September 20th 2022
The Undoing Project. A friendship that changed our minds. Michael Lewis.
The Undoing Project. A friendship that changed our minds. Michael Lewis. 2017. ISBN 978039324594. A story by the author of Moneyball. The story of the work by Daniel Kahneman & Amos Tversky. These two genius psychologists have affected so much of our daily decisions by relating psychology to economics and dealing with real situations. For example, they discovered that our fear of loss is so much larger than then the appreciation of gain. Something used by every successful sales person and politician. The work (and there is a lot of it) now permeates so much of our perceptions of the world and how items are framed to us. Man is fallible and not purely rational and these two found numerous insights into our fallibility. Prior to these two, economists were stuck in believing in the rational man. Making this shift took a long time. After Tversky passed away, Kahneman went on to so any plaudits ( Nobel Prize) and recognition. Lewis does a great job of showing us their humanness and their powerful synergy with the work they did together. Every sales manager needs to read this one.
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Category: History, Lifeskills, Sales Effectiveness, Strategy
