The Charisma Myth: How Anyone Can Master the Art and Science of Personal Magnetism (39 page)

12
. D. R. Carney, A. J. C. Cuddy, and A. J. Yap, “Power Posing: Brief Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance,”
Psychological Science OnlineFirst,
September 21, 2010,
http://www.people.hbs.edu/acuddy/in%20press,%20carney,%20cuddy,%20&%20yap,%20psych%20science.pdf
.

13
. R. F. Baumeister, “Ego Depletion and Self-Regulation Failure: A
Resource Model of Self-Control,”
Alcoholism: Clinical and Experimental Research
27, no. 2 (2003): 281–84.

14
. M. T. Gailliot, R. F. Baumeister, C. N. DeWall, J. K. Maner, E. A. Plant, D. M. Tice, et al., “Self-Control Relies on Glucose as a Limited Energy Source: Willpower Is More Than a Metaphor,”
Journal of Personality and Social Psychology
92, no. 2 (2007): 325–36.

6. Different Charisma Styles

1
. S. Milgram,
Obedience to Authority: An Experimental View
(New York: Harper & Row, 1975); N. J. Russell, “Milgram’s Obedience to Authority Experiments: Origins and Early Evolution,”
British Journal of Social Psychology
50, part 1 (2011): 140–62.

2
. A. Freed, P. Chandler, J. Mouton, and R. Blake, “Stimulus and Background Factors in Sign Violation,”
Journal of Personality
23 (1955): 499.

3
. R. M. A. Nelisson and M. H. C. Meijers, “Social Benefits of Luxury Brands as Costly Signals of Wealth and Status,”
Evolution & Human Behavior
32, no. 5 (2011): 343–55.

4
. From Halpin in 1954 to Pillai in 1991.

7. Charismatic First Impressions

1
. John Kenneth Galbraith,
Economics, Peace and Laughter
(New York: New American Library, 1971), 50.

2
. Dr. Nalini Ambady,
First Impressions
(New York: Guilford Press, 2008).

3
. L. P. Naumann, S. Vazire, P. J. Rentfrow, and S. D. Gosling, “Personality Judgments Based on Physical Appearance,”
Personality and Social Psychology Bulletin
35, no. 12 (2009): 1661–71.

4
. P. Borkenau, S. Brecke, C. Mottig, and M. Paelecke, “Extraversion Is Accurately Perceived After a 50-Ms Exposure to a Face,”
Journal of Research in Personality
43 (2009): 703–6; P. Borkenau and A. Liebler, “Trait Inferences: Sources of Validity at Zero Acquaintance,
Journal of Personality and Social Psychology
62 (1992): 645–57; S. D. Gosling, S. J. Ko, T. Mannarelli, and M. E. Morris, “A Room with a Cue: Personality Judgments Based on Offices and Bedrooms,
Journal of Personality and Social Psychology
82 (2002): 379–98; M. J. Levesque and D. A. Kenny, “Accuracy of Behavioral Predictions at Zero Acquaintance: A Social Relations Analysis,
Journal of Personality and Social Psychology
65 (1993): 1178–87.

5
. N. Ambady and R. Rosenthal, “Half a Minute: Predicting Teacher Evaluations from Thin Slices of Nonverbal Behavior and Physical Attractiveness,”
Journal of Personality and Social Psychology
64, no. 3 (1993): 431–41.

6
. T. Emswiller, K. Deaux, and J. E. Willits, “Similarity, Sex, and Requests for Small Favors,”
Journal of Applied Social Psychology
1 (1971): 284–91.

7
. G. L. Stewart, S. L. Dustin, M. R. Barrick, and T. C. Darnold, “Exploring the Handshake in Employment Interviews,”
Journal of Applied Psychology
93, no. 5 (September 2008): 1139–46.

8. Speaking—and Listening—with Charisma

1
. Ronald E. Riggio,
The Charisma Quotient: What It Is, How to Get It, How to Use It
(New York: Dodd Mead: 1988), 76.

2
. Artur Schnabel, in
Chicago Daily News,
June 11, 1958.

3
. Robert B. Cialdini,
Influence: The Psychology of Persuasion,
rev. ed. (New York: Harper Paperbacks, 2006).

4
. Ibid.

5
. Dale Carnegie,
How to Win Friends and Influence People
(New York: Simon & Schuster, 1936).

6
. A. Hackmann, “Working with Images in Clinical Psychology,” in
Comprehensive Clinical Psychology,
eds. A. Bellack and M. Hersen (London: Pergamon, 1998), 301–17.

7
. Riggio,
Charisma Quotient.

8
. R. P. Perry, P. C. Abrami, and L. Leventhal, “Educational Seduction: The Effect of Instructor Expressiveness and Lecture Content on Student Ratings and Achievement,”
Journal of Educational Psychology
71 (1979): 107–16.

