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• Classic-Fiction

Chrysler Corporation, 149

Churchill, Winston, 142, 223, 224, 225

Cialdini, Robert, 82, 88

Cisco, 73–74, 163

acquisitions, 73–74

Citigroup, 20, 30, 164, 197

Clinton, Bill, 7, 109, 161, 190

anger vs. remorse in, 134

Clinton, Hillary, 7, 83, 190

cognitive discounting, 151

cognitive dissonance, 90

College University Personnel Association (CUPA), 102

Collins, Jim, 11

competency traps, 211

competition

colleagues as, 234

differentiating yourself, 82–86

misplaced or too much trust and coups, 204–6

power struggles and coups, 214–16, 233

taking care of yourself, 233–34

trust dilemmas and, 191–94

zero-sum, 5

confidence, 38, 49–51, 130, 137

acting becomes reality, 130, 181

assumption of power and, 50

gaining influence and, 50–51

overconfidence and power, 200–201

using memory to access the desired emotions, 137–38

women, issue with, 51

conflict, 53–54. See also opposition

conflict aversion as norm, 54

Rudy Crew on, 167

ruthlessness and, 54

strong emotions and, 169

workplace bullying, 54

Confucius, 42

Conley, France K., 49–50, 189

Copeland, Eric, 214

Corrigan, Gerald, 88

Corzine, Jon, 220

costs of power, 183–97

addiction to power, 194–97

family and marriage issues, 189–91

loss of autonomy, 188

time and effort required, 189–91

trust dilemmas, 191–94

visibility and public scrutiny, 183–87

on women, 189–91

Coulter, David, 204–5, 206

Council on Foreign Relations, 94

Cozadd, Bruce, 46–47

Crew, Rudy, 19, 30, 44–45, 167, 176, 179, 184, 206, 207

criticism, 32

criticism and negative feedback

avoidance of, 39

objective self-assessment about your attributes and, 39–42

Crowell, Eldon, 215

Crowell and Moring, 215

Daley, Richard, 43

Dalmiya, Jagmohan, 174

Daschle, Tom, 80

Dean, John, 69–70, 141

decision making, 223–25

Deddeh, Wadie, 168

Deloitte Consulting, 75–76, 78

Dimon, Jamie, 20, 30

Dreams of My Father (Obama), 154

Dubman, Sue, 165

Dunlap, Al, 158–59, 211

Dunning, David, 41

eGreetings, 208–9

Elkind, Peter, 56

Elliott, William, 84

Ellison, Larry, 201–2

Emanuel, Rahm, 54–55

emotional intelligence, 56

emotions

contagion of, 45, 131, 244n. 14

hot-button terms, 143

interference with strategic thinking, 169

multiple, 137–38

as self-reinforcing process, 131

using memory to access desired, 137–38

empathy, 51–53

obstacles to, 52

using memory to access desired emotions, 137–38

energy, 4, 43, 44–46, 132, 191, 195, 196, 208, 209

lifestyle influence on, 46

three ways it builds influence, 45–46

English, Bill, 136, 139

Enron, 56, 57

entrepreneurship, 66, 68, 72, 80–82, 108, 177, 218

Esserman, Laura, 44, 46, 52–53, 164–67, 169–70, 172, 173, 176, 224

European Business Forum, 104

expectation states theory, 256n. 14

eye contact, 38, 137, 144

fair play

bending or ignoring rules, 5

“just-world hypothesis” and, 9–10, 179

favors, 79, 80, 97

“feedforward,” 40

Feinstein, Dianne, 172

Ferrazzi, Keith, 75–76, 89, 113–14, 159

Ferris, Gerald, 5

Festinger, Leon, 90

Feynman, Richard, 186

Fireman’s Fund, 48

first impressions, 149–53

accuracy of, 150

biased assimilation and, 152

durability of, 150–52

efforts to change, unsuccessful, 153

playing the law of large numbers and, 153

self-fulfilling prophecy of, 151–52

similarity, chemistry and, 153

Fish, Stanley, 145–46

flattery, 33–35

asking as, 80–82

corruption of power and, 200

demands for attention and, 188

getting others to take our side and, 82

invitations to speak as, 102

position and resources as reason for, 95–96

Fligstein, Neil, 65–66, 70–71

Flynn, Frank, 79, 117

focus, 46–48

avoiding unnecessary problems and, 170

genius and, 47

limiting activities and, 47–48

rarity of, 48

tenure in job and, 46–47

Fog of War, The (documentary), 56–57

Ford, Henry, II, 63–64, 65, 67

Ford Motor Company

finance function, 63–65, 66, 67–68, 71, 94–95

Lee Iacocca at, 158

Whiz Kids and, 63–65, 67, 68

Friedman, Milton, 183

Gaither, James, 127

Galunic, Charles,