NOTES

INTRODUCTION

1. Pentland, A. (2008). Honest signals: How they shape our world. Cambridge, MA: MIT Press.

2. Tsukiura, T., & Cabeza, R. (2008). Orbitofrontal and hippocampal contributions to memory for face-name associations: The rewarding power of a smile. Unedited manuscript published online. www.ncbi.nlm.nih.gov/pmc/articles/PMC2517599.

CHAPTER ONE: LEADERSHIP AT A GLANCE

1. Keim, B. (2008, April). Brain scanners can see decisions before you make them. Wired. www.wired.com/science/discoveries/news/2008/04/mind_decision.

2. Tracy, J. L., & Matsumoto, D. (2008). The spontaneous expression of pride and shame: Evidence for biologically innate nonverbal displays. Proceedings of the National Academy of Sciences, 105, 11655–11660.

3. Westen, D. (2007). The political brain: The role of emotion in deciding the fate of the nation. New York: PublicAffairs, p. 294.

4. Ambady, N., & Rosenthal, R. (2000). Thin slices of expressive behavior as predictors of interpersonal consequences: A metaanalysis. Psychological Bulletin, 111, 256–274.

5. Amabile, T. (1983, March). Brilliant but cruel: Perceptions of negative evaluators. Journal of Experimental Social Psychology, 19, 146–156.

6. Goman, C. K. (2008). The nonverbal advantage: Secrets and science of body language at work. San Francisco: Berrett-Koehler, pp. 17–18.

7. Thorndike, E. L. (1920). A constant error on psychological rating. Journal of Applied Science, 82, 665–674.

8. Project Implicit. Implicit Associations Test (IAT). https://implicit.harvard.edu/implicit/.

9. Kelly, S. D., Kravitz, C., & Hopking, M. (2004). Neural correlates of bimodal speech and gesture comprehension. Brain and Language, 89, 253–260.

CHAPTER TWO: NEGOTIATION

1. Pentland, A. (2008, Fall). Understanding “honest signals” in business. MIT Sloan Management Review, 50(1), 70–75.

2. Stark, P. (2004). Become a master negotiator. Everyone Negotiates. www.everyonenegotiates.com/newsletter/archive/Master%20Negotiator%20issue%209.htm.

3. Nierenberg, G., & Calero, H. (1971). How to read a person like a book. New York: Pocket Books, p. 56.

4. Temple-Raston, D. (2007, October). Neuroscientist uses brain scan to see lies form. NPR. www.npr.org/templates/story/story.php?storyId=15744871.

CHAPTER THREE: LEADING CHANGE

1. Goleman, D. (2002). The new leaders: Transforming the art of leadership into the science of results. London: Sphere, p. 3.

2. Damasio, A. (2009). This time with feeling. FORA.tv interview. http://fora.tv/2009/07/04/Antonio_Damasio_This_Time_With_Feeling#fullprogramFORA.tv.

3. Barsade, S. (2001, August). The ripple effect: Emotional contagion in groups. Yale School of Management Working Paper Series, OB-01. http://papers.ssrn.com/abstract=250894.

4. Restak, R. (2006). The naked brain: How the emerging neurosociety is changing how we live, work, and love. New York: Three Rivers Press, p. 103.

5. Davis, S. F., & Palladino, J. J. (2000). Psychology (3rd ed.). Upper Saddle River, NJ: Prentice-Hall.

6. Ekman, P. (1983). Autonomic nervous system activity distinguishes among emotions. Science, 221(4616), 1208–1210.

7. Koch, S., Holland R., Hengstler M., & van Knippenberg, A. (2009). Body locomotion as regulatory process: Stepping backward enhances cognitive control. Psychological Science, 20, 549–550.

8. Hanna, J. (2010, September 20). Power posing: Fake it until you make it. Harvard Business School Working Knowledge. http://hbswk.hbs.edu/item/6461.html.

9. Moorehead, M. V. (1992, February 26). Is acting really in your blood? Scientists check out a dramatic clue to good health. Phoenix NewTimes. www.phoenixnewtimes.com/1992-02–26/news/is-acting-really-in-your-blood-local-scientists-check-out-a-dramatic-clue-to-good-health/.

10. Gross, J. (2000, July 6). Emotion lab. Quantum. ABC Television. www.abc.net.au/quantum/stories/s146172.htm.

11. Sanfey, A., Rilling, J., Aronson, J., Nystrom, L., & Cohen, J. (2003, June). The neural basis of economic decision-making in the ultimatum game. Science, 300(5626), 1755–1758.

