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By Root 640 0

guided this manuscript from nonsense to sense. I am now leaning toward calling my firstborn Bill. A very long list of friends read the manuscript in various stages and gave me invaluable advice — Sarah Lyall, Robert McCrum, Bruce Headlam, Deborah Needleman, Jacob Weisberg, Zoe Rosenfeld, Charles Randolph, Jennifer Wachtell, Josh Liberson, Elaine Blair, and Tanya Simon. Emily Kroll did the CEO height study for me. Joshua Aronson and Jonathan Schooler generously gave me the benefit of their academic expertise. The wonderful staff at Savoy tolerated my long afternoons in the table by the window. Kathleen Lyon kept me happy and healthy. My favorite photographer in the world, Brooke Williams, took my author photo. Several people, though, deserve special thanks. Terry Martin and Henry Finder — as they did with The Tipping Point — wrote long and extraordinary critiques of the early drafts. I am blessed to have two friends of such brilliance. Suzy Hansen and the incomparable Pamela Marshall brought focus and clarity to the text and rescued me from embarrassment and error. As for Tina Bennett, I would suggest that she be appointed CEO of Microsoft or run for President or otherwise be assigned to bring her wit and intelligence and graciousness to bear on the world’s problems — but then I wouldn’t have an agent anymore. Finally, my mother and father, Joyce and Graham Gladwell, read this book as only parents can: with devotion, honesty, and love. Thank you.

Index

ABC, 174

abusive childhood, 239

Acme jam, 180

action units, and facial expressions, 201–5, 209

actors, 45–46

adaptive unconscious: and first impressions, 14; as internal computer, 11–12; power of, 13; and scrambled–sentence test, 53

Aeron (chair), 167–73, 175

Affect, Imagery, Consciousness (Tomkins), 198

Agassi, Andre, 67

Alimena, Sylvia, 251–52

Allen, Woody, 209

All in the Family (television show), 174–75

Alpha Beta jam, 180

Ambady, Nalini, 12–13, 42–43, 75

Anavyssos kouros, 3–4, 7

Apollo 13 (film), 46

Aronson, Joshua, 56, 57–58, 71

autism: and mind reading, 214–21; temporary autism, 221, 222, 232, 235, 236, 243

autonomic nervous system, 206–7

Avery, Ron, 225

Ayres, Ian, 92–95, 96

Banaji, Mahzarin, 77, 85, 97

Barghjohn, 53–55, 57, 71, 76, 155, 232

Baron–Cohen, Simon, 214

baseball, 68–69

basketball, 44, 46, 114

Becchina, Gianfranco, 3–4, 5

Bechara, Antoine, 60

Bedell [Smith], Sally, 175

Behind the Oval Office (Morris), 153

Berenson, Bernard, 51

Big Five Inventory, 34–36, 38

bin Laden, Osama, 109

Bird, Larry, 225

bird identification, 44–45, 46

Blue Team: and adversary’s systems, 105, 108–9, 110; computer simulations of activities, 103–4; and decision making, 114, 118, 124–25; and information, 106, 125,136, 137,143–44; and logical war planning, 106; Red Team’s assault on, 110, 111; and second round, 145–46; strategy of, 109; and war game parlance, 103

bodyguards, 230–32, 238

Bosom Buddies (television show), 45

Boss, Ken, 190, 191,192–93, 194, 196, 242, 244

Braden, Vic, 48–50, 51, 67–68, 155, 183–84

Brady, James, 230

brain: and conscious thinking, 10; and unconscious thinking, 10–11, 12; and verbal overshadowing, 119–20

brainwashing, 55

brandy, 161–63

Burgess, Guy, 212, 213

Burkin, Alice, 40–41

Burrows, Lara, 54

Burton, Richard, 216

Cape Cod tortilla chips, 176

Career IAT, 96

Carrère, Sybil, 22, 38

Carroll, Sean, 190–94, 195, 196, 214, 242, 243–44

car salesmen, 88–96

Cash, Dean, 125

CBS, 174–75

Celibidache, Sergiu, 246, 247, 248

central location test (CLT), 158–59

Chef Boyardee Ravioli, 163

Chen, Mark, 53–54

Chenault, Kenneth, 87

Cheskin, Louis, 160–63

chest pain diagnosis, 126, 128–38

Christian Brothers Brandy, 161–63, 179

Civille, Gail Vance, 176–79, 183, 184, 186, 187

Clark, Marcia, 211

classical music, and gender, 245–54

Classic Coke, 158

Classico tomato sauce, 164

Clinton, Bill, 153–54, 205–6

Close, Del, 116

CLT (central location test), 158–59

Coca–Cola Company, 155–59, 165, 184, 185–86

Cochran, Johnnie, 228

Common Relevant Operational Picture (CROP), 105

Conant, Abbie, 245–48, 252

conscious