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Nettle in his illuminating book on personality,“in response to the pursuit orcapture of some resource that is valued.Excitement builds towards the anticipatedcapture of that resource. Joy followsits capture.” Extroverts, in otherwords, often find themselves in an emotionalstate we might call “buzz”—arush of energized, enthusiastic feelings.This is a sensation we all know andlike, but not necessarily to the same degreeor with the same frequency: extrovertsseem to get an extra buzz fromthe pursuit and attainment of theirgoals.The basis of buzz appears to be ahigh degree of activity in a network ofstructures in the brain—often called the“reward system”—including the orbitofrontalcortex, the nucleus accumbens,and the amygdala. The job of the rewardsystem is to get us excited about460/929
potential goodies; fMRI experimentshave shown that the system is activatedby any number of possible delights,from anticipation of a squirt of Kool-Aid on the tongue, to money, to picturesof attractive people.The neurons that transmit informationin the reward network operate inpart through a neurotransmitter—achemical that carries informationbetween brain cells—called dopamine.Dopamine is the “reward chemical” releasedin response to anticipated pleasures.The more responsive your brain isto dopamine, or the higher the level ofdopamine you have available to release,some scientists believe, the morelikely you are to go after rewards likesex, chocolate, money, and status.Stimulating mid-brain dopamine activityin mice gets them to run around excitedlyin an empty cage until they461/929
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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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year, and asked them to devise a ne
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They found a striking differenceamo
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knowledge that are just out of your
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people’s lives and were “among
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No one would choose this sort ofpai
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And in contemporary workplaces, the
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correlation to outcome. Programmers
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about coworkers eavesdropping onthe
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environment that people would hatet
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Thursdays,” one day a week in whi
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If personal space is vital to creat
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261/9291. Don’t judge or criticiz
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Manufacturing (otherwise known as3M
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increases: groups of nine generate
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group performed much better than it
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participants would do better in pub
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conform. What was going on in themi
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decision-making. But when they went
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that they had arrived serendipitous
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population density is correlated wi
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hours—not the eight, ten, or four
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many casual, chance encounters as p
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PartTWOYOUR BIOLOGY, YOUR SELF?
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dries up and I can’t get any word
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seminar for his entire executive te
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my anxiety, but over the years I’
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For one of those studies, launched
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obot. At seven, they were asked top
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e a scientist. “Like … other fa
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temperature, and other properties o
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introverts—just the opposite—bu
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limbs (or staying calm) in response
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castles—he’ll often concentrate
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thin body and narrow face. Such con
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share only 50 percent of their gene
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day in a foreign city, but I love t
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Kagan ushers me inside his office i
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family goes to the beach every week
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high-reactive nervous system. One t
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Kagan tells me about the time hewat
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like asking whether a blizzard is c
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“The university is filled with in
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extremely low-reactive kids? Often
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According to Jay Belsky, a leadingp
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it’s becoming the leader of their
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Stephen Suomi, the scientist whocon
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focuses on problems and pathology.
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Most people would appreciate thefle
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Developmental Neuroimaging and Psyc
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We gaze reverently at the fMRI scan
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doing all these early observations
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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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Page 419 and 420: In other words, you want to makesur
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Page 423 and 424: while the other 80 percent are “f
Page 425 and 426: y those farther up the food chain b
Page 427 and 428: The interesting thing is that these
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Page 437 and 438: tirelessly promote the movie. He vi
Page 439 and 440: The atmosphere is startling simplyb
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Page 447 and 448: 7WHY DID WALL STREET CRASH ANDWARRE
Page 449 and 450: “Hi, Janice!” said the caller t
Page 451 and 452: same thing happened: the bailout st
Page 453 and 454: But sometimes we’re too sensitive
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Page 457 and 458: high reactivity and introversion. N
Page 459: eward-seeking cravings of the oldbr
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Page 465 and 466: professor Richard Howard told me,po
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Page 475 and 476: stripped him of his power to review
Page 477 and 478: How did Janice Dorn’s client, Ala
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Page 481 and 482: and focused on a goal, their vigila
Page 483 and 484: of critical thinking widely used by
Page 485 and 486: imagining things, recalling events
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Page 489 and 490: we need to find a balance between a
Page 491 and 492: And when it comes time to invest, o
Page 493 and 494: avoiding others that seem to causep
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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
Page 653 and 654:
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
Page 669 and 670:
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
Page 681 and 682:
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
Page 741 and 742:
nerves were so mild that they simpl
Page 743 and 744:
the story of David Weiss, a drummer
Page 745 and 746:
stuff. And I know exactly how: I st
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it and enjoyed himself. His father
Page 749 and 750:
one of the great insights of Wester
Page 751 and 752:
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
Page 757 and 758:
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”)
Page 769 and 770:
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
Page 783 and 784:
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
Page 833 and 834:
19. According to a 2002 nationwide
Page 835 and 836:
835/929Distribution in a Group of I
Page 837 and 838:
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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