Most Popular Books 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? 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? In Sway, renowned organizational thinker Ori Brafman and his brother, psychologist Rom Brafman, answer all these questions and more. Drawing on cutting-edge research from the fields of social psychology, behavioral economics, and organizational behavior, Sway reveals dynamic forces that influence 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), and the “chameleon effect” (our tendency to take on characteristics that have been arbitrarily assigned to us). Sway introduces us to the Harvard Business School professor who got his students to pay $204 for a $20 bill, the head of airline safety whose disregard for his years of training led to the transformation of an entire industry, and the football coach who turned conventional strategy on its head to lead his team to victory. We also learn the curse of the NBA draft, discover why interviews are a terrible way to gauge future job performance, and go inside a session with the Supreme Court to see how the world’s most powerful justices avoid the dangers of group dynamics. 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 rational explanations for a wide variety of irrational behaviors but also point readers toward ways to avoid succumbing to their pull.

If you cut off a spider''s leg, it''s crippled. If you cut off its head it dies. But if you cut off a starfish''s leg it grows a new one and the old leg can grow into an entirely new starfish. Some organisations are as decentralised as the starfish, with no control or grand strategy, such as Craigslist and Napster who both were originally run by their customers. This new book proves that this type of leadership is primed to take over the world. Major companies are starting to decentralise with great results. This is a guide to the theory behind decentralisation.

You know the feeling. You meet someone new—at a party or at work—and you just hit it off. There is an instant sense of camaraderie. In a word, you “click.” From the bestselling authors of Sway, Click is a fascinating psychological investigation of the forces behind what makes us click with certain people, or become fully immersed in whatever activity or situation we’re involved in. From two co-workers who fall head over heels for each other while out to dinner and are married a month later (and fifteen years later remain just as in love), to a team of scientists who changed the world with the magic of their invention, these kinds of peak experiences, when our senses are completely focused on the moment, are something that individuals—and companies—strive to achieve. After all, when you’re in the “zone,” you’re happier and more productive. Why is it that we click in certain situations and with certain people, but not with others? Can this kind of magical connection be consciously encouraged? Is there a way to create such peak experiences, whether on a date or in your job? According to Ori and Rom Brafman, there is. In a powerful, story-driven narrative that weaves together cutting-edge research in psychology and sociology, the Brafmans explore what it means to “click”: the common factors present when our brain and senses are fully engaged. They identify five “accelerators” that increase the likelihood of these kinds of magic connections in our work and relationships. From actors vying for a role on a popular TV series to police officers negotiating with hostage takers, we learn how one can foster an environment where we can click with another person and shape our thinking, behavior, and emotions. A fascinating journey into how we engage with the world around us, Click will transform our thinking about those moments when we are in the zone and everything seems to fall into place. Acclaim for Sway: “A provocative new book about the psychological forces that lead us to disregard facts or logic and behave in surprisingly irrational ways.” –New York Times “A unique and compulsively readable look at unseen behavioral trends.” –Fortune "A breathtaking book that will challenge your every thought, Sway hovers above the intersection of Blink and Freakonomics."--Tom Rath, coauthor of the New York Times #1 bestseller How Full Is Your Bucket? “[An] engaging journey through the workings—and failings—of the mind…Their stories of senselessness…are as fascinating as the lessons we learn from them.” –Fast Company "Count me swayed--but in this instance by the pull of entirely rational forces. Ori and Rom Brafman have done a terrific job of illuminating deep-seated tendencies that skew our behavior in ways that can range from silly to deadly. We''d be fools not to learn what they have to teach us."--Robert B. Cialdini, author of New York Times bestseller Influence "If you think you know how you think, you''d better think again! Take this insightful, delightful trip to the sweet spot where economics, psychology, and sociology converge, and you''ll discover how our all-too-human minds actually work."--Alan M. Webber, founding editor of Fast Company

