Index

Abele, Andrea, 41–42

accountability, 20, 96

adaptivity, 16

advancement, 105–109

affiliation, need for, 52

agility, 16

altruism, 47–48

Angelou, Maya, 66

apologies, 93–96

arginine vasopressin, 47–48

argument, 101–104

attention-seeking behavior, 131–132

audience, 8, 15, 66

authenticity, 15–16

values-based goals and, 13–14

warmth and, 45–47

authority

directness/indirectness and, 110–116

negotiating, 104–117

Beeson, John, 1–10

belonging, the need for, 52

boasting, 88–90

body language. See nonverbal communication

calm, 33–34, 67

Carney, Dana, 50

certainty, projecting, 88–90

change, communicating rationale for, 30–31

Charan, Ram, 14

charisma, 123–135

definition of, 126

leader behaviors and, 129–130

leader effectiveness and, 127–129, 130–133

measuring, 126–127

self-perception versus feedback and, 130–131, 132

Christensen, Clayton, 21–22

clarity, 16–18

commands, 110

common sense, 56

communication, 6–7, 23–34

ambiguity in, 50–51

being heard, 71–121

clear, direct, and respectful, 16–18

context and, 27–28, 29–30

conversational rituals and, 92–104

cultural influences on, 75–76

functions of, 78–79

knowing your role in, 29–30

preferred styles and, 28

in presentations, 5, 8, 25–27

situational awareness and, 16

trust and, 44–45

warmth versus strength and, 40–41

See also linguistic style; voice competence

asking questions and, 90–92

charisma and, 123–135

chemical makeup and perception of, 46–50

demonstrating before warmth, 41–43

others’ perceptions of, 46–47

projecting, 64–68

warmth versus, 37–39

compliments, giving, 98–101

conciseness, 27

context, 27–28

control, 48–49

conversational rituals, 92–104

in apologies, 93–96

in giving compliments, 98–101

in giving feedback, 96–98

ritual opposition, 101–104

convictions, knowing your, 16, 17

cortisol, 48–49, 50

creativity, 131–132

credibility, 27

credit, linguistic style and getting, 85–87, 105–109, 119–120

criticism, 96–98, 107–108

Cuddy, Amy J. C., 35–69

culture

influences of on communication style, 75–76

linguistic style and, 117, 119–120

of safety and accountability, 20

trust in, 42–43, 44–45

turn taking and, 77–78

decision making, 4–5

vision and, 31

de Fruyt, Filip, 123–135

directness versus indirectness, 16–18

in giving feedback, 96–98

linguistic style and, 76

power/status and, 109–117

dress, 7–8

Drotter, Stephen, 14

Edmondson, Amy, 20

Eisenberg, Eric, 107–108

Eisenberger, Naomi, 52

emotional intelligence, 15–16

chemical makeup and, 46–50

influencing others’ emotions and, 19–22

emotions, validating others’, 56–57

empathy, 56–57

enabling behavior, 129

environment, 20

executive presence

deconstructing, 1–10

definition of, 4

demonstrating, 11–21

developing, 7–8

finding your voice and, 8–9

importance of, 3–4

executive voice. See voice

expectations, sharing the “why” behind, 18

fear, strength and, 35–37, 39–40

feedback

charisma and, 130–131, 132

in developing executive presence, 7–8

gender differences in giving, 96–98

sharing the “why” behind, 18

smiling and, 62–63

Fiske, Susan, 38, 46

flexibility, 16

Folkman, Joseph, 40

forcefulness, 129

gender differences

apologies and, 93–96

asking questions and, 90–92

boasting and, 88–90

in confidence assessments, 73–74, 88–90

conversational rituals and, 92–104

cultural influences in, 75–76

in directness/indirectness, 109–110

getting credit for something and, 85–87

in giving compliments, 98–101

in giving feedback, 96–98

in linguistic style, 79–84

meetings and, 118–119

negotiating authority and, 104–117

ritual opposition and, 101–104

who gets heard and why, 71–121

Glick, Peter, 38, 46

goals

communicating, 30–31

values-based, 13–14

Goleman, Daniel, 19

grooming, 7–8

groundedness, 19–22

group dynamics, 53

happy warrior, 45–54

chemical makeup and, 46–50

Heatherington, Laurie, 88–89

hiring, 103–104

Hofmans, Joeri, 123–135

Hogan Development Survey (HDS), 126–127

Holmes, Janet, 100

“How Will You Measure Your Life?” (Christensen), 21–22

humor, 7

influence, 27

during crises, 49

others’ perceptions of, 46–47

warmth and strength in, 45–54

warmth versus strength and, 40–41

who gets heard, and why, 71–121

Josephs, Robert, 48–49

Journal of Personality and Social Psychology, 126

Kaiser, Robert B., 123–135

Keltner, Dacher, 65

KNP Communications, 63

Kohut, Matthew, 35–69

Kozlowski, Dennis, 37–38

The Leadership Pipeline (Charan, Drotter, and Noel), 14

leadership presence

calmness and, 33–34

charisma and, 123–135

deconstructing, 1–10

demonstrating, 11–21

emotional influence and, 19–22

emotional intelligence/situational awareness and, 15–16

love versus fear in, 35–69

problem solving and, 32–33

stable and grounded, 19–22

