Power_ Why Some People Have Itand Others Don't - Jeffrey Pfeffer [110]
executive compensation and size of institution, 93–94
financial institutions, bankers vs. traders, 93
leveraging your association with a prestigious institution, 102–5
political contributions and politicians’ voting behavior, 93
power as self-reinforcing process, 94
professional associations, 102
providing attention and support, 97–98
what a resource is, 97
Rice, Condoleezza, 87
RJR Nabisco, 193
Robb, Charles, 126
Roizen, Heidi, 106–7, 108, 114
role playing, 128–30, 181
Roosevelt, Eleanor, 232
Rosenberg, Richard, 195
Rosenthal, Robert, 150
Rubenstein, Atoosa, 129–30
Rubin, Harriet, 128, 130
rules
favoring people who make them, 86
standing out and breaking, 5, 9, 82–86
Rushdie, Salman, 145
salaries, 23, 245n. 27
compensation and size of institution, 93–94
confidence and, 51
Hay system, 95
intelligence and, 245n. 27
networking and, 110
power of unit and, 58
relative pay in department and power of, 69
social capital and, 122
women and, 51
San Francisco Zen Center, 196
SAP, 60–63, 66–67, 71, 73, 94–95, 170, 171, 222
Schaeberle, Robert, 193
Schoorman, David, 22–23
Schwab, Klaus, 103–4, 248n. 8
Scully, John, 20
Security Pacific Bank, 194
Seeman, Patricia, 192, 203
self-assessment, 37, 39–42, 228
advice from others, 42
lack of self-knowledge, 41–42
self-enhancement motive, 31, 37, 42, 95, 228–39
structured reflection and, 48–49
self-deprecation, 136
self-enhancement motive, 31, 37, 42, 95, 228–39
self-esteem
enhancing people’s self-esteem and compliance, 81
“face” and, 169
fear of rejection and, 78
“self-handicapping” to avoid failure risk, 13–14
“self-handicapping,” 8, 13–15
task performance and, 14
self-knowledge, 39–42, 48–49
lack of, 41–42
structured reflection and, 48–49
setbacks, 177–82
continuing to do what made you successful, 179–81
embarrassment as response, 178–79
importance of talking about what happened, 179
projecting power and success, 181–82
Shearson American Express, 164
Siminoff, David, 214
Simonton, Dean Keith, 45
Singapore, 54, 205–6
Sloan, Alfred, 199
Smartest Guys in the Room, The (McLean and Elkind), 56
Smith, Sally Bedell, 99, 197
social capital, 110, 112, 122. See also networking
“social facilitation effect,” 185
social perception, 149–53
Sonnenfeld, Jeffrey, 96, 177–78, 179, 180–81, 182, 211
Sony Corporation, 84–85
Sotomayor, Sonia, 55–56
Southwest Airlines, 143
speaking powerfully, 139–46
contesting the premises of the discussion, 140–42
five linguistic techniques, 143–45
hot-button terms, 143
humor and, 145
interruption, 140
Molotch and Boden study, 140–41
opportunities for, 146
persuasive language, 142–46
sentence structure and, 145–46
three faces of power and, 140–41
standing out, 26–27, 35, 82
asking, effectiveness of, 75–82
“brand recall,” 27, 85
breaking the rules and, 82–86
differentiating yourself, 82–86, 235
Japan and, 26, 84–85
Keith Ferrazzi and, 75–76
“mere exposure effect,” 27
Reginald Lewis and, 76–77
salience and networking, 111, 114, 235
Stanford University, 87
Donald Kennedy scandal, 127
hospital merger, 170
Sloan program, 102–3
Stanton, Frank, 44, 98–99
status, 220, 256n. 14
status hierarchies, 118–19
Stonecipher, Harry, 184
Strange Justice (Mayer and Abramson), 89
Summers, Larry, 161–62
Sun, Tony, 214
Surowiecki, James, 224, 225
Sutton, Robert, 184
Talk magazine, 28
Tauzin, Billy, 109
Thain, John, 88
Tharp, Twyla, 38
Thiry, Kent, 46
Thomas, Clarence, 89
Thornton, Tex, 63
Tiedens, Larissa, 133–34, 220
Time, Inc., 72
TLC Group, 76–77
trust dilemmas, 191–94, 204–6, 233
Tucker, Gordon, 209
Ueberroth, Peter, 130, 138
Uhlmann, Eric, 135
Universal Studios, 36
University of California, San Francisco (UCSF)
breast cancer care center, 52–53, 164–66, 173, 176
hospital merger, 170
Mt. Zion Medical Center, 224
University of Illinois, 59, 72, 168
Unruh, Jesse, 92
unskilled and unaware of it, 41, 244n. 6
Valenti, Jack,