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I’ve been puzzling over these questionsfor my entire adult life. Fortunately,so have researchers at Harvard,where scientists are probing thehuman brain in an attempt to discoverthe biological origins of humantemperament.One such scientist is an eighty-twoyear-oldman named Jerome Kagan,one of the great developmental psychologistsof the twentieth century. Kagandevoted his career to studying the emotionaland cognitive development ofchildren. In a series of groundbreakinglongitudinal studies, he followed childrenfrom infancy through adolescence,documenting their physiologies andpersonalities along the way. Longitudinalstudies like these are time-consuming,expensive, and therefore rare—butwhen they pay off, as Kagan’s did, theypay off big.290/929
For one of those studies, launched in1989 and still ongoing, Professor Kaganand his team gathered five hundredfour-month-old infants in his Laboratoryfor Child Development at Harvard,predicting they’d be able to tell, on thestrength of a forty-five-minute evaluation,which babies were more likely toturn into introverts or extroverts. Ifyou’ve seen a four-month-old babylately, this may seem an audaciousclaim. But Kagan had been studyingtemperament for a long time, and hehad a theory.Kagan and his team exposed the fourmonth-oldsto a carefully chosen set ofnew experiences. The infants heardtape-recorded voices and balloons popping,saw colorful mobiles dance beforetheir eyes, and inhaled the scent of alcoholon cotton swabs. They had wildlyvarying reactions to the new stimuli.291/929
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—JONATHAN FIELDS, author of Uncer
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To my childhood family
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presupposes that energy needed in o
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17/9292. THE MYTH OF CHARISMATICLEA
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19/92911. ON COBBLERS AND GENERALS:
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For similar reasons, I did not use
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INTRODUCTIONThe North and South ofT
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squeeze inside the church until its
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27/929Our lives are shaped as profo
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pairings—masculinity and feminini
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stock of their true natures. You ha
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example, are rated as smarter, bett
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35/929The Cat in the HatCharlie Bro
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off each school day by performingda
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with me. I wish I could find that l
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she was in the real world, she wasn
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Everyone waited for Laura to reply,
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At first her questions were tentati
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so nice and so tough at the same ti
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extroverts need to recharge when th
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introvert would rather spend her va
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conversation. They tend to dislike
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from the socializing that causes th
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57/9292. _______ I often prefer to
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59/92920. _______ In classroom situ
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actually a technical term in psycho
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illuminating insights that are chan
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65/929George Orwell, Theodor Geisel
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1THE RISE OF THE “MIGHTYLIKEABLE
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mesmerize an audience. This particu
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out on the road with few possession
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twentieth century, changing forever
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mass immigration blew the populatio
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featured case studies of historical
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on the street can’t know that we
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etter than a matinee idol to modelp
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showed a crestfallen young woman,ho
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possession and a power that didn’
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But nowhere was the need to appears
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magazine, “if you have a big, hus
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parents and teachers conspired to o
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the one who’s had an 80 or 85 ave
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The rest of the organization menwou
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personality traits are genetically
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The victor of that campaign? Thefig
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new demands of self-presentation.Wh
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senior manager at Eastman Kodak tol
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“I wasn’t that bad, was I?”
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learn to stage-manage our voices, g
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2THE MYTH OF CHARISMATICLEADERSHIPT
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learning how to be more energetic,
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PowerBars, bananas, and corn chips.