CHAPTER FOUR: COLLABORATION

1. Eisenberger, N. I., Lieberman, M. D., & Williams, K. D. (2003). Does rejection hurt? An fMRI study of social exclusion. Science, 302(5643), 290–292.

2. Mother Teresa quotes. BrainyQuotes. www.brainyquote.com/quotes/authors/m/mother_teresa_2.html.

3. Poster presented at the 14th conference of the International Society for Research on Emotions, Bari, Italy, July 11–15, 2005.

4. Van baaren, R. B., Holland, R. W., Kawakami, K., & van Kippenberg, A. (2009). Mimicry and prosocial behavior. Psychological Science, 15(1), 71–74.

5. Wiltermuth, S. S., & Heath, C. (2009). Synchrony and cooperation. Psychological Science, 20(1). www.glocha.info/glocha350/images/stories/pdf/wiltermuth-2009-music_evolution_synchrony_cooperation.pdf.

6. Beukeboom, C. (2008, September). When words feel right: How affective expressions of listeners change a speaker's language use. European Journal of Social Psychology, 39, 747–756.

7. Rhem, J. (1999, February). Pygmalion in the classroom. National Teaching & Learning Forum, 8(2). www.ntlf.com/html/pi/9902/pygm_1.htm.

8. Riggio, R. (2009, April). Pygmalion leadership: The power of positive expectations. Psychology Today. www.psychologytoday.com/blog/cutting-edge-leadership/200904/pygmalion-leadership-the-power-positive-expectations.

9. Grifantini, K. (2009, March 11). Making robots give the right glances. Technology Review. www.technologyreview.com/computing/22271/?a=f.

10. Ambady, N., Laplante, D., Nguyen, T., Rosenthal, R., Chaumeton, N., & Levinson, W. (2002, July). Surgeons' tone of voice: A clue to malpractice history. Surgery, 132(1), 5–9.

11. Ethofer, T., Van De Vill, D., Scherer, K., & Vuilleumier, P. (2009, June 23). Decoding of emotional information in voice-sensitive cortices. Current Biology, 19, 1028–1033.

12. Marmot, M. (2004). The status syndrome: How social standing affects our health and longevity. New York: Owl Books.

13. Kunst-Wilson, W. R., & Zajonc, R. B. (1980). Affective discrimination of stimuli that cannot be recognized. Science, 207(4430), 557–558.

CHAPTER FIVE: COMMUNICATING VIRTUALLY AND FACE-TO-FACE

1. Lojeski, K. (2009). When distance matters: An overview of virtual distance. White paper posted on www.virtualdistance.com.

2. Kruger, J., Epley, N., Parker, J., & Ng, Z. -W. (2005). Egocentrism over e-mail: Can we communicate as well as we think? Journal of Personality and Social Psychology, 89, 925–936.

3. Pearn Kandola. (2006, September). The psychology of effective business communications in geographically dispersed teams. News@Cisco. http://newsroom.cisco.com.

4. Medina, J. (2008, March 16). The brain cannot multitask. Brain Rules. http://brainrules.blogspot.com/2008/03/brain-cannot-multitask_16.html.

5. Ferran, C., & Watts, S. (2008, September). Videoconferencing in the field: A heuristic processing model. Management Science, 54, 1565–1578.

6. van Wassenhove, V., Skipper, J., Nusbaum, H. C., & Small, S. (2007). Hearing lips and seeing voices: How cortical areas supporting speech production mediate audiovisual speech perception. Cerebral Cortex, 17, 2387–2399.

7. IBM. IBM virtual world guidelines. http://domino.research.ibm.com/comm/research_projects.nsf/pages/virtualworlds.IBMVirtualWorldGuidelines.html.

8. Yee, N., & Bailenson, J. (2007). The Proteus effect: The effect of transformed self-representation on behavior. Human Communication Research, 33, 271–290.

9. Harvard Business Review Analytic Services. (n.d.). Managing across distance in today's economic climate: The value of face-to-face communication. Harvard Business Review. http://hkg.grants.ba.com/harvard-business-review.pdf.

10. Phone interview with Terry Pearce, April 22, 2010.

11. Lewis, T., & Lannon, R. (2000). A general theory of love. New York: Random House, pp. 35–65.

12. Goman, C. K. (2004). This isn't the company I joined: How to lead in a business turned upside down. Berkeley, CA: KCS Publishing, pp. 169–170.