9
. A. Drahota, A. Costall, and V. Reddy, “The Vocal Communication of Different Kinds of Smile,”
Speech Communication
50, no. 4 (2008): 278.

9. Charismatic Body Language

1
. D. Goleman, “What Makes a Leader?”
Harvard Business Review
(January 2004).

2
. Ronald E. Riggio,
The Charisma Quotient: What It Is, How to Get It, How to Use It
(New York: Dodd Mead, 1988).

3
. J. E. Bono and R. Ilies, “Charisma, Positive Emotions and Mood Contagion,”
The Leadership Quarterly
17, no. 4 (2006): 317–34.

4
. Ker Than, “Why Some Old Lovers Look Alike,”
LiveScience,
February 14, 2006.

5
. D. Goleman and R. Boyatzi, “Social Intelligence and the Biology of Leadership,”
Harvard Business Review
(September 2008).

6
. N. Gueguen, C. Jacob, and A. Martin, “Mimicry in Social Interaction: Its Effect on Human Judgment and Behavior,”
European Journal of Social Sciences
8, no. 2 (2009).

7
. Heini Hediger,
The Psychology and Behaviour of Animals in Zoos and Circuses
(New York: Dover Publications, 1955).

8
. Allan and Barbara Pease,
The Definitive Book of Body Language
(New York: Bantam, 2006).

9
. Ibid.

10
. J. Kellerman, J. Lewis, and J. D. Laird, “Looking and Loving: The Effects of Mutual Gaze on Feelings of Romantic Love,”
Journal of Research in Personality
23 (1989): 145–61.

11
. Les Fehmi and Jim Robbins,
The Open-Focus Brain: Harnessing the Power of Attention to Heal Mind and Body
(Boston: Trumpeter, 2007).

10. Difficult Situations

1
. E. Aronson, R. D. Akert, and T. D. Wilson,
Social Psychology,
6th ed. (Upper Saddle River, NJ: Pearson Prentice Hall, 2006).

2
. K. Izuma, D. N. Saito, and N. Sadato, “Processing of Social and Monetary Rewards in the Human Striatum,”
Neuron
58, no. 2 (2008): 284–94.

3
. D. A. Redelmeier, J. Katz, and D. Kahneman, “Memories of Colonoscopy: A Randomized Trial,”
Pain
104, nos. 1–2 (2003): 187–94.

11. Presenting with Charisma

1
. “What’s with the Newspapers?”
Plain Language at Work Newsletter
(May 15, 2005),
http://www.impact-information.com/impactinfo/newsletter/plwork15.htm
; S. L. Mailloux, M. E. Johnson, D. G. Fisher, and T. J. Pettibone, “How Reliable Is Computerized Assessment of Readability?”
Computers in Nursing
13, no. 5 (1995): 221–25; Joe Kimble, “Writing for Dollars, Writing to Please,”
Scribes Journal of Legal Writing,
1996–97,
http://www.plainlanguagenetwork.org/kimble/dollars.htm
.

2
. P. Valdez and A. Mehrabian, “Effects of Color on Emotions,”
Journal of Experimental Psychology: General
123, no. 4 (1994): 394–409; T. W. Whitfield and T. J. Wiltshire, “Color Psychology: A Critical
Review,”
Genetic, Social, and General Psychology Monographs
116, no. 4 (1990): 385–411.

12. Charisma in a Crisis

1
. G. Devereux, “Charismatic Leadership and Crisis,” in
Psychoanalysis and the Social Sciences,
vol. 4, eds. W. Muensterberger and S. Axelrod (New York: Dutton, 1955): 145–57.

2
. Robert B. Cialdini,
Influence: The Psychology of Persuasion,
rev. ed. (New York: Harper Paperback, 2006).

13. The Charismatic Life: Rising to the Challenge

1
. Jay A. Conger and Rabindra N. Kanungo, “Toward a Behavioral Theory of Charismatic Leadership in Organizational Settings,” Academy of Management.
The Academy of Management Review
12, no. 4 (1987).

AN EXPERT IN
the fields of charisma and leadership, Olivia Fox Cabane has lectured at Harvard, Yale, Stanford, MIT, and the United Nations. As a frequent keynote speaker and executive coach to the leadership of Fortune 500 companies, she helps people increase their ability to influence, persuade, and inspire others.

From a base of thorough behavioral science, Olivia extracts the most practical tools for business, giving her clients techniques she first presented at Harvard and MIT.

In addition to being a regular columnist for
Forbes,
Olivia is often featured in media such as the
New York Times, Bloomberg,
and
BusinessWeek
and was recently profiled in the
Wall Street Journal
.

