References

Chapter 1 Aim high

1MacDonald, K. (2008) One Red Paperclip: The Story of How One Man Changed His Life One Swap at a Time. Kyle MacDonald, Ebury Press.

2See www.telegraph.co.uk/women/mother-tongue/6559883/Families-spend-four-days-a-year-arguing.html (accessed 5 January 2022).

Chapter 2 Look for clues

1Matz, S.C. and Harari, G.M. (2020) Personality–place transactions: mapping the relationships between big five personality traits, states, and daily places. Journal of Personality and Social Psychology: Personality Processes and Individual Differences 120(5): 1367–1385. www.gwern.net/docs/psychology/personality2020-matz.pdf

2North, A., Hargreaves, D. and McKendrick, J. (1997) In-store music affects product choice. Nature 390: 132. https://doi.org/10.1038/36484

3Mitchell, G. (1999) Making Peace: The Inside Story of the Making of the Good Friday Agreement. William Heinemann.

4Levine, M., Prosser, A., Evans, D. and Reicher, S. (2005) Identity and emergency intervention: how social group membership and inclusiveness of group boundaries shape helping behavior. Personality & Social Psychology Bulletin 31: 443–453. https://doi.org/10.1177/0146167204271651

5Hirsh, J., Kang, S. and Bodenhausen, G. (2012) Personalized persuasion: tailoring persuasive appeals to recipients’ personality traits. Psychological Science 23: 578–581. https://doi.org/10.1177/0956797611436349

6https://www.academia.edu/9995428/The_paradox_of_project_control

Chapter 3 Listen, listen, listen

1Derber, C. (2000) The Pursuit of Attention: Power and Ego in Everyday Life. Oxford University Press.

2Kaplan, J., Gimbel, S. and Harris, S. (2016) Neural correlates of maintaining one’s political beliefs in the face of counterevidence. Scientific Reports 6, 39589. https://doi.org/10.1038/srep39589

3Zajonc, R.B. (1980) Feeling and thinking: preferences need no inferences. American Psychologist 35(2): 151–175. https://doi.org/10.1037/0003-066X.35.2.151

4See www.nytimes.com/2016/02/28/magazine/what-google-learned-from-its-quest-to-build-the-perfect-team.html (accessed 10 January 2022).

5Alison, E. and Alison, L. (2020) Rapport: The Four Ways To Read People. Vermilion.

6Lieberman, M.D., Eisenberger, N.I., Crockett, M.J., Tom, S.M., Pfeifer, J.H. and Way, B.M. (2007) Putting feelings into words: affect labeling disrupts amygdala activity in response to affective stimuli. Psychological Science 18(5): 421–428.

7Shapiro, D. (2016) Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. Penguin Books.

8Morwitz, V., Johnson, E. and Schmittlein, D. (1993) Does measuring intent change behavior? Journal of Consumer Research 20(1): 46–61. www.jstor.org/stable/2489199

9Greenwald, A.G., Carnot, C.G., Beach, R. and Young, B. (1987) Increasing voting behavior by asking people if they expect to vote. Journal of Applied Psychology 72(2): 315–318. https://doi.org/10.1037/0021-9010.72.2.315

10Huang, K., Yeomans, M., Brooks, A.W., Minson, J. and Gino, F. (2017) It doesn’t hurt to ask: question-asking increases liking. Journal of Personality and Social Psychology 113(3): 430–452. https://doi.org/10.1037/pspi0000097

11Yi Hu, Yinying Hu, Xianchun Li, Yafeng Pan and Xiaojun Cheng (2017) Brain-to-brain synchronization across two persons predicts mutual prosociality. Social Cognitive and Affective Neuroscience 12(12): 1835–1844.

12Stephens, G.J., Silbert, L.J. and Hasson, U. (2010) Speaker–listener neural coupling underlies successful communication. Proceedings of National Academy of Sciences USA 107(32): 14425–14430. https://doi.org/10.1073/pnas.1008662107

13Smirnov, D., Saarimäki, H., Glerean, E., Hari, R., Sams, M. and Nummenmaa, L. (2019) Emotions amplify speaker–listener neural alignment. Human Brain Mapping 40(16): 4777–4788. https://doi.org/10.1002/hbm.24736

Chapter 4 Be strong

1Arreguín-Toft, I. (2005) How the Weak Win Wars: A Theory of Asymmetric Conflict. Cambridge Studies in International Relations Book 99, Cambridge University Press.

2Noesner, G. (2010) Stalling For Time: My Life as an FBI Hostage Negotiator. Random House.

3Zak, P. (2013) The Moral Molecule: How Trust Works. Plume Books.

4John, L.K. (2016) How to negotiate with a liar. Harvard Business Review, July–August 2016.

5Lee, F., Peterson, C. and Tiedens, L. (2004) Mea culpa: predicting stock prices from organizational attributions. Personality and Social Psychology Bulletin 30(12): 1636–1649.