strategic relationships and, 31–32

Lerner, Jennifer, 48

Linde, Charlotte, 110–113

linguistic style, 71–121

apologies and, 93–96

asking questions and, 90–92

in compliments, 98–101

confidence and boasting in, 88–90

conversational rituals and, 92–104

definition of, 76–84

in feedback, 96–98

gender differences in, 79–84

getting credit and, 85–87, 119–120

indirectness/directness and power and, 109–117

in managing up and down, 105–109

negotiating authority and, 104–117

pauses in, 76, 77–78

power versus rapport dynamics in, 79–85

ritual opposition in, 101–104

turn taking in, 77–78

understanding and using, 117–120

listening skills, 6–7, 9, 17–18

Machiavelli, Niccolò, 37, 45

managers and management

impact of on others, 20–22

linguistic style and, 105–109, 117–120

signaling leadership presence by, 11–21

transitioning to, 14

manipulative behavior, 131

meetings, linguistic style and, 118–119

Mehta, Pranjal, 48–49

mistakes, admitting, 96

morality, linguistic style and, 86

Neffinger, John, 35–69

neuropeptides, 47–50

Noel, James, 14

nonverbal communication

inside-out versus outside-in strategy for, 51

mirroring, 62–63

posture and, 57–61, 66–68

power poses and, 50, 65

smiling, 62–63, 67–68

of strength, 50–51, 64–68

of warmth, 50–51, 54–63

operational behavior, 129–130

opposition, ritual, 101–104

organization skills, 6

oxytocin, 47–48

patience, 17–18

pauses, 76, 77–78

performance assessments, 73–74, 87–88, 105–109

personality, charismatic, 126–127. See also charisma

personal stories, sharing, 55–56, 63

persuasiveness, 131

pilot–copilot communication, 110–113

poise, 67–68

posture, 57–61, 66–68

power

apologies and, 94–96

asking questions and, 90–92

direct versus indirect communication and, 109–117

gender differences in communication and, 79–84

giving criticism and, 107–108

hormones and feelings of, 48–49

power poses, 50, 65

praise, 96–98

presentation skills, 5, 8, 25–27

Primal Leadership (Goleman), 19

priorities

setting the right, 20

sharing the “why” behind, 18

problem solving, 32–33

promotions, 105–109

psychology, 39, 78, 80

public speaking, 5, 8

questions, asking, 90–92

relationships

communication’s functions in, 78–79

gender differences in communication and, 79–84

giving criticism and, 107–109

linguistic style and, 75

love- versus fear-based, 35–69

strategic, 31–32

requests

direct versus indirect, 110–117

sharing the “why” behind, 18

Research on Language and Social Interaction, 107–108

respect

communicating with, 16–18

competence versus warmth and, 37–39

responsibility, 96

Richards, Ann, 49

risk tolerance, 131

rituals, conversational. See conversational rituals

safety, 20

Sanfey, Alan, 44

self-confidence, 4

charisma and, 127, 131

developing executive presence and, 7–8

gender differences and assessment of, 73–74, 88–90

getting credit for something and, 85–88

physical exercises for, 50

projecting, 64–65

Shambaugh, Rebecca, 23–34

Sherman, Gary, 48

Simmons, Frank, 4–5

situational awareness, 15–16

smiles, genuine, 62–63, 67–68

spontaneous trait inferences, 43–44

stability, 19–22

calm and, 33–34

status. See power

stillness, 67

strategic leadership, 28–29

charisma and, 129–130

relationships in, 31–32

strength

chemical makeup and perception of, 46–50

fear and, 35–37, 39–40

happy warrior and, 45–54

others’ perceptions of, 46–47

posture and, 66–68

projecting, 50–51, 64–68

warmth versus, 35–69

Su, Amy Jen, 11–21

Tannen, Deborah, 71–121

Taylor, Lydia, 6–7, 9

teams, getting credit in, 87–88

testosterone, 48–49, 50

time management, 6, 9, 20

timing, 9

Todorov, Alex, 43–44

Tracy, Karen, 107–108

training, competence- versus warmth-related, 42

trait inferences, 43–44

trust, 40–45

turn taking, 77–78

Tyco, 37–38

uncertainty, tolerating, 49

understanding, the desire for, 54

values

authenticity and, 15–16

leadership goals based on, 13–14

van ’t Wout, Mascha, 44

Vergauwe, Jasmine, 123–135

vision

executive voice, 30–31

sharing the “why” behind, 18

voice

calmness and, 33–34

context and, 27–28, 29–30

executive, 23–34

finding your, 8–9

linguistic style and, 71–121

problem solving and, 32–33

projecting warmth through, 55–56

strategic leadership, 28–29

strategic relationships and, 31–32

vision and, 30–31

who gets heard and, 71–121

Wallace, Alicia, 5–6

warmth, 37–38

chemical makeup and perception of, 46–50

happy warrior and, 45–54

others’ perceptions of, 46–47

posture and, 57–61

projecting, 50–51, 54–63

validating feelings and, 56–57

voice and, 55–56

versus strength 35–69

Wille, Bart, 123–135

Wojciszke, Bogdan, 41–42

word choice, 76

women. See gender differences

Yap, Andy, 50

Ybarra, Oscar, 44

Zenger, Jack, 40