons and venture capitalists
Russian justice
The rational Machiguenga
Compensation and Cocaine 131(18)
Switzerland's toxic conundrum
The GMAT rebels
The power of the pleasure center
Hijacking altruism
Fast times at ``Commie High.'' The anticipation factor
Dissenting Justice 149(20)
The Supreme Court conference
Peer pressure and Coke-bottle glasses
Ferris Bueller and the blocker
``We are not focusing on the name you give to potatoes.'' The captain is not God
Not just thinking out loud
Justice has been served
Epilogue 169(14)
Swimming with the riptide
The power of the long view
Zen economics
Propositional thinking
One man's trash is one woman's masterpiece
A cable guy, a banker, and a pharmaceutical rep
The real devil's advocate
Acknowledgments 183(4)
Notes 187(14)
Index 201
Preface 1(8)
A little house on the Tel Aviv prairie
Asbestos and open-heart surgery
Ignoring the O-ring
Diagnosing the wrong patient
Where psychology and business collide
Anatomy of an Accident 9(16)
Taking off at Tenerife
The oversensitive egg shoppers
The lure of the flat rate
Would you like insurance with that? So long, Martha's Vineyard
The Swamp of Commitment 25(16)
Playing not to lose
Fun-n-Gun
Only the Gators walked out alive
The $204 twenty-dollar bill
The end of the Great Society
``We don't even know where the tunnel is.''
The Hobbit and the Missing Link 41(24)
The real-life Indiana Jones
The hunt for the missing link
The Stradivarius on the subway
What's in a five-cent hot dog, anyway? Homer Simpson and Piltdown Man
Can a discount drink decrease IQ? Shakespeare was wrong
A paleontological lineup
Michael Jordan and the First-Date Interview 65(24)
The curse of the low draft pick
The ``cold'' professor
What lovesick college freshmen have in common with HR managers
When a pretty face equals a higher interest rate
The ``mirror, mirror'' effect
The Joe Friday solution
The Bipolar Epidemic and the Chameleon Effect 89(22)
A psychiatric outbreak
Sugar pills and Prozac
Tricking Israeli army commanders
How to sound beautiful
How old do you feel? The love bridge
In France, the Sun Revolves Around the Earth 111(20)
Who wants to trick a millionaire? Splitting the pie
Sentimental car dealers
The talking cure for felons and venture capitalists
Russian justice
The rational Machiguenga
Compensation and Cocaine 131(18)
Switzerland's toxic conundrum
The GMAT rebels
The power of the pleasure center
Hijacking altruism
Fast times at ``Commie High.'' The anticipation factor
Dissenting Justice 149(20)
The Supreme Court conference
Peer pressure and Coke-bottle glasses
Ferris Bueller and the blocker
``We are not focusing on the name you give to potatoes.'' The captain is not God
Not just thinking out loud
Justice has been served
Epilogue 169(14)
Swimming with the riptide
The power of the long view
Zen economics
Propositional thinking
One man's trash is one woman's masterpiece
A cable guy, a banker, and a pharmaceutical rep
The real devil's advocate
Acknowledgments 183(4)
Notes 187(14)
Index 201
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