Olivia has both French and American nationalities and is fluent in four and a half languages; she was the youngest person ever to have been appointed foreign trade adviser to the French government.

academia, 3

acceptance, 103, 231

adrenaline, 38, 170, 196–97

alpha males, 86, 219

American Express, 118–19

analogies, 189, 233

anger, 50, 52, 170

annoyances, 77

anxiety, 32–37, 38, 40, 42, 50, 56, 86, 90, 202

apologies, 165, 171, 180–83, 186

appearance, 102, 232

authority charisma and, 106

at presentations, 191

Apple, 101, 189

appreciation, 75–79, 168–70, 209, 233

arrogance, 106, 162

assertiveness, 92

athletic conditioning, 12, 38

attention, 138–39

attractiveness, 10

authority, 142, 191, 210

authority charisma, 98, 104–7, 109–10, 112, 119, 167, 231

awareness, 30–31, 161

bad news, 165, 172–75, 186, 233

Barnard, Hayes, 109, 215–16

Batman
(film), 40

behavior, 232

visionary charisma and, 101

warmth and, 18

behavioral science, 11, 85, 94, 115, 150

Benjamin Franklin Effect, 167–68, 208

Berman, Adam, 34

blinking, 21, 153

boardroom presence, 5

body language, 4, 17, 18, 20–24, 26, 27, 39, 41, 42, 53, 58, 109, 111, 128, 143–64, 229–30, 232–34

for actors, 68

anxiety and, 32, 202

apologies and, 181

authority charisma and, 106

bad news and, 174, 186

compassion and, 176

criticism and, 179

empathy and, 171

enthusiasm, 139

exercise of, 91–92

focus charisma and, 99, 100

goodwill and, 80, 82

gratitude and, 76

kindness charisma and, 103

mental states created by, 91–92, 103, 240

mimicking, 146–50, 163, 164

on phone, 184

physical discomforts and, 29–31

stress hormones and, 170

visionary charisma and, 101

visualization and, 68, 69, 73, 97

Bosl, William, 35–36

bounce back technique, 124

Brach, Tara, 18

Bradoo, Privahini, 81

brain:

as changeable, 68

imaginary v. real indistinguishable to, 24–25, 26, 44, 55

left frontal lobes, 88

Brando, Marlon, 68

breathing, 15, 16, 17, 30, 129, 141, 195–96, 198, 234, 235, 241–42

Brown, Brené, 45

brute force, 19

Buddha, 88

Bush, George W., 101, 110, 203, 216

business, 100

business success, handling uncertainty and, 34

California, University of, at Berkeley, 11

calls, 96–97

calm, 172

candles, 174

Capone, Al, 169

Carnegie, Dale, 135, 168

Ceci, Stephen, 139

CEOs, 6, 116–17, 218

Chariots of Fire,
71

charisma:

as applied science, 6

authority, 98, 104–7, 109–10, 112, 119, 167, 231

as believed innate, 2, 4

benefits of, 2–3

choosing right style of, 98–114, 166

conscious practice of, 11, 12, 14, 15, 34–35, 46, 50–51, 56, 57, 62–63, 64–65, 69–70, 77–79, 81, 83, 87, 88–89, 91–92, 96, 108, 119, 121–22, 140, 141, 152, 155, 159–60, 199, 217, 235–43

creating mental states of, 67–97

in a crisis, 201–5, 234

as critical in business, 3

downsides of, 206–21

experimenting with, 111, 113, 114

fluctuations in level of, 4

focus, 98–101, 103, 107, 109, 110, 112, 166–67, 181, 214, 231

kindness, 98, 102–4, 107, 109, 110, 112, 133, 158, 171, 175, 214, 231

learning of, 2, 4, 22

myths of, 9–12, 229

obstacles to, 27–42, 43–66, 67, 230

as originating in mind, 21–23

putting work into, 6

studies of, 5, 9, 10, 51

styles of, 98–114, 231

visionary, 98, 101–2, 103, 107, 108, 109, 110, 112, 136, 167, 231

warming up for, 93–97, 103, 172

chin, 162, 182

chromatic effects, 191

Chrysler, 137

Churchill, Winston, 10, 50, 112, 201

Clinton, Bill, 2, 6, 80, 109, 134–35, 208–9, 216–17

clothing, 19, 30, 42, 47, 102, 106, 118–19, 127, 159, 230, 233–34

authority status and, 105

cognitive reappraisal, 52–54

cognitive science, 11

Columbia University, 91

comedians, 193

comfort, 152

comfort zones, 64–65, 114, 151, 224

comparison, 37

compassion, 79–82, 83–84, 97, 103, 150, 176, 231, 239

self-, 84–90, 103, 181, 239

compliments, 134–36

confidence, 32, 39–41, 43, 60, 67, 69, 70, 92, 97, 142, 161, 172

authority confidence and, 104–7

kindness charisma and, 102–4

self-, 84, 85–86, 94–95