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Виктор Шейнов - Большая книга убеждения и манипулирования. Приемы воздействия – скрытого и явного

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87. Aziz Abdul. Machiavellianism scores and self-rated performance of automobile salespersons. Psychological Reports, 2004 (Apr.), vol. 94 (2).

88. Barber N., Raffield T. The battle of the sexes and the evolution of social manipulativeness. Unpublished manuscript. 1994.

89. Barnett M. A., Thompson S. The rule of perspective taking and empathy in children’s Machiavellianism, prosaically behavior, and motive for helping. Journal of Genetic Psychology. 1985, 2001.

90. Bell Nancy J., McChee Paul E., Louffey Nelda S. Interpersonal competence, social assertiveness and development of humor. British Journal of Developmental Psychology, 1986, vol. 4 (1).

91. Bogart K. Machiavellianism and individual difference in response to cognitive inconsistency. Journal of Social Psychology, 1971, 85.

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95. Cherulnik P. D., Way J. H., Ames S., Huno D. B. Impressions of high and low Machiavellian men // Journal of Personality. 1981, vol. 49, № 4.

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98. Christie R., Geis F. The ten dollar game. In R. Christie, F. Geis (Eds.), Studies in Machiavellianism. New York: Academic Press. 1970 (b).

99. Christie R., Scale construction. In R. Christie & F. L. Geis (Eds.), Studies in Machiavellianism. New York. Academic Press. 1970.

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102. Dingler-Duhon M., Brown B. B. Self-disclosure as an influence strategy: Effects of Machiavellianism, androgyny, and sex. Sex Roles. 1987, 16.

103. Drory A., Gluskinos U. M. Machiavellianism and leadership. Journal of Applied Psychology. 1980, 65.

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109. Fry William R. The effect of dyad Machiavellianism and visual access on integrative bargaining outcomes. Personality and Social Psychology Bulletin, 1985 (Mar.), vol. 11 (1).

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111. Geis F. Bargaining tactics in the con game. In R. Christie & F. L. Geis (Eds.), Studies in Machiavellianism. New York: Academic Press, 1970.

112. Geis F. L. Machiavellianism in a semi real world. Proceedings of the 76th Annual Convention of the American Psychological Association, 1968, 3.

113. Geis F., Krupat E., Berger D. Taking over in group discussion. Unpublished manuscript, New York University, 1965.

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115. Gemmile G., Geis F., Heisler W. Machiavellianism as factor in managerial job strain, job satisfaction, and upward mobility. Academy of Management Journal, 1972, 15.

116. Harrell W. A., Hartnagel T. The impact of Machiavellianism and the trustfulness of the victim on laboratory theft. Sociometry, 1976, 39.

117. Hollon C. J. Professional Machiavellian orientation, academic rank, and tenure. Psychological Reports, 1975, 36.

118. Horai J., Wasserman L. Machiavellianism and attitude similarity-dissimilarity as V antecedents of interpersonal attraction. Personality and Social Psychology Bulletin 1974, 1.

119. Jaffe E. D., Nebenzahl I. D., Gotesdyner H. Machiavellianism, task orientation, and team effectiveness. Psychological Reports, 1989, 64.

120. Jones E. E., Wortman C. Ingratiation: An attributional approach. – Morristown, 1973.

121. Jourard S. M. Disclosing man to himself. Princeton: Van Nosrrand, 1968.

122. Jourard S. M. The transparent self. Princeton: Van Nostrand, 1964.

123. Kraut R. E., Price J. D. Machiavellianism in parents and their children Journal of Personality and Social Psychology, 1976, 33.

124. Lippa R. Expressive control and the leakage of dispositional introversion-extra-version during role-played teaching. Journal of Personality, 1976, 44.

125. Lippa R. Expressive control, expressive consistency, and the correspondence between expressive behavior and personality. Journal of Personality, 1978 (a), 46.

126. Lippa R. The naive perception of masculinity-femininity on the basis of expressive cues. Journal of Research in Personality, 1978 (b), 12.

127. McIlwain Doris. Bypassing empathy: A Machiavellian theory of mind and sneaky power; Slauhter, Virginia (Eds.), Psychology Press: New York, 2003.

128. Near D., Wilson D. S., Miller R. R. Exploitative and cooperative strategies of social conduct: An approach from evolutionary game theory. Manuscript submitted for publication. 1995.

129. Nelson G., Gilbertson D. Machiavellianism revisited. Journal of Business Ethics. 1991, 10.

130. O’Connor E. M., Simms С. M. Self-revelation as manipulation: The effects of sex and Machiavellianism on self-disclosure. Social Behavior and Personality. 1990, 18.

131. O’Connor E. M., Simms С. M. Self-revelation as manipulation: The effects of sex and Machiavellianism on self-disclosure. Social Behavior and Personality. 1990, 18.

132. Ojha Hardeo. Parent-Child Interaction and Machiavellian Orientation T. M. Bhagalpur University, Bhagalpur, 2007(a).

133. Okanes M. M., Stinson J. E. Machiavellianism and emergent leadership in a management simulation. Psychological Reports, 1974, 35.

134. Richford, M. L., Fortune, J. С. The secondary principal’s job satisfaction in relation to two personality constructs. Education, 1984, 105.

135. Shafer William, Simmons Richard. Social Responsibility, Machiavellianism And Tax Avoidance: A Study Of Hong Kong Tax Professionals Corporate Law and Accountability Research Group, Nov. 2006, Working Paper № 5.

136. Shepperd J. A., Socherman R. E. On the manipulative behavior of low machiavellians feigning incompetence to «sandbag» on opponent // J. Pers. and Soc. Psychol. 1997, vol. 72, № 6.

137. Shultz J. S. Situational and dispositional predictions of performance: A test of the hypothesized Machiavellianism X structure interaction among sales persons. Journal of Applied Social Psychology, 1993, 23.

138. Skinner N. F. Personality correlates of Machiavellianism: Machiavellianism and psychopaths. Social Behavior and Personality, 1988, 16.

139. Sparks John R. Machiavellianism and personal success in marketing the moderating role of attitude for improvisation. Journal of Academic Marketing Science, 1994, vol. 22.

140. Sternberg R. J., Ruzgis P. Personality and intelligence. Cambridge, England: Cambridge University Press. 1994.

141. Turner C. F., Martinez D. C. Socioeconomic achievement and Machiavellian personality. Social Psychology Quarterly, 1977, 40.

142. Vasugi M. The Relationship Between Machiavellianism And Job Involvement Among Employees In An Airline Company In Malaysia, May 2009. Интернет-ресурс.

143. Walter Heather L., Carolyn M. Anderson, Matthew M. Martin. How Subordinates’ Machiavellianism and Motives Relate to Satisfaction with Superiors. Communication Quarterly, vol. 53, № 1, February 2005.

144. Wastel Colin, Booth Alexandre. Machiavellianism: An alexithymic perspective. Journal of Social and Clinical Psychology, 2003 (Dec), vol. 22 (6).

145. Wilson P. S., Near D., Miller R. R. Machiavellanism: A synthetic of the evolutionary and psychological literatures // Psychological Bulletin, 1996, vol. 199, № 2.

146. Woodard Angela, Walker Craig, and Haynes Katherine; Advised by Tom Zagenczyk does Machiavellianism Influence Employee Responses to Psychological Contract Breach By Clemson University – Management Phoenix, AZ: Institute, 1980.

147. Worthy M., Gary A. L., Kahn G. Self-disclosure as an exchange process. Journal of Personality and Social Psychology, 1969, 13.

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