A WALL STREET JOURNAL BEST-SELLING BOOK NAMED BY THE WASHINGTON POST AS ONE OF THE 11 LEADERSHIP BOOKS TO READ IN 2018 Radical Inclusion: What the Post-9/11 World Should Have Taught Us About Leadership examines today’s leadership landscape and describes the change it demands of leaders. Dempsey and Brafman persuasively explain that today’s leaders are in competition for the trust and confidence of those they lead more than ever before. They assert that the nature of power is changing and should not be measured by degree of control alone. They offer principles for adaptation and bring them to life with examples from business, academia, government, and the military. In building their argument, Dempsey and Brafman introduce several concepts that illuminate both the vulnerability and the opportunity in leading today: Radical Inclusion. Fear of losing control in our fast-paced, complex, highly scrutinized environment is pushing us toward exclusion―exactly the wrong direction. Leaders should instead develop an instinct for inclusion. The word “radical” emphasizes the urgency of doing so. The Era of the Digital Echo. The speed and accessibility of information create “digital echoes” that make facts vulnerable, eroding the trust between leader and follower. Relinquishing Control to Preserve Power. Power and control once went hand in hand, but no longer. In today’s environment, control is seductive but unlikely to produce optimum, affordable, sustainable solutions. Leaders must relinquish and share control to build and preserve power. The principles discussed in Radical Inclusion are memorable and the book is full of engaging stories. From a young vegan’s confrontation with opponents in Berkeley to a young lieutenant’s surprising visitor during the Cold War, from a reflection on the significance of Burning Man to a discussion of challenges faced in the Situation Room, Radical Inclusion will provide you with leadership tools to address real leadership challenges.

Outlines professional strategies that reveal how efficient organizations from Fortune 500 companies to the U.S. Army are benefitting from small allowances of unstructured space and disruption in their planning and decision-making processes.

Korean edition of SWAY: The Irresistible Pull of Irrational Behavior by a psychologist Rom Brafman and his brother, a business expert, Ori Brafman. In Korean. Distributed by Tsai Fong Books, Inc.

Giới thiệu Dựa trên những nghiên cứu sâu sắc về các lĩnh vực tâm lý xã hội, kinh tế học hành vi và hành vi tổ chức, nhà lý luận xã hội học nổi tiếng Ori Brafman đã khám phá ra nhiều tác động tâm lý có sức ảnh hưởng đến đời sống cá nhân và công việc của mỗi người, bao gồm tâm lý lo sợ thiệt hại (xu hướng thoái lui nhằm tránh thiệt hại, tổn thất có thể xảy ra), hiện tượng sai lệch chẩn đoán (tình trạng con người mất khả năng đánh giá và nhận định lại những xét đoán ban đầu về một người hay một sự việc nào đó) và hiệu ứng tắc kè hoa (xu hướng chấp nhận cả những tính cách vốn bị người khác gán ghép tùy tiện cho bản thân mình). Lối Mòn Của Tư Duy Cảm Tính không chỉ giúp bạn thay đổi quan hệ về thế giới xung quanh mà còn giúp bạn thay đổi cách tư duy của chính mình. Với lối mòn của tư duy cảm tính, hai tác giả Ori và Rom mang đến cho người đọc những nhận định khách quan, giải thích cho hàng loạt các hành vi cảm tính đồng thời giới thiệu về các phương pháp có thể giúp chúng ta chế ngự và vượt quan những tác động tiêu cực của lối tư duy này

Analyse van de psychologische processen die mensen in uiteenlopende situaties verleiden tot irrationeel gedrag.

¿Qué tienen en común la crisis de la industria discográfica y el 11-S? Ambos son fenómenos propulsados por un mismo principio: cuando Napster fue eliminado del mapa nacieron eMule y Kazaa. Y cuanto más se combate a Al Qaeda surgen nuevas células y más pod

Krijg inzicht in de verbazingwekkende kracht die enkele van de succesvolste bedrijven van nu aan elkaar verbindt. Als je het hoofd van een spin afhakt, gaat hij dood. Maar als je een arm van een zeester afhakt, groeit er een nieuwe aan. De afgehakte arm kan zelfs uitgroeien tot een nieuwe zeester. Wat is de verborgen kracht achter het succes van Wikipedia, craigslist en Skype? Wat hebben eBay en General Electric gemeen met vrouwenrechtenbewegingen en tegenstanders van de slavernij? Door welke fundamentele keuze bewandelen General Motors en Toyota volstrekt verschillende paden? Waarom was het winnen van een zaak bij het hooggerechtshof de grootste fout die MGM kon maken? Na een vijf jaar durend baanbrekend onderzoek komen Ori Brafman en Rod A. Beckstrom met enkele onverwachte antwoorden, aangrijpende verhalen en onwaarschijnlijke overeenkomsten. De zeester en de spin betoogt dat organisaties uiteenvallen in twee categorieën: de traditionele ‘spinnen’, die een strakke hiërarchie en top-downleiderschap hebben, en de revolutionaire ‘zeesterren’, die vertrouwen op de kracht van samenwerken. De zeester en de spin verklaart wat er precies gebeurt wanneer zeesterren spinnen aanpakken (zoals de muziekindustrie versus Napster en Kazaa) en laat zien dat gevestigde organisaties en instellingen, van IBM tot de regering van de VS, hiervan leren en de zeesterprincipes inlijven om (weer) succesvol te worden. De zeester en de spin is een zeldzaam boek dat je kijk op de wereld zal doen veranderen.

