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908/929Windows on Japanese Education, edited byEdward R. Beauchamp (Westport, CT:Greenwood Press, 1991). Malcolm Gladwellwrote about this study in his book Outliers.CHAPTER 9: WHEN SHOULD YOU ACT MOREEXTROVERTED THAN YOU REALLY ARE?1. Meet Professor Brian Little: The storiesabout Brian Little throughout this chaptercome from numerous telephone and e-mailinterviews with the author between 2006and 2010.2. Hippocrates, Milton, Schopenhauer,Jung: Please see A Note on the Words Introvertand Extrovert for more on this point.3. Walter Mischel: For an overview of theperson-situation debate, see, for example,David C. Funder, The Personality Puzzle(New York: W. W. Norton, 2010), 118–44.See also Walter Mischel and Yuichi Shoda,“Reconciling Processing Dynamics and
Personality Dispositions,” Annual Review ofPsychology 49 (1998): 229–58. In furthersupport of the premise that there truly issuch a thing as a fixed personality: Weknow now that people who score as introvertson personality tests tend to have differentphysiologies and probably inheritsome different genes from those who measureas extroverts. We also know that personalitytraits predict an impressive varietyof important life outcomes. If you’re an extrovert,you’re more likely to have a widecircle of friends, have risky sex, get into accidents,and excel at people-oriented worklike sales, human resources, and teaching.(This doesn’t mean that you will do thesethings—only that you’re more likely thanyour typical introvert to do them.) If you’rean introvert, you’re more likely to excel inhigh school, in college, and in the land ofadvanced degrees, to have smaller socialnetworks, to stay married to your original909/929
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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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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
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
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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
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
Page 687 and 688:
always reading,” says Dr. Miller
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Take the case of Joyce and her seve
Page 691 and 692:
understand why her sweet, lovingdau
Page 693 and 694:
Isabel wants to hang out alone in h
Page 695 and 696:
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
Page 701 and 702:
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
Page 719 and 720:
lunch in the cacophonous din of the
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school memory is of being made tost
Page 723 and 724:
elieve that negative public speakin
Page 725 and 726:
movement, stimulation, collaborativ
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her group had been smaller andsomeo
Page 729 and 730:
what these kids are like oncethey
Page 731 and 732:
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
Page 745 and 746:
stuff. And I know exactly how: I st
Page 747 and 748:
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
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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”)
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
Page 775 and 776:
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
Page 799 and 800:
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
Page 813 and 814:
813/929published June 12, 2003, upd
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815/929outdoor/depart-from-your-inh
Page 817 and 818:
817/92918. college students were as
Page 819 and 820:
819/929Don’t (New York: HarperCol
Page 821 and 822:
821/929excellent biography, Rosa Pa
Page 823 and 824:
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
Page 839 and 840:
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
Page 851 and 852:
851/92924. in a group of people, on
Page 853 and 854:
853/929and Social Psychology 97, no
Page 855 and 856:
855/92933. Indeed, about a quarter
Page 857 and 858: 857/92938. thought to be associated
Page 859 and 860: 859/92945. “The time and effort t
Page 861 and 862: 861/92916, 2010. Also note that int
Page 863 and 864: 863/92916. Drowsy extroverts behind
Page 865 and 866: 865/929Penguin, 1992), esp. 125-236
Page 867 and 868: 867/929Emotion Processing and Atten
Page 869 and 870: 869/929how radically, and fruitfull
Page 871 and 872: 871/929Disruptive Developmental Tra
Page 873 and 874: 873/929Deformations Within the Amyg
Page 875 and 876: 875/929Psychotherapy and the Highly
Page 877 and 878: 877/92942. As Jung speculated almos
Page 879 and 880: 879/929CHAPTER 7: WHY DID WALL STRE
Page 881 and 882: 881/929areas that have something to
Page 883 and 884: 883/929Makes You the Way You Are. S
Page 885 and 886: 885/929“How Emotions Facilitate a
Page 887 and 888: 887/929Polymorphism at the Serotoni
Page 889 and 890: 889/929Barrionuevo, “Vincent Kami
Page 891 and 892: on the dopamine-driven reward syste
Page 893 and 894: 893/929Type Indicator (Palo Alto, C
Page 895 and 896: 895/929Personality Traits (Cambridg
Page 897 and 898: 897/92951. all introverts are const
Page 899 and 900: 899/929features predict happiness m
Page 901 and 902: 901/9292. article called “The New
Page 903 and 904: 903/92911. Another study asked Asia
Page 905 and 906: 905/929Time,” Child Development 7
Page 907: 907/929National Center for Educatio
Page 911 and 912: may fluctuate over time, but you pr
Page 913 and 914: 913/929Psychology,” Psychological
Page 915 and 916: 915/929Selves and Well Beings,” i
Page 917 and 918: 917/929Stability” measures freedo
Page 919 and 920: 919/929Argumentative Discussions,
Page 921 and 922: 921/929Nonverbal Decoding,” Journ
Page 923 and 924: 923/929(Cambridge, MA: HarvardUnive
Page 925 and 926: 925/929Neuroscientist Reveals How t
Page 927 and 928: 927/929Meaning: On Doing Well and B
Page 929: @Created by PDF to ePub
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