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and impossibly defined cheekbones.E
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off his expressive face, they cry o
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“Did you hesitate or go straight
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hands. When we’re finished, the q
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love knowledge for its own sake, no
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Ba-da-da-da, YES! Dum-dum-dum-DUM,
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His intellect is impressive, too.Th
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so on. He is motivated by love, he
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I can’t help but wonder why none
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salesmanship as a way of sharing on
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TVs silently broadcasting campus ne
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Capital of Extroversion.” But it
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to shake Wall Street, Main Street,
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teams). He spends the rest of the m
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students’ grade, and a much large
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students. When students fail to spe
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owdy evening? Students at HBS go ou
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judges HBS by how well it prepares
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151/929“creative,” she answered
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Yet even at Harvard Business School
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salvaged items. But his group didn
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But Mills also pointed to the commo
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powerful as a meeting goes on. It a
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somebody says, ‘I’m bored. Why
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president of Rite-Solutions, and Ji
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have in common was something theydi
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charisma but for extreme humilityco
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he wanted to avoid simplistic answe
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introverted people, as well as one
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esults. And personal opinions are o
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T-shirts as possible in ten minutes
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which motivated them to work harder
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other hand, “may wish to adopt a
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quietly. “Get off my bus,” Blak
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to ‘reenter that forbidden zone b
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their encounter in her newspapercol
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do it, he said. “Who am I, that I
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If Parks spoke through her actions,
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jobs, dates, and even kidney donors
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‘it’s about people’ mantra we
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Might they have reached the rightre
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clumps. Children frolic in man-made
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man in bright red polo shirt and sn
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and began to feel guilty about all
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Presbyterian minister and worked wi
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means listening as well as talking,
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ock concert venue, save for the uno
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nothing, and he’s done good works
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Yet McHugh finds practices like the
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virtue. Righteous behavior is not s
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French. They call themselves theHom
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Homebrew crowd, computers are a too
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who hope to be innovative should wo
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221/929work best alone where they c
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interpersonally skilled but “not
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independently. We’d want to give
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province of a single mind actually
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& Young, GlaxoSmithKline, Alcoa, an
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According to a 2002 nationwide surv
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Williams also identifies leadership
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The New Groupthink did not arise at
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CFO of the social marketing firm Mr
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Page 241 and 242: They found a striking differenceamo
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Page 247 and 248: No one would choose this sort ofpai
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Page 265 and 266: increases: groups of nine generate
Page 267 and 268: group performed much better than it
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Page 275 and 276: that they had arrived serendipitous
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Page 281 and 282: many casual, chance encounters as p
Page 283 and 284: PartTWOYOUR BIOLOGY, YOUR SELF?
Page 285 and 286: dries up and I can’t get any word
Page 287 and 288: seminar for his entire executive te
Page 289: my anxiety, but over the years I’
Page 293 and 294: obot. At seven, they were asked top
Page 295 and 296: e a scientist. “Like … other fa
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Page 311 and 312: Kagan ushers me inside his office i
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Page 317 and 318: Kagan tells me about the time hewat
Page 319 and 320: like asking whether a blizzard is c
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Page 325 and 326: According to Jay Belsky, a leadingp
Page 327 and 328: it’s becoming the leader of their
Page 329 and 330: Stephen Suomi, the scientist whocon
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Page 333 and 334: Most people would appreciate thefle
Page 335 and 336: Developmental Neuroimaging and Psyc
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strangers and feel “Geez! Who are
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We might call this the “rubber ba
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conditioned a rat to associate a ce
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knows it. When she arrives at a par
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makes people describe her as a “f
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intimate backyard talks with her mo
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part was when she got to close the
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To solve Esther’s problem, let’
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they’re constricted, so the brain
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personality psychologist David Fund
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also underperformed—taking an ave
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state lasts only until your friend
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alert, active, and energetic). Drow
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Esther managed to solve her problem
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I expected. There was a fashion des
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turn to offer feedback. Did Lateesh
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You seem so outgoing, they added.Yo
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subjects that don’t interest them
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the sixteenth president rising up b
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chosen her for just this reason; in
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At the same time, many told Eleanor
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In the meantime, Eleanor found hers
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When I hear that Aron will be theke
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egistration forms and name badges,t
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lue eyes that look as if they don
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there only when she withdrew from t
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attribute about fifteen motivations
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intuitive (just as Aron’s husband
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games or reading unfamiliar words.A
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was distracting. But Aron had a gre
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In 1921, FDR contracted polio. It w
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from her trips, she often told him
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was Eleanor who made sure he knewho
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apparently breaking the toy gives t
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and of another eight-year-old who c
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some evidence that sociopaths haved
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they camouflage signs of a nervous
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supercool pulse rate during liftoff
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intentionally,” Dijk speculates,
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In other words, you want to makesur
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[other type] is to be first, withou
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while the other 80 percent are “f
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y those farther up the food chain b
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The interesting thing is that these
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traumatic injuries. Extroverts enjo
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Roosevelts as surely as grazing her
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female tit birds—it might seem th
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suitcase through a midnight airport
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tirelessly promote the movie. He vi
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The atmosphere is startling simplyb
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eginning of conversations but at th
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putting myself to sleep. I wonder i
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guns strapped to their chests until
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7WHY DID WALL STREET CRASH ANDWARRE
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“Hi, Janice!” said the caller t
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same thing happened: the bailout st
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But sometimes we’re too sensitive
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after the deal was struck, a headli
