INDEX

active intimidation, 226–233

The Adventures of Tom Sawyer (Mark Twain), 75–76

affinity fraud, 214

Ahmadinejad, Mahmoud, 67

Alexander the Great, 206

alliance building, 37, 125–132

cultural differences in use of, 269

difficulty and potential impact of, 166

effective use of, 131–132

examples of, 125–127

frequency and effectiveness of, 42, 43

insights on, 128–130

limitations of, 130

and logical persuasion, 58

Madoff’s use of, 215

and MBTI types, 172, 173

as social approach, 49, 254

when to use, 42, 131

All the President’s Men (film), 22–23

Alpern, Saul, 209

American Psychiatric Association (APA), 195, 211

analyzing data, 256, 260

anchoring, as decision-making bias, 170

Animal Farm (George Orwell), 51–53, 64–65

Anthony, Susan B.

on reputation, ...

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