Give and Take: a revolutionary Approach to Success pdfdrive com

Disclaimer
: Amani El-Alayli, Christoffer J. Myers, Tamara L. Petersen, and Amy L. Lystad, “I Don’t Mean
to Sound Arrogant, But . . . The Effects of Using Disclaimers on Person Perception,” Personality
and Social Psychology Bulletin 34 (2008): 130–143.
Barton Hill
: Personal interview (March 19, 2012).
psychologists in California
: Cameron Anderson and Gavin J. Kilduff , “Why Do Dominant Personalities
Attain Influence in Face-to-Face Groups? The Competence-Signaling Effects of Trait Dominance,”
Journal of Personality and Social Psychology 96 (2009): 491–503.
Psychologists in Amsterdam
: Barbora Nevicka, Femke S. Ten Velden, Annebel H. B. de Hoogh, and
Annelies E. M. Van Vianen, “Reality at Odds with Perception: Narcissistic Leaders and Group
Performance,” Psychological Science 22 (2011): 1259–1264.
pizza franchises
: Adam M. Grant, Francesca Gino, and David A. Hofmann, “Reversing the Extraverted
Leadership Advantage: The Role of Employee Proactivity,” Academy of Management Journal 54
(2011): 528–550.
research scientist
: Personal interview with Annie (June 13, 2012).
exercising influence when we lack authority
: Katie A. Liljenquist, “Resolving the Impression
Management Dilemma: The Strategic Benefits of Soliciting Others for Advice” (PhD diss.,
Northwestern University, 2010); and Katie A. Liljenquist and Adam Galinsky, “Turn Your
Adversary into Your Advocate,” Negotiation (2007): 4–6.
effective ways to influence
: Gary Yukl and J. Bruce Tracey, “Consequences of Influence Tactics Used with
Subordinates, Peers, and the Boss,” Journal of Applied Psychology 77 (1992): 525–535; and Gary
Yukl, Helen Kim, and Cecilia M. Falbe, “Antecedents of Influence Outcomes,” Journal of Applied
Psychology 81 (1996): 309–317.