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79

Cain, Quiet: The Power of Introverts, 166.

80

Deniz S. Ones and Stephan Dilchert, “How Special Are Executives? How Special Should Executive Selection Be? Observations and Recommendations,” Industrial and Organizational Psychology 2, no. 2 (June 2009): 163–70.

81

Og Mandino, The Greatest Salesman in the World (New York: Bantam, 1968), 71, 87.

82

Napoleon Hill, How to Sell Your Way Through Life (Hoboken, NJ: Wiley, 2010), 49.

83

Ibrahim Senay, Dolores Albarracín, and Kenji Noguchi, “Motivating Goal-Directed Behavior Through Introspective Self-Talk: The Role of the Interrogative Form of Simple Future Tense,” Psychological Science 21, no. 4 (April 2010): 499–504.

84

Ibid., 500–501.

85

Ibid., 500.

86

См., в частности, работы Эдварда Диси и Ричарда Райана, напр. Edward L. Deci and Richard M. Ryan, “The ‘What’ and ‘Why’ of Goal Pursuits: Human Needs and the Self-Determination of Behavior,” Psychological Inquiry 11, no. 4 (October 2000): 227–68. Я описываю часть этого исследования в своей книге: Daniel H. Pink, Drive: The Surprising Truth About What Motivates Us (New York: Riverhead Books, 2009).

87

Shirli Kopelman, Ashleigh Shelby Rosette, and Leigh Thompson, “The Three Faces of Eve: Strategic Displays of Positive, Negative, and Neutral Emotions in Negotiations,” Organizational Behavior and Human Decision Processes 99, no. 1 (January 2006): 81–101.

88

Ibid.

89

Barbara L. Fredrickson, Positivity: Top-Notch Research Reveals the 3 to 1 Ratio That Will Change Your Life (New York: Three Rivers Press, 2009), 21.

90

Barbara L. Fredrickson and Marcial F. Losada, “Positive Affect and the Complex Dynamics of Human Flourishing,” American Psychologist 60, no. 7 (October 2005): 678–86.

91

Cory R. Scherer and Brad J. Sagarin, “Indecent Influence: The Positive Effects of Obscenity on Persuasion,” Social Influence 1, no. 2 (June 2006): 138–46.

92

См., напр., Marcial Losada and Emily Heaphy, “The Role of Positivity and Connectivity in the Performance of Business Teams: A Nonlinear Dynamics Model,” American Behavioral Scientist 47, no. 6 (February 2004): 740–65.

93

Fredrickson and Losada, “Positive Affect.”

94

Ibid., 685.

95

Fredrickson, Positivity, 137.

96

Martin E. P. Seligman and Peter Schulman, “Explanatory Style as a Predictor of Productivity and Quitting Among Life Insurance Sales Agents,” Journal of Personality and Social Psychology 50, no. 4 (April 1986): 832–38.

97

Martin E. P. Seligman, Learned Optimism: How to Change Your Mind and Your Life (New York: Vintage Books, 2006), 7, 8.

98

Seligman and Schulman, “Explanatory Style,” 834–35.

99

Ibid., 835.

100

Seligman, Learned Optimism, 292.

101

Alicia H. Munnell, Anthony Webb, Luke Delorme, and Francesca Golub-Saas, “National Retirement Risk Index: How Much Longer Do We Need to Work?” Center for Retirement Research Report, no. 12–12 (June 2012); Teresa Ghilarducci, “Our Ridiculous Approach to Retirement,” New York Times, July 21, 2012.

102

См., напр., Shane Frederick, Nathan Novemsky, Jing Wang, Ravi Rhar, and Stephen Nowlis, “Opportunity Cost Neglect,” Journal of Consumer Research 36 (2009): 553–61.