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17. John T. Jones, Brett W. Pelham, Mauricio Carvallo, and Matthew C. Mirenberg, “How Do I Love Thee? Let Me Count the Js: Implicit Egotism and Interpersonal Attraction,” Journal of Personality and Social Psychology 87 (2004): 665–683.

18. Jennifer Crocker and Ian Schwartz, “Prejudice and Ingroup Favoritism in a Minimal Intergroup Situation: Effects of Self-Esteem,” Personality and Social Psychology Bulletin 11 (1985): 379–386.

19. Robert B. Cialdini, Influence: Science and Practice, 4th ed. (Boston: Allyn and Bacon, 2001).

20. Connie Bruck, “The Personal Touch,” The New Yorker, August 13, 2001.

21. Ibid.

22. Jack Valenti, This Time, This Place: My Life in War, the White House, and Hollywood (New York: Harmony Books, 2007).

2. The Personal Qualities That Bring Influence

1. “Ronald Meyer,” http://en.wikipedia.org/wiki/Ronald_Meyer.

2. Daniel R. Ames and Lara K. Kammrath, “Mind-Reading and Metacognition: Narcissism, Not Actual Competence, Predicts Self-Estimated Ability,” Journal of Nonverbal Behavior 28 (2004): 187–209.

3. James Richardson, Willie Brown: A Biography (Berkeley: University of California Press, 1996).

4. “Creativity Step by Step: A Conversation with Choreographer Twyla Tharp,” Harvard Business Review (April 2008): 49.

5. Marshall Goldsmith and Mark Reiter, What Got You Here Won’t Get You There: How Successful People Become Even More Successful (New York: Hyperion, 2007).

6. See, for instance, Justin Kruger and David Dunning, “Unskilled and Unaware of It: How Difficulties in Recognizing One’s Own Incompetence Lead to Inflated Self-Assessments,” Journal of Personality and Social Psychology 77 (1999): 1121–1134; David Dunning, Kerri Johnson, Joyce Ehrlinger, and Justin Kruger, “Why People Fail to Recognize Their Own Incompetence,” Current Directions in Psychological Science 12 (2003): 83–87.

7. Quoted in Dunning et al., “Why People Fail,” 83.

8. See, for example, David Mechanic, “Sources of Power of Lower Participants in Complex Organizations,” Administrative Science Quarterly 7 (1962): 349–364.

9. Alan Ehrenhalt, “Little Caesar,” review of American Pharaoh, by Adam Cohen and Elizabeth Taylor, New York Times Book Review, June 4, 2000.

10. Doris Kearns Goodwin, Team of Rivals: The Political Genius of Abraham Lincoln (New York: Simon and Schuster, 2005).

11. G. Wayne Miller, Toy Wars (New York: Times Books, 1998), 214.

12. Sally Bedell Smith, In All His Glory: The Life of William S. Paley (New York: Simon and Schuster, 1990), 394.

13. Sara Mosle, “The Stealth Chancellor,” New York Times Magazine, August 31, 1997.

14. The literature on emotional contagion is vast, and encompasses field research, experiments, and even neuroimaging studies. See, for instance, Christopher K. Hsee, Elaine Hatfield, John G, Carlson, and Claude Chemtob, “The Effect of Power on Susceptibility to Emotional Contagion,” Cognition and Emotion 4 (October 1990): 327–340; Daniel Goleman, Richard Boyatzis, and Annie McKee, “The Emotional Reality of Teams,” Journal of Organizational Excellence 21 (Spring 2002): 55–65.

15. Robert A. Caro, The Path to Power (New York: Knopf, 1982), ch. 13.

16. Dean Keith Simonton, “Talent and Its Development: An Emergenic and Epigenetic Model,” Psychological Review 106 (1999): 435–457.

17. Fay Hansen, “Data Bank: CEO Profile,” Workforce Management, June 22, 2009, 16.

18. Brenda Major and Ellen Konar, “An Investigation of Sex Differences in Pay Expectations and Their Possible Causes,” Academy of Management Journal 27 (1984): 777–792; Brenda Major, Dean B. McFarlin, and Diana Gagnon, “Over-worked and Underpaid: On the Nature of Gender Differences in Personal Entitlement,” Journal of Personality and Social Psychology 47 (1984): 1399–1412.

19. William Ickes, ed., “Introduction,” in Empathic Accuracy (New York: Guilford Press, 1997), 2.

20. See, for example, Denise Salin, “Ways of Explaining Workplace Bullying: A