NOTES

Chapter 2

1.   Dr. Paul Eckman/Paul Eckman Group website, www.paulekman.com/paul-ekman/.

Chapter 3

1.   From an April 27, 2014, interview with Elizabeth Bancroft for Nothing but the Truth by Maryann Karinch (Career Press, 2015), p. 67.

2.   From an April 14, 2014, interview with Lena Sisco for Nothing but the Truth by Maryann Karinch (Career Press, 2015), p. 80.

3.   Nick Morgan, “5 Tips for Presenting Boring Technical Information—So It Isn’t Boring,” Forbes, June 8, 2011, www.forbes.com/sites/nickmorgan/2011/06/08/5-tips-for-presenting-boring-technical-information-so-it-isntboring/#7206060c5093.

4.   Jason Nazar, “The 21 Principles of Persuasion,” Forbes, May 26, 2013, www.forbes.com/sites/jasonnazar/2013/03/26/the-21-principles-of-persuasion/#5f36b915a4c9.

5.   Paul Bloom and Deena Skolnick Weisberg, “Childhood Origins of Adult Resistance to Science,” Science Vol. 316, Issue 5827 (May 18, 2007): 996—997; DOI: 10.1126/science.133398: http://science.sciencemag.org/content/316/5827/996.full.

6.   Art Markman, PhD, “Do You Prefer More Choices or Less? It Depends on Distance,” Psychology Today, February 5, 2013, www.psychologytoday.com/log/ulterior-motives/201302/do-you-prefer-more-choice-or-less-it-depends-distance.

Chapter 4

1.   George Loewenstein, “The Psychology of Curiosity: A Review and Reinterpretation,” Psychological Bulletin Vol. 116, No. 1 (1994): 75—98, www.cmu.edu/dietrich/sds/docs/loewenstein/PsychofCuriosity.pdf.

2.   “Micro Expressions,” Dr. Paul Eckman/Paul Eckman Group website, www.paulekman.com/micro-expressions/.

3.   “President Obama Press Conference (August 9, 2013) [1/4],” 15:00, Posted by Definitely, August 9, 2013, www.youtube.com/watch?v=BN0SHcrqTaI.

4.   Custom Development Solutions website, www.cdsfunds.com/articles.html/.

5.   Piercarlo Valdesolo, “Flattery Will Get You Far,” Scientific American, January 12, 2010, www.scientificamerican.com/article/flattery-will-get-you-far/.

6.   Maryann Karinch, Nothing but the Truth (Career Press, 2015), p. 118.

Chapter 5

1.   “Non Verbal Body Language
Dictionary: D,” Body Language Project website, www.bodylanguageproject.com/dictionary/?s=disdain.

Chapter 6

1.   Polly Campbell, “The Selfish Act of Kindness,” Psychology Today, December 17, 2009, www.psychologytoday.com/blog/imperfect-spirituality/200912/the-selfish-act-kindness.

2.   Kate Taylor, “Here’s the Letter Whole Foods Just Sent its Customers Who Are Furious About it ‘Selling Out’,” Business Insider June 16, 2017, www.businessinsider.com/whole-foods-sends-letter-to-shoppers-after-amazon-backlash-2017-6.

3.   “The 100 Largest US Charities,” Forbes, 2016, www.forbes.com/companies/ymca/.

4.   “The Citadel’s Mission Statement,” The Citadel website, www.citadel.edu/root/mission-statement.

5.   Ron Gutman, “The Hidden Power of Smiling,” TED2011, March 2011, www.ted.com/talks/ron_gutman_the_hidden_power_of_smiling.

Chapter 7

1.   Maryann Karinch, Telemedicine: What the Future Holds When You’re Ill (Liberty Corner, N.J.: New Horizon Press, 1994).

2.   From Now On website, www.fno.org.

3.   Paul J. Zak, “The Neuroscience of Trust,” Harvard Business Review, January—February 2017.

Chapter 8

1.   Nicholas Toman, Brent Adamson, and Cristina Gomez, “The New Sales Imperative,” Harvard Business Review, March—April 2017, https://hbr.org/2017/03/the-new-sales-imperative.

2.   “Breathing Techniques,” COPD Foundation website, www.copdfoundation.org/What-is-COPD/Living-with-COPD/Breathing-Techniques.aspx.

3.   Paul Smith, Sell With a Story: How to Capture Attention, Build Trust, and Close the Sale (AMACOM, 2017), pp. 15—24.

Chapter 9

1.   Peter Friedman, “5 Types of Social ROI With Big Business Impact,” CMO, November 4, 2014, www.cmo.com/features/articles/2014/10/22/five_types_of_social.html#gs.m=u6Qrw.

2.   Ibid.

3.   Ibid.

Chapter 10

1.   Geoffrey James, “5 Best Cinematic Sales Pitches,” Inc., www.inc.com/geoffrey-james/the-5-best-cinematic-sales-pitches.html.

2.   A.H. Maslow (1943), “A Theory of Human Motivation,” Psychological Review, 50, 370-396, as presented in Classics in the History of Psychology, http://psychclassics.yorku.ca/Maslow/motivation.htm.

Practices and Exercises

1.   Marguerite Ward, “Tony Robbins Shares a 2-Step Strategy for Feeling More in Control of Your Life,” CNBC, July 22, 2017, www.cnbc.com/2017/07/22/tony-robbins-shares-a-2-step-strategy-for-feeling-more-in-control-of-your-life.html.