Chapter 1

1. P. Baker and T. Gabriel, “With Biden Up Next to Debate, Obama’s Aides Plot Comeback,” New York Times, October 7, 2012, www.nytimes.com/2012/10/08/us/politics/biden-up-next-obamas-aides-plot-comeback.html?pagewanted=all; and A. Nagourney, A. Parker, J. Rutenberg, and J. Zeleny, “How a Race in the Balance Went to Obama,” New York Times, November 7, 2012, www.nytimes.com/2012/11/08/us/politics/obama-campaign-clawed-back-after-a-dismal-debate.html?pagewanted=all&_r=0.

2. J. Alter, “Obama’s Choke Revisited: What His First Debate Tells Us About His Troubled Second Term,” New Republic, May 29, 2013, www.newrepublic.com/article/113287/obamas-denver-debate-choke-inside-debate-prep.

3. J. D. Vorauer and S. Claude, “Perceived Versus Actual Transparency of Goals in Negotiation,’ Personality and Social Psychology Bulletin 24, no. 4 (1998): 371–385.

4. D. C. Funder, ed., Personality Judgment: A Realistic Approach to Person Perception (Waltham, MA: Academic Press, 1999).

5. L. J. Human and J. C. Biesanz, “Targeting the Good Target: An Integrative Review of the Characteristics and Consequences of Being Accurately Perceived,” Personality and Social Psychology Review 17, no. 3 (2013): 248–272.

6. D. Leising, O. Ostrovski, and J. Zimmermann, “‘Are We Talking About the Same Person Here?’ Interrater Agreement in Judgments of Personality Varies Dramatically with How Much the Perceivers Like the Targets,” Social Psychological and Personality Science 40 (2012).

7. F. J. Bernieri, M. Zuckerman, R. Koestner, and R. Rosenthal, “Measuring Person Perception Accuracy: Another Look at Self-Other Agreement,” Personality and Social Psychology Bulletin 20, no. 4 (1994): 367–378.

8. F. D. Fincham, S. R. Beach, and D. H. Baucom, “Attribution Processes in Distressed and Nondistressed Couples: IV. Self–Partner Attribution Differences,” Journal of Personality and Social Psychology 52, no. 4 (1987): 739.

Chapter 2

1. See http://www.natgeotv.com/ca/human-shark-bait/facts.

2. E. Jones et al., “Pattern of Performance and Ability Attribution: An Unexpected Primacy Effect,” Journal of Personality and Social Psychology 10, no. 4. (1968): 317–340.

3. A. Zebrowitz and S. M. McDonald, “The Impact of Litigants’ Baby-Facedness and Attractiveness on Adjudications in Small Claims Courts,” Law and Human Behavior 15, no. 6 (1991): 603–623.

4. R. J. Sternberg, “A Systems Model of Leadership: WICS,” American Psychologist 62, no. 1 (2007): 34.

5. J. S. Mueller, J. A. Goncalo, and D. Kamdar, “Recognizing Creative Leadership: Can Creative Idea Expression Negatively Relate to Perceptions of Leadership Potential?” Journal of Experimental Social Psychology 47, no. 2 (2011): 494–498.

6. A. R. Pratkanis, “The Attitude Heuristic and Selective Fact Identification,” British Journal of Social Psychology 27, no. 3 (1988): 257–263.

7. L. Ross, “The False Consensus Effect: An Egocentric Bias in Social Perception and Attribution Processes,” Journal of Experimental Social Psychology 13, no. 3 (1977): 279–301.

8. C. Heath, “On the Social Psychology of Agency Relationships: Lay Theories of Motivation Overemphasize Extrinsic Incentives,” Organizational Behavior and Human Decision Processes 78, no. 1 (1999): 25–62.

9. R. Rosenblatt, “The 11th Commandment,” Family Circle, December 21, 1993: 30–32.

Chapter 3

1. K. Montee, “Astaire: He Danced His Way into Our Hearts,” Fort Lauderdale (FL) Sun-Sentinel, June 23, 1987, http://articles.sun-sentinel.com/1987-06-23/features/8702230907_1_fred-astaire-top-hat-dancing.

2. D. T. Gilbert, “Ordinary Personology,” The Handbook of Social Psychology 2 (1998): 89–150.

3. D. T. Gilbert, B. W. Pelham, and D. S. Krull, “On Cognitive Busyness: When Person Perceivers Meet Persons Perceived,” Journal of Personality and Social Psychology 54, no. 5 (1988): 733.