6Ho, B. and Liu, E. (2011) Does sorry work? The impact of apology laws on medical malpractice. Journal of Risk and Uncertainty 43: 141–167.

7Halperin, B., Ho, B., List, J. and Muir, I. (2022) Toward an understanding of the economics of apologies: evidence from a large-scale natural field experiment. The Economic Journal 132(641): 273–298.

8Dalio, R. (2017) Principles: Life and Work. Simon & Schuster.

9Tetlock, P. and Gardner, D. (2016) Superforecasting: The Art and Science of Prediction. Random House.

Chapter 5 Co-create the solution

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2Zartman, W. and Faure, G. (2011) Engaging Extremists: Trade-offs, Timing and Diplomacy. United States Institute of Peace Press.

3Grenny, J., Patterson, K., Maxfield, D., McMillan, R. and Switzler, A. (2013) Influencer: The New Science of Leading Change. McGraw-Hill.

4Osborn, A. (1942) How To Think Up. McGraw-Hill.

5Osborn, A. (1963) Applied Imagination: Principles and Procedures of Creative Problem Solving. Charles Scribner’s Sons.

6Blas, J. and Farchy, J. (2021) The World For Sale: Money, Power and the Traders Who Barter the Earth’s Resources. Oxford University Press.

7Lax, D. and Sebenius, J. (1986) The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain. The Free Press.

8Shapiro, D. (2016) Negotiating the Nonnegotiable: How to Resolve Your Most Emotionally Charged Conflicts. Penguin Books.

9Stone, D., Patton, B. and Heen, S. (2011) Difficult Conversations: How to Discuss What Matters Most. Penguin.

Chapter 6 Say it the right way

1Watkins, S. (2010) Bernie: The Biography of Bernie Ecclestone. Haynes Publishing.

2See www.youtube.com/watch?v=haCMlpDKxLk (accessed 6 January 2022).

3Danziger, S., Levav, J. and Avnaim-Pesso, L. (2011) Extraneous factors in judicial decisions. Proceedings of the National Academy of Sciences USA 108(17): 6889–6892. https://doi.org/10.1073/pnas.1018033108

4Valley, K.L. (2000) The electronic negotiator: negotiations over email. Harvard Business Review 78(1) (January–February): 16–17. Reprint F00103.

5Parlamis, J. and Ames, D. (2010) Face-to-face and email negotiations: a comparison of emotions, perceptions and outcomes. SSRN Electronic Journal. https://doi.org/10.2139/ssrn.1612871

6Feinberg, M. and Willer, R. (2012) The moral roots of environmental attitudes. Psychological Science 24(1): 56–62. https://doi.org/10.1177/0956797612449177

7Wolsko, C., Ariceaga, H. and Seiden, J. (2016) Red, white, and blue enough to be green: effects of moral framing on climate change attitudes and conservation behaviors. Journal of Experimental Social Psychology 65: 7–19.

8Loftus, E.F. and Palmer, J.C. (1974) Reconstruction of automobile destruction: an example of the interaction between language and memory. Journal of Verbal Learning and Verbal Behavior 13(5): 585–589.

9Vonk, R. (1998) The slime effect: suspicion and dislike of likeable behavior toward superiors. Journal of Personality and Social Psychology 74: 849–864. https://doi.org/10.1037/0022-3514.74.4.849

10McKenzie, C.R.M. and Nelson, J.D. (2003) What a speaker’s choice of frame reveals: reference points, frame selection, and framing effects. Psychonomic Bulletin & Review 10: 596–602. https://doi.org/10.3758/BF03196520

11Tversky, A. and Kahneman, D. (1986) Rational choice and the framing of decisions. The Journal of Business 59(4): Part 2, S251–S278.

12Burnham, T., McCabe, K. and Smith, V. (2000) Friend-or-foe intentionality priming in an extensive form trust game. Journal of Economic Behavior & Organization 43: 57–73. https://doi.org/10.1016/S0167-2681(00)00108-6

13Ariely, D. (2009) Predictably Irrational: The Hidden Forces That Shape Our Decisions. Harper.

14Crum, A.J. and Langer, E.J. (2007) Mind-set matters: exercise and the placebo effect. Psychological Science 18(2): 165–171.

15Kahneman, D., Knetsch, J.L. and Thaler, R.H. (1990) experimental tests of the endowment effect and the Coase theorem. Journal of Political Economy 98(6): 1325–1348. https://doi.org/10.1086/261737

16Langer, E.J. (1975) The illusion of control. Journal of Personality and Social Psychology 32: 311–328.

17Gallo, C. (2017) Talk Like TED: The 9 Public Speaking Secrets of the World’s Top Minds. Pan.

Afterword: Get better results, build better relationships, save the world

1Kalla, J.L. and Broockman, D.E. (2018) The minimal persuasive effects of campaign contact in general elections: evidence from 49 field experiments. American Political Science Review 112(1): 148–166.

2Broockman, D. and Kalla, J. (2016) Durably reducing transphobia: a field experiment on door-to-door canvassing. Science 352(6282): 220–224.