Là cuốn cẩm nang gợi mở những ý tưởng mới nhất về hình thái giao tiếp giữa con người với nhau, "Bắt Sóng Cảm Xúc" còn là một chuyến đi thú vị khám phá cách bạn hòa nhịp với thế giới quan xung quanh mình, làm thay đổi cách nghĩ của bạn trong những khoảnh khắc khi bạn rơi vào vùng cảm xúc đặc biệt và mọi thứ dường như đã được đặt vào vĩ đạo. Đến từ hai tác giả nổi tiếng của cuốn Sway ( Lối Mòn Của Tư Duy Cảm Tính)," Bắt Sóng Cảm Xúc" là cuộc khám phá tâm lý thú vị về những động lực và cảm xúc khiến chúng ta như bị hút vào những con người nhất định và đôi bên trở thành thân thiết với nhau trong các hoạt động hoặc các tình huống có liên quan. Nếu việc bắt sóng cảm xúc mang đến những điều kỳ diệu đến vậy, thì liệu chúng ta có thể tạo ra mối gắn kết đặc biệt đó trong một cuộc hẹn hò hoặc công việc hay không? Vì sao ngay lập tức chúng ta cảm mến người này mà không phải là người khác? Có cách nào để tạo nên những trải nghiệm đặc biệt như vậy không? Theo Ori và Rom Brafman, tất cả những câu hỏi trên đều có câu trả lời.

Wir alle kennen es: Man hält an einer Entscheidung fest, obwohl deutlich absehbar ist, dass sie falsch ist. Schlimmer noch, man ignoriert alle Warnungen, verpasst die Gelegenheit, die Katastrophe abzuwenden und steuert sogar noch direkt in sie hinein. Ein unerklärliches Verhalten? Mitnichten, sagen Ori und Rom Brafman.

Los autores son expertos en liderazgo y en organizaciones y la tesis que exponen es la de necesidad de que exista un caos contenido en nuestras vidas de forma tal que ideas nuevas puedan emerger "de la nada" Los autores argumentan que las estructuras jerárquicas pueden ser muy útiles para algunas organizaciones pero impiden la creatividad e innovación. Una dosis de caos controlado delimitado a algunos momentos y espacios puede permitir que afloren nuevas maneras de resolver los problemas. Este breve libro ofrece un amplio espectro de posibilidades para enfrentarse a los desafíos de las empresas y las organizaciones en general.

Es hat etwas Magisches an sich: Wenn es zwischen zwei oder mehr Menschen »clickt«, stellt sich in Sekundenschnelle eine tiefe Vertrautheit ein. Ein Gefühl, das alle Grenzen sprengt, das die Kreativität enorm beflügelt und ungeahnte Energie freisetzt. Mit anderen Worten: Es hat gefunkt! Ori und Rom Brafman haben erforscht, worauf die Magie solcher Begegnungen beruht und wie wir solche Momente in unserem Leben herbeiführen können. Plötzlich passt alles zusammen: Eine Mannschaft spielt so gut wie nie zuvor, eine Gruppe Wissenschaftler stößt auf eine Entdeckung, die die Welt verändert, zwei Menschen verlieben sich. Jeder kennt das Phänomen, alle wünschen es herbei – doch wie kommt es zu diesem magischen Moment ? Die beiden Bestsellerautoren beschreiben auf der Grundlage neuester psychologischer Erkenntnisse, wie dieses unmittelbare und zugleich dauerhafte Gefühl der Nähe entsteht. Und sie zeigen, welche »Click«-Beschleuniger eingesetzt werden können, um einen solchen Moment herbeizuführen – egal ob privat, im Beruf oder im Team.

Wenn man einer Spinne den Kopf abreißt, dann stirbt sie. Aber wenn man einem Seestern ein Bein abschneidet, dann wächst ihm ein neues. Und das andere Bein kann zu einem komplett neuen Seestern heranwachsen. Herkömmliche Organisationen, die auf Hierarchien fußen, sind wie Spinnen. Aber nun beginnen Seesternorganisationen, das Gesicht der Wirtschaft und der Welt zu verändern. Was ist die versteckte Macht hinter dem Erfolg von Wikipedia, Craigslist und Skype? Was haben eBay, General Electric mit der Anti-Sklavereibewegung und der Frauenrechtsbewegung gemeinsam? Welche Grundsatzentscheidung ließ General Motors und Toyota zwei ganz verschiedene Pfade beschreiten? Wieso kann ein siegreich beendetes Verfahren vor dem Obersten Gerichtshof der USA der größte Fehler sein, den MGM jemals gemacht hat? Ori Brafman und Rod A. Beckström bieten unverhoffte Antworten, mitreißende Geschichten und unglaubliche Verknüpfungen. In "Der Seestern und die Spinne" behaupten sie, dass es zwei Kategorien von Organisationen gibt: traditionelle "Spinnen", die starre Hierarchien und Befehlsketten von oben nach unten haben, und revolutionäre "Seesterne", die sich auf die Macht von Beziehungen unter Gleichgestellten stützen. "Der Seestern und die Spinne" erkundet, was passiert, wenn Seesterne gegen Spinnen kämpfen (so wie die Musikindustrie gegen Napster, Kazaa und alle ihre Nachfolger vorging). Das Buch zeigt, wie alteingesessene Unternehmen und Institutionen lernen, mit Prinzipien der Seesternorganisation erfolgreicher zu sein. Der Seestern und die Spinne ist eines der seltenen Bücher, das Ihr Verständnis der Welt komplett verändern wird.