4. D. Kahneman, Thinking, Fast and Slow (New York: Farrar, Straus, and Girous, 2011).

5. D. T. Gilbert, “Ordinary Personology,” in Handbook of Social Psychology, vol. 2, eds. S. T. Fiske, D. T. Gilbert, and G. Lindzey (New York: McGraw-Hill, 1998), 97.

6. E. E. Jones and V. A. Harris, “The Attribution of Attitudes,” Journal of Experimental Social Psychology 3, no. 1 (1967): 1–24.

7. M. Bertrand and S. Mullainathan, “Are Emily and Greg More Employable Than Lakisha and Jamal? A Field Experiment on Labor Market Discrimination” (working paper no. 9873, National Bureau of Economic Research, 2003).

8. J. Creswell and L. Thomas Jr., “The Talented Mr. Madoff,” New York Times, January 24, 2009, www.nytimes.com/2009/01/25/business/25bernie.html?pagewanted=all.

9. G. V. Bodenhausen, “Stereotypes as Judgmental Heuristics: Evidence of Circadian Variations in Discrimination,” Psychological Science 1, no. 5 (1990): 319–322.

10. P. G. Devine, “Stereotypes and Prejudice: Their Automatic and Controlled Components,” Journal of Personality and Social Psychology 56, no. 1 (1989): 5.

Chapter 4

1. CNN, “Transcript: Bush, Putin News Conference,” CNN.com, June 18, 2001, http://edition.cnn.com/2001/WORLD/europe/06/18/bush.putin.transcript/.

2. G. Casimir, K. Lee, and M. Loon, “Affective Commitment and Knowledge Sharing: Influence of Trust and the Perceived Cost of Knowledge Sharing,” Journal of Knowledge Management 16, no. 5 (2012): 740–753.

3. R. D. Costigan et al., “Revisiting the Relationship of Supervisor Trust and CEO Trust to Turnover Intentions,” Journal of World Business 46, no. 1 (2011): 74–83.

4. J. Guinot, R. Chiva, and V. Roca-Puig, “Interpersonal Trust, Stress, and Satisfaction at Work: An Empirical Study,” Personnel Review 43 (2014).

5. C. Crossley, C. Cooper, and T. Wernsing, “Making Things Happen through Challenging Goals: Leader Proactivity, Trust, and Business Unit Performance,” Journal of Applied Psychology 98, no. 3 (2013): 540–549.

6. S. T. Fiske, A. J. Cuddy, and P. Glick, “Universal Dimensions of Social Cognition: Warmth and Competence,” Trends in Cognitive Sciences 11, no. 2 (2007): 77–83.

7. A. J. Cuddy, M. Kohut, and J. Neffinger, “Connect, Then Lead,” Harvard Business Review 91, no. 7 (2013): 54–61.

8. D. S. Holoien and S. T. Fiske, “Downplaying Positive Impressions: Compensation Between Warmth and Competence in Impression Management,” Journal of Experimental Social Psychology 49 (2013): 33–41.

9. R. Gifford, “A Lens-Mapping Framework for Understanding the Encoding and Decoding of Interpersonal Dispositions in Nonverbal Behavior,” Journal of Personality and Social Psychology 66, no. 2 (1994): 398–412.

10. A. W. Brooks, H. Dai, and M. E. Schweitzer, “I’m Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust,” Social Psychological and Personality Science 5, no. 4 (2013): 467–474.

11. B. C. Gunia, J. M. Brett, and A. Nandkeolyar, “Trust Me, I’m a Negotiator: Using Cultural Universals to Negotiate Effectively, Globally,” Organizational Dynamics 43 (2014): 27–36.

12. N. A. Murphy, “Appearing Smart: The Impression Management of Intelligence, Person Perception Accuracy, and Behavior in Social Interaction,” Personality and Social Psychology Bulletin 33, no. 3 (2007): 325–339.

13. F. Righetti and C. Finkenauer, “If You Are Able to Control Yourself, I Will Trust You: The Role of Perceived Self-control in Interpersonal Trust,” Journal of Personality and Social Psychology 100, no. 5 (2011): 874.

14. Ibid.

15. T. Chamorro-Premuzic and A. Furnham, Personality and Intellectual Competence (East Sussex, UK: Psychology Press, 2014).

16. A. J. Cuddy, C. A. Wilmuth, and D. R. Carney, “The Benefit of Power Posing Before a High-Stakes Social Evaluation” (working paper, Harvard Business School, Boston, 2012).

17. Z. L. Tormala, J. S. Jayson, and M. I. Norton, “The Preference for Potential,” Journal of Personality and Social Psychology 103, no. 4 (2012): 567.