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high reactivity and introversion. N
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eward-seeking cravings of the oldbr
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potential goodies; fMRI experiments
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medial orbitofrontal cortex, a key
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professor Richard Howard told me,po
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make group decisions, extroverts wo
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the choice of a small reward immedi
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failure of many banks during the Gr
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promotion. They lost their hold on
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stripped him of his power to review
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How did Janice Dorn’s client, Ala
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utton and find they’ve lost a poi
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and focused on a goal, their vigila
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of critical thinking widely used by
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imagining things, recalling events
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personality traits of effective cal
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we need to find a balance between a
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And when it comes time to invest, o
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avoiding others that seem to causep
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495/9295. I have very few fears com
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extrovert, many of the flow experie
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you care about, you probably find t
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inappropriate risks, like the forme
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wrote in a letter to investors. Kla
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off handsomely if dramatic but unex
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confident group lost half their cli
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newspaper moguls, Hollywood celebri
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charmingly self-deprecating story
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will never be finished. That’s on
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8SOFT POWERAsian-Americans and the
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computer programming, and my job is
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Dream. Many first- and second-gener
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The library is to Cupertino what th
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distributed a few extra degrees tow
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would be like, ‘She’s so studio
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professors were so patient, just li
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change their ways, colleges can lea
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minority”—even when meant as a
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the “cheerful,” “enthusiastic
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535/929—KAMO NO CHOMEI, 12th Cent
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desires to the group’s interests,
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centers in the American brains, whi
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It’s because of relationship hono
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may have thought. So if, deep down,
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nodded at the athletes, all of whom
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was supposed to encourage students
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on a weekday afternoon, cocky Asian
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personalities are more genuine,”
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cultural style for getting ahead: t
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Cupertino, Ni conducts daylong semi
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Ni asked for volunteers and brought
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Asians use only a narrow set of mus
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Aggressive power beats you up; soft
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man. As a child, he was afraid ofev
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abstain from meat, so he saw no dan
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they would surely have retaliated,
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esistance,” which he associated w
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The TIMSS exam (Trends in Internati
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the final grade, many students leav
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girl. When we first met, Tiffany wa
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have conviction if you’re quiet a
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9WHEN SHOULD YOU ACT MOREEXTROVERTE
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and e-mailing friends long notes he
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they’re relatively stable across
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psychologists acknowledge that we c
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fine-tune their own personalities t
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For years Little returned to lectur
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highly. Free Trait Theory explains
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effort required to stretch his natu
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when he decided that other kids wer
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you’ll see his self-taught bellic
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each teaching session. They also ra
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One of the most effective self-moni
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come naturally to him. Indeed, theh
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• Do you put on a show to impress
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high self-monitors can come across
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campus to celebrate. The subject of
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ody arrange themselves when you’r
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presentations. Although she felt de
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I, too, was once in this position.
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fireman, what did a fireman mean to
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classmates who’d grown up to bewr
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secretary under President Clinton,
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Sometimes people find restorativeni
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exchange for being ourselves the re
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But the person with whom you canbes
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Professor Little knows all too well
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Double pneumonia and an overschedul
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to see the world in a more negative
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great excitement and mutual admirat
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“do all the work of making conver
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school was tougher for her than for
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pro-social. But as we’ve seen, ne
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than the introverts, and this was i
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Greg feels hurt that she makes an e
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a career change. “I think we’d
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wanted to deliver her newscompassio
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disagree, her voice gets quiet and
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Do they also like each other a litt
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“Very nice, keep up the good work
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manager, while 71 percent accepted
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wrong. The cobra vows to stop immed
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have repair work to do with their p
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horrible, on some level she process
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study felt warmly toward their fell
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try to tap into my empathy,” he s
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the shoes of their conversational p
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does. It requires a kind of mental
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socially. It doesn’t show us how
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increased territory sales 500 perce
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commonality with the other person:Y
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to the point where I could walk int
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a way to break their stalemate. Ins
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11ON COBBLERS AND GENERALSHow to Cu
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separate occasions. Each time, the
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always reading,” says Dr. Miller
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Take the case of Joyce and her seve
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understand why her sweet, lovingdau
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Isabel wants to hang out alone in h
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Why would you want to do that?thoug
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child fit if she’d been an introv
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But even parents who still have wor
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same time he didn’t want her to g
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new people, but also to new places
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the safety of the dunes, and neithe
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Above all, do not shame her for her
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principals and guidance counselors,
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It’s a Tuesday morning in October
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But not all of them. When you seeth
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She opens her mouth to speak, butlo
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calm atmosphere where she could wor
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lunch in the cacophonous din of the
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school memory is of being made tost
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elieve that negative public speakin
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movement, stimulation, collaborativ
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her group had been smaller andsomeo
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what these kids are like oncethey
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help your introverted child thrive.