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 English publisher description.

Recurriendo a investigación de vanguardia en los campos de la psicología social, la economía conductual y la conducta organizacional, El impulso racional analiza diversas fuerzas que influyen en nuestra vida personal y profesional y determinan comportamientos incompatibles con la razón: la aversión a la pérdida (la tendencia a hacer todo lo posible para evitar aquello que es percibido como un perjuicio), el sesgo diagnóstico (la incapacidad para reconsiderar nuestros juicios iniciales sobre personas y situaciones) o el «efecto camaleón» (la inclinación a asumir características que se nos han asignado de manera arbitraria).

Veel managers proberen onzekerheid en verwarring te vermijden. Maar een goede manager weet ze juist als instrumenten voor succes te gebruiken. Managementgoeroe Ori Brafman legt op vlotte en heldere wijze uit hoe een beetje chaos elke organisatie innovatiever en succesvoller kan maken. Brafman werkte onder andere met het Amerikaanse leger, verschillende start-ups en multinationals en hielp ze om af en toe bewust chaos te creëren, bijvoorbeeld door te vergaderen zonder agenda of door toeval een rol te geven in processen. `Een goede manager zaait verwarring biedt naast deze spraakmakende voorbeelden praktische handvatten om onzekerheid te benutten als bron van energie en creativiteit. ''Dit nuttige en praktische boek zal met open armen ontvangen worden door managers die op zoek zijn naar nieuwe manieren om te innoveren.'' PUBLISHERS WEEKLY Bron: Flaptekst, uitgeversinformatie.

本书提示了影响我们个人生活和商业生活所有方面的动态力量。内容包括:机场跑道上的鲁莽决定;牵累的沼泽地;霍比特人和“缺失的环节”等。

Onderzoek naar de achtergronden van de verbondenheid die mensen opeens met elkaar kunnen voelen en die hen aanzet tot samenwerking, creativiteit en liefde.

O que faz as pessoas tomarem atitudes irracionais no dia a dia? Que forças psicológicas estão por trás dos comportamentos irracionais? Como essas forças atuam na vida de cada um? Quando se está mais vulnerável a elas? Como afetam a carreira, os relacionamentos pessoais e os negócios? Quando colocam em risco as finanças, e mesmo a vida? E por que as pessoas não percebem quando estão sendo desestabilizadas por essas forças? Em ''A Força do Absurdo'', os autores exploram algumas das forças psicológicas que tiram o pensamento racional dos trilhos. NEste livro, os autores trazem uma série de explicações racionais para uma variedade de comportamentos irracionais. O Livro acrescenta descobertas sobre a ciência de tomar decisões e revela como podemos evitar ser arrastados pela atração da impulsividade. PAra ilustrar as diversas maneiras de como a capacidade lógica pode ser subvertida pela força do absurdo, os autores citam episódios de comportamentos irracionais - Por que a presença de médicos de jalecos brancos no quiosque Nathan''s de Nova York alavancou as vendas de cachorro-quente? Como um professor de Harvard convenceu seus alunos a pagar mais de 200 dólares por uma nota de 20 dólares? Por que a entrevista não é uma ferramenta eficaz na escolha de um candidato a emprego? Essa última pergunta é um exemplo para ilustrar a incidência do impulso em todas as decisões cotidianas, das mais simples às mais formais. PAra os irmãos Brafman, por exemplo, o grande erro dos empregadores é insistir no processo de entrevista marcado pelo clima de ''primeiro encontro''. PAra os autores é preciso nessas ocasiões focalizar em experiências profissionais anteriores e apresentar situações hipotéticas do novo ambiente de trabalho. EM ''A Força do Absurdo'', eles oferecem explicações racionais sobre uma variedade de comportamentos irracionais e revelam como é possível evitar ser arrastado pela força do absurdo.