18. Holoien and Fiske, “Downplaying Positive Impressions.”

19. A. J. Cuddy, Susan T. Fiske, and P. Glick, “Warmth and Competence as Universal Dimensions of Social Perception: The Stereotype Content Model and the BIAS Map,” in Advances in Experimental Social Psychology, vol. 40, ed. M. P. Zanna (New York: Academic Press, 2008), 61–149.

20. C. M. Judd, L. James-Hawkins, V. Yzerbyt, and Y. Kashima, “Fundamental Dimensions of Social Judgment: Understanding the Relations Between Judgments of Competence and Warmth,” Journal of Personality and Social Psychology 89 (2005): 899–913.

Chapter 5

1. D. Adams, Dirk Gently’s Holistic Detective Agency (New York: Simon & Schuster, 1987).

2. J. C. Magee and P. K. Smith, “The Social Distance Theory of Power,” Personality and Social Psychology Review 17, no. 2 (2013): 158–186.

3. C. Anderson and A. D. Galinsky, “Power, Optimism, and Risk Taking,” European Journal of Social Psychology 36, no. 4 (2006): 511–536.

4. P. K. Piff et al., “Higher Social Class Predicts Increased Unethical Behavior,” Proceedings of the National Academy of Sciences 109, no. 11 (2012): 4086–4091.

5. J. Hogeveen, M. Inzlicht, and S. S. Obhi, “Power Changes How the Brain Responds to Others,” Journal of Experimental Psychology: General 143, no. 2 (2014): 755–762.

6. S. A. Goodwin et al., “Power Can Bias Impression Processes: Stereotyping Subordinates by Default and by Design,” Group Processes and Intergroup Relations 3, no. 3 (2000): 227–256.

7. Ibid.

8. R. Rodríguez-Bailón, M. Moya, and V. Yzerbyt, “Cuando el poder ostentado es inmerecido: sus efectos sobre la percepción y los juicios sociales” [When power is undeserved: its effects on perception and social judgments], Psicothema 18, no. 2 (2006): 194–199.

9. J. R. Overbeck and B. Park, “Powerful Perceivers, Powerless Objects: Flexibility of Powerholders’ Social Attention,” Organizational Behavior and Human Decision Processes 99, no. 2 (2006): 227–243.

Chapter 6

1. M. Agthe, M. Spörrle, and J. K. Maner, “Does Being Attractive Always Help? Positive and Negative Effects of Attractiveness on Social Decision Making,” Personality and Social Psychology Bulletin 37, no. 8 (2011): 1042–1054.

2. Ibid.

3. N. D. Weinstein, “Unrealistic Optimism About Susceptibility to Health Problems,” Journal of Behavioral Medicine 5, no. 4 (1982): 441–460.

4. In D. G. Myers, Social Psychology, 9th ed. (New York: McGraw Hill, 2007).

5. A. Tesser, M. Millar, and J. Moore, “Some Affective Consequences of Social Comparison and Reflection Processes: The Pain and Pleasure of Being Close,” Journal of Personality and Social Psychology 54, no. 1 (1988): 49.

6. M. Hewstone, M. Rubin, and H. Willis, “Intergroup Bias,” Annual Review of Psychology 53, no. 1 (2002): 575–604.

7. S. Fein and S. J. Spencer, “Prejudice as Self-Image Maintenance: Affirming the Self through Derogating Others” Journal of Personality and Social Psychology 73, no. 1 (1997): 31.

8. R. B. Cialdini and K. D. Richardson, “Two Indirect Tactics of Image Management: Basking and Blasting,” Journal of Personality and Social Psychology 39, no. 3 (1980): 406.

9. Ari Emanuel, quoted in E. Bumiller, “The Brothers Emanuel,” New York Times, June 15, 1997, www.nytimes.com/1997/06/15/magazine/the-brothers-emanuel.html?src=pm&pagewanted=2.

10. H. Tajfel and J. C. Turner, “The Social Identity Theory of Intergroup Behavior,” in Political Psychology: Key Readings, eds. J. T. Jost and J. Sidanius (New York: Psychology Press, 2004).

11. H. Tajfel, “Social Psychology of Intergroup Relations,” Annual Review of Psychology 33, no. 1 (1982): 1–39.

Chapter 7

1. E. T. Higgins, “Promotion and Prevention: Regulatory Focus as a Motivational Principle,” Advances in Experimental Social Psychology 30 (1998): 1–46.