13. Scafidi, F. A., Field, T. M., Schanberg, S. M., Bauer, C. R., Tucci, K., Roberts, J., Morrow, C., & Kuhn, C. M. (1990). Massage stimulates growth in preterm infants: A replication. Infant Behavior and Development, 13, 167–188.

14. Carey, B. (2010, February 23). Evidence that little touches do mean so much. New York Times. www.nytimes.com/2010/02/23/health/23mind.html.

15. Geddes, D. (1998, July 9). CU study: Restaurant customers give better tips to server with touch. Cornell Chronicle. www.news.cornell.edu/chronicle/98/7.9.98/touch_study.html.

16. Hertenstein, M., & Keltner, D. (2006). Touch communicates distinct emotions. American Psychological Association, 6(3), 528–533.

CHAPTER SIX: HE LEADS, SHE LEADS

1. University of California, Irvine. (2005, January 22). Intelligence in men and women is a gray and white matter. ScienceDaily. www.sciencedaily.com/releases/2005/01/050121100142.htm.

2. Brizendine, L. (2010). The male brain. New York: Broadway Books, pp. 96–98.

3. Marcozzi, G., Liberati, V., Madia, F., Centofanti, M., & de Feo, G. (2003). Age- and gender-related differences in human lacrimal fluid peroxidase activity. Opthalmologica, 217, 294–297.

4. Wang, J., Korczykowski, M., Rao, H., Fan, Y., Pluta, J., Gur, R. C., McEwen, B. S., & Detre, J. A. Gender differences in neural response to psychological stress. Center for Functional Neuroimaging, University of Pennsylvania. www.cfn.upenn.edu/perfusion/stress.pdf.

5. Wickelgren, I. (2010, April 19). Under threat, women bond, men withdraw. Scientific American. http://scientificamerican.com/article.cfm?id=under-threat-women-bond.

6. Butler, D., & Geis, F. L. (1990). Nonverbal affect responses to male and female leaders: Implications for leadership evaluations. Journal of Personality and Social Psychology, 58(1), 48–59.

7. Rosenthal, R., Archer, D., Koivumaki, J. H., DiMatteo, M. R., & Rogers, P. L. (1974, January). Assessing sensitivity to nonverbal communication: The PONS test. Division 8 Newsletter (Division of Personality and Social Psychology of the American Psychological Association), pp. 1–3.

8. Brescoll, V., & Uhlmann, E. L. (2008). Can an angry woman get ahead? Psychological Science, 19, 268–275.

9. Clark, N. (2009, June 15). An interview with Madeleine Albright. Women's Media. www.womensmedia.com/work/131-an-interview-with-madeleine-albright.html.

10. Academy of Management. (2008, July). Flirting is a money loser in negotiations, new research finds. Press release. Academy of Management. www.aomonline.org/aom.asp?ID=251&page_ID=224&pr_id=398.

CHAPTER SEVEN: WORKING WITH GLOBAL TEAMS

1. Hall, E. T. (1976). Beyond culture. Garden City, NY: Anchor Press/Doubleday.

2. Chen, M. -J. (2001). Inside Chinese business: A guide for managers worldwide. Boston: Harvard Business School Press, p. 94.

3. Johnson, C. Y. (2008, August 18). The winners' body language—it's biological. Boston Globe. www.boston.com/sports/other_sports/olympics/articles/2008/.

4. Ekman, P. (2003). Emotions revealed. New York: Owl Books.

5. Matsumoto, D. Subtle expression recognition training. Humintell. www.humintell.com/subtle-expression-recognition-training/.

6. Ekman, P. (1992). Telling lies. New York: Norton.

CHAPTER NINE: THE NONVERBAL FUTURE OF LEADERSHIP

1. Cisco Systems. (2010, February 23). Cisco retail banking survey finds Generation Y consumers' needs will transform retail banking. Press release. http://newsroom.cisco.com/dlls/2010/prod_022310.html.

2. Bailson, J., & Yee, N. (2005, October). Digital chameleons: Automatic assimilation of nonverbal gestures in immersive virtual environments. Psychological Science, 16, 814–819.

3. Lin, J. (2008, October 15). Research shows that Internet is rewiring our brains. UCLAToday—Faculty and Staff News. www.today.ucla.edu/portal/ut/081015_gary-small-ibrain.aspx.