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Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 454.

Ibid., 455.

Ibid., 457.

Ibid., 458.

Gandossy, Bad Business, 19.

Ibid., 26.

Laton McCartney, Friends in High Places: Th e Bechtel Story (New York: Simon and Schuster, 1988), 156.

Mark Stevens, Sudden Death: Th e Rise and Fall of E.F. Hutton (New York: Penguin, 1989), 81.

Ibid., 82–83.

Ibid., 84.

M Sherif et al., Intergroup Confl ict and Cooperation: Th e Robbers’ Cave Experiment (Norman: University of Oklahoma Institute of Intergroup Relations, 1961).

Cialdini, Infl uence: Science and Practice, 171.

Ibid., 172.

Fritz Heider, Th e Psychology of Interpersonal Relations (New York: John Wiley, 1958).

Arlie Hochschild, Th e Managed Heart (Berkeley: University of California Press, 1983).

Ibid., 96–97.

Anat Rafaeli and Robert I. Sutton, «Th e Expression of Emotion in Organizational Life», Research in Organizational Behavior, ed. Barry M. Staw, vol. 11 (Greenwich, CT; JAI Press, 1989), 15–16.

Robert I. Sutton and Anat Rafaeli, «Untangling the Relationship Between Displayed Emotions and Organizational Sales: Th e Case of Convenience Stores», Academy of Management Journal 31 (1988):465.

Anat Rafaeli and Robert I. Sutton, «Expression of Emotion as Part of the Work Role», Academy of Management Review 12 (1987): 23–37.

R.O. Arther and R.R. Caputo, Interrogation for Investigators (New York: William C. Copp and Associates, 1959), 75–76.

K.L. Tidd and J.S. Lockard, «Monetary Signifi cance of the Affi liative Smile», Bulletin of the Psychonomic Society 11 (1978): 344–346.

Robert I. Sutton, «Maintaining Organizational Norms About Expressed Emotions: Th e Case of Bill Collectors», Administrative Science Quarterly 36(1991): 245–268.

Anat Rafaeli and Robert I. Sutton, «Emotional Contrast Strategies as Means of Social Infl uence: Lessons from Criminal Interrogators and Bill Collectors», Academy of Management Journal (in press).

Rafaeli and Sutton, «Expression of Emotion», 31.

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Th omas C. Schelling, Th e Strategy of Confl ict (New York: Oxford University Press, 1963).

Peter W. Bernstein, «Upheaval at Bendix», Fortune (November 1, 1980):

48–56.

Ibid., 52–53.

Hugh D. Menzies, «Th e Boardroom Battle at Bendix», Fortune (January 11, 1982): 56.

Ibid., 60. 6. Ibid., 62.

Ibid.

Horwitch, «Managing the U.S. Supersonic Transport Program (A)», 678–949. Boston: Harvard Business School, 1977.

Robert A. Caro, Th e Power Broker: Robert Moses and the Fall of New York (New York: Random House, 1974), 203.

Aaron Bernstein, Grounded: Frank Lorenzo and the Destruction of Eastern Airlines (New York: Simon and Schuster, 1990), 84–85.

Barry Schwartz, «Waiting, Exchange, and Power: Th e Distribution of Time in Social Systems», American Journal of Sociology 79 (1974): 843–844.

Ibid., 844.

Ibid., 857.

Ibid., 859.

Bryan Burrough and John Helyar, Barbarians at the Gate: Th e Fall of RJR Nabisco (New York: Harper and Row, 1990), 24.

Chicago Daily News (December 27, 1972): 4.