2. H. G. Halvorson and E. T. Higgins, Focus: Use Different Ways of Seeing the World for Success and Influence (New York: Penguin, 2013).

3. P. B. Baltes, U. M. Staudinger, and U. Lindenberger, “Lifespan Psychology: Theory and Application to Intellectual Functioning,” Annual Review of Psychology 50, no. 1 (1999): 471–507.

4. E. T. Higgins, J. Shah, and R. Friedman, “Emotional Responses to Goal Attainment: Strength of Regulatory Focus as Moderator,” Journal of Personality and Social Psychology 72, no. 3 (1997): 515.

5. D. Van Dijk and A. N. Kluger, “Feedback Sign Effect on Motivation: Is It Moderated by Regulatory Focus?” Applied Psychology 53, no. 1 (2004): 113–135.

6. H. Plessner et al., “Regulatory Fit as a Determinant of Sport Performance: How to Succeed in a Soccer Penalty-Shooting,” Psychology of Sport and Exercise 10, no. 1 (2009): 108–115.

7. Ibid.

8. V. K. Bohns et al., “Opposites Fit: Regulatory Focus Complementarity and Relationship Well-Being,” Social Cognition 31, no. 1 (2013): 1–14.

9. J. Cesario, H. Grant, and E. T. Higgins, “Regulatory Fit and Persuasion: Transfer from ‘Feeling Right,’” Journal of Personality and Social Psychology 86, no. 3 (2004): 388.

Chapter 8

1. J. Bowlby, A Secure Base: Parent-Child Attachment and Healthy Human Development (New York: Basic Books, 1988).

2. C. Hazan and P. Shaver, “Romantic Love Conceptualized as an Attachment Process,” Journal of Personality and Social Psychology 52, no. 3 (1987): 511.

3. K. Bartholomew and P. R. Shaver, “Methods of Assessing Adult Attachment,” in Attachment Theory and Close Relationships, ed. J. A. Simpson and W. S. Rholes (New York: Guilford, 1998), 25–45.

4. Hazan and Shaver, “Romantic Love Conceptualized as an Attachment Process.”

5. Bartholomew and Shaver, “Methods of Assessing Adult Attachment.”

6. S. R. Levy, O. Ayduk, and G. Downey, “The Role of Rejection Sensitivity in People’s Relationships with Significant Others and Valued Social Groups,” in Interpersonal Rejection, ed. M. R. Leary (New York: Oxford University Press, 2001), 251.

7. G. Downey and S. I. Feldman, “Implications of Rejection Sensitivity for Intimate Relationships,” Journal of Personality and Social Psychology 70, no. 6 (1996): 1327.

8. Bartholomew and Shaver, “Methods of Assessing Adult Attachment.”

Chapter 9

1. G. B. Moskowitz and P. Li, “Egalitarian Goals Trigger Stereotype Inhibition: A Proactive Form of Stereotype Control,” Journal of Experimental Social Psychology 47, no. 1 (2011): 103–116.

2. G. B. Moskowitz, P. Li, C. Ignarri, and J. Stone, “Compensatory Cognition Associated with Egalitarian Goals,” Journal of Experimental Social Psychology 47, no. 2 (2011): 365–370.

3. J. M. Burger and D. F. Caldwell, “The Effects of Monetary Incentives and Labeling on the Foot-in-the-Door Effect: Evidence for a Self-Perception Process,” Basic and Applied Social Psychology 25, no. 3 (2003): 235–241.

4. Moskowitz, Li, Ignarri, and Stone, “Compensatory Cognition.”

5. G. Keinan, “The Effects of Stress and Desire for Control on Superstitious Behavior,” Personality and Social Psychology Bulletin 28, no. 1 (2002): 102–108.

6. L. Hildebrand-Saints and G. Weary, “Depression and Social Information Gathering,” Personality and Social Psychology Bulletin 15, no. 2 (1989): 150–160.

7. W. B. Swann, B. Stephenson, and T. S. Pittman, “Curiosity and Control: On the Determinants of the Search for Social Knowledge,” Journal of Personality and Social Psychology 40, no. 4 (1981): 635.

8. S. C. Thompson and M. M. Schlehofer, “The Many Sides of Control Motivation,” in Handbook of Motivation Science, eds. James Y. Shah and Wendi L. Gardner (New York: Guilford Press, 2008), 41.

9. R. Fehr, M. J. Gelfand, and M. Nag, “The Road to Forgiveness: A Meta-analytic Synthesis of Its Situational and Dispositional Correlates,” Psychological Bulletin 136, no. 5 (2010): 894.