by Ori Brafman
First published 2008
Psychological forces sabotage our decisions in predictable ways. Organizational thinker Ori Brafman and psychologist Rom Brafman examine why we cling to failing stocks, listen to authority figures without question, and make poor choices under pressure. The authors identify three key biases that distort our judgment: loss aversion drives us to avoid perceived losses at any cost, diagnosis bias locks us into first impressions, and the chameleon effect makes us conform to arbitrary labels. Through research from social psychology, behavioral economics, and organizational behavior, the book reveals how these forces operate in business and personal life. The Brafmans present compelling case studies, from a Harvard professor's classroom auction to an airline safety expert who ignored protocol and transformed his industry. They explore why job interviews predict nothing, how NBA draft picks disappoint, and how Supreme Court justices navigate group pressure. The book connects irrational behaviors to rational explanations while offering strategies to resist these psychological traps.
Genres: psychology, social-science, business, non-fiction, academic
Vibes: intimate, suspenseful, thought-provoking
Tropes: case-studies, research-driven
206 pages · Hardcover · Crown Business