Page 733 and 734:
words what it’s like to say “I
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development experts tell us, but be
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day she made the team after partici
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fashion and celebrity. Those kids a
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nerves were so mild that they simpl
Page 743 and 744:
the story of David Weiss, a drummer
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stuff. And I know exactly how: I st
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it and enjoyed himself. His father
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one of the great insights of Wester
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for those who might fall into the f
Page 753 and 754:
Run. Write a story. Make a deal wit
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you want the wisdom of the crowd,ga
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Lewis Carroll was an introvert, too
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But what he loved to do best wasrea
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suitcase (though I felt guilty abou
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A Note on the Words Introvert andEx
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categories quite separate from intr
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experience (“thinker, dreamer”)
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his preferred type, “intelligent
Page 771 and 772:
At Crown Publishers, it has been my
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an interview. He gave me not only t
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to talk, let alone visit, during th
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Janice Dorn, Anders Ericsson, Jason
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Special thanks and love to Al andBo
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781/929personality did not prevent
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783/929Mood, and Cardiovascular Fun
Page 785 and 786:
785/929a brochure published by the
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787/929speech can be perceived as h
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789/92926. Charlie Brown: David Mic
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791/92935. introvert is not a synon
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793/929to Communicate, Communicatio
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795/929Personality and the School:
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797/929American Medicine Meets the
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799/92918. “EATON’S HIGHLAND LI
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801/929as a founding figure of pers
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803/929Admission and Exclusion at H
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tongued Chautauqua speaker turned D
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807/929lamb; this was “the world
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809/92950. “Social anxiety disord
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811/92953. a staple of airport book
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813/929published June 12, 2003, upd
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815/929outdoor/depart-from-your-inh
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817/92918. college students were as
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819/929Don’t (New York: HarperCol
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821/929excellent biography, Rosa Pa
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823/929http://mashable.com/2008/08/
Page 825 and 826:
825/92937. “cry from the heart wo
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4. One of the most interesting find
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829/929Creative Collaboration (New
Page 831 and 832:
Gamble, Ernst & Young, GlaxoSmithKl
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19. According to a 2002 nationwide
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835/929Distribution in a Group of I
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837/92932. “intense curiosity or
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839/92938. people learn better afte
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841/92948. some forty years of rese
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843/929Gregory Berns, Iconoclast: A
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845/929CHAPTER 4: IS TEMPERAMENT DE
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847/929Impulsivity and Reading Abil
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849/92916. Nazi eugenics and white
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851/92924. in a group of people, on
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853/929and Social Psychology 97, no
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855/92933. Indeed, about a quarter
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857/92938. thought to be associated
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859/92945. “The time and effort t
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861/92916, 2010. Also note that int
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863/92916. Drowsy extroverts behind
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865/929Penguin, 1992), esp. 125-236
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867/929Emotion Processing and Atten
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869/929how radically, and fruitfull
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871/929Disruptive Developmental Tra
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873/929Deformations Within the Amyg
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877/92942. As Jung speculated almos
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879/929CHAPTER 7: WHY DID WALL STRE
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881/929areas that have something to
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885/929“How Emotions Facilitate a
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887/929Polymorphism at the Serotoni
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889/929Barrionuevo, “Vincent Kami
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on the dopamine-driven reward syste
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893/929Type Indicator (Palo Alto, C
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897/92951. all introverts are const
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Personality Dispositions,” Annual
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may fluctuate over time, but you pr
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923/929(Cambridge, MA: HarvardUnive
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925/929Neuroscientist Reveals How t
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927/929Meaning: On Doing Well and B
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