1.
Ekman, Paul. 1985.
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ketplace, Politics, and Marriage.
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2.
Cheng, Sha, et al. 1990. “Effects of Personality Type on
Stress Response.” Acta-Psychologica-Sinica 22(2):197–204.
3.
Carnegie, Dale. 1936.
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4.
Goleman, Daniel. 1989. “Brain’s Design Emerges as a Key
to Emotions,” quoting Dr. Joseph LeDoux, psychologist at Cen-
ter for Neural Science at New York University.
New York Times
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Kellerman, Joan, et al. 1989. “Looking and Loving: The
Effects of Mutual Gaze on Feelings of Romantic Love.” Con-
ducted at the Agoraphobia Treatment & Research Center of New
England.
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Argyle, Michael. 1967.
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Behavior.
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Wellens, A. Rodney. 1987. “Heart-Rate Changes in Re-
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Others.”
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8.
Ibid.
343
Notes
✰
10 (343-346B) notes 8/14/03 9:20 AM Page 343
Copyright 2003 by Leil Lowndes. Click Here for Terms of Use.
9.
Zig Ziglar, motivational teacher and author of the best-
selling books
See You at the Top
,
Secrets of Closing the Sale
,
Over
the Top
, and
Something to Smile About
.
10.
Curtis, Rebecca C.,
and Miller, Kim. 1986. “Believing
Another Likes or Dislikes You: Behaviors Making the Beliefs Come
True.”
Journal of Personality and Social Psychology
51(2):284–290.
11.
Hayakawa, S. I. 1941.
Language in Thought and Action
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Aronson, E., et al. 1966. “The
Effect of a Pratfall on
Increasing Interpersonal Attractiveness.”
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13.
Carnegie Foundation for the Advancement of Teaching
and Carnegie Institute of Technology studies in the 1930s show-
ing that 85 percent of one’s financial success, even in technical
fields such as engineering, is due to communications skills.
14.
U.S. Census Bureau of Hiring, Training, and Manage-
ment Practices conducted a survey of 3,000 employers nation-
wide. The preferred qualities in job candidates were,
rated in order
of importance, attitude, communications skills, previous work
experience, recommendations from current employer,
recom-
mendations from previous employer, industry-based credentials,
years of schooling completed, score on interview tests, academic
performance (grades), reputation of applicant’s school, teacher
recommendations.
15.
Walsh, Debra G., and Hewitt, Jay. 1985. “Giving Men the
Come-On: Effect of Eye Contact and Smiling in a Bar Environ-
ment.”
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