Простой сложный разговор. Модель легкого и эффективного общения - Элисон Вуд Брукс

293

Luiz Pessoa, “How Do Emotion and Motivation Direct Executive Control?” Trends in Cognitive Sciences 13, no. 4 (2009): 160–66.

294

Michael Yeomans, Maurice Schweitzer, and Alison Wood Brooks, “The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation,” Current Opinion in Psychology 44 (2022): 293–302.

295

Deepak Malhotra, “The Desire to Win: The Effects of Competitive Arousal on Motivation and Behavior,” Organizational Behavior and Human Decision Processes 111, no. 2 (2010): 139–46.

296

Joy Hirsch et al., “Interpersonal Agreement and Disagreement During Face-to-Face Dialogue: An fNIRS Investigation,” Frontiers in Human Neuroscience 14 (2021).

297

Julia A. Minson and Frances S. Chen, “Receptiveness to Opposing Views: Conceptualization and Integrative Review,” Personality and Social Psychology Review 26, no. 2 (2022): 93– 111; Julia A. Minson, Frances S. Chen, and Catherine H. Tinsley, “Why Won’t You Listen to Me? Measuring Receptiveness to Opposing Views,” Management Science 66, no. 7 (2020): 3069–94.

298

Yeomans et al., “Conversational Receptiveness.”

299

Yeomans et al., “Conversational Receptiveness.”

300

Michael Yeomans, “Argue Better by Signalling Your Receptiveness with These Words,” Psyche (2021).

301

◊ Здесь и далее: название социальной сети, принадлежащей Meta Platforms Inc., признанной экстремистской организацией на территории РФ.

302

Roderick I. Swabb, Robert B. Lount, Jr., Seunghoo Chung, and Jeanne M. Brett, “Setting the Stage for Negotiations: How Superordinate Goal Dialogues Promote Trust and Joint Gain in Negotiations Between Teams,” Organizational Behavior and Human Decision Processes 167 (2021): 157–169.

303

Hanne K. Collins et al., “Underestimating Counterparts’ Learning Goals Impairs Conflictual Conversations,” Psychological Science 33, no. 10 (2022): 1732–52.

304

Stav Atir, Kristina A. Wald, and Nicholas Epley, “Talking with Strangers Is Surprisingly Informative,” Proceedings of the National Academy of Sciences 119, no. 34 (2022): e2206992119.

305

Zhiying Ren and Rebecca Schaumberg, “Disagreement Gets Mistaken for Bad Listening,” Psychological Science 35, no 5 (2024).

306

Robin M. Hogarth and Hillel J. Einhorn, “Order Effects in Belief Updating: The Belief-Adjustment Model,” Cognitive Psychology 24, no. 1 (1992): 1–55.

307

J. Nicole Shelton and Jennifer A. Richeson, “Interracial Interactions: A Relational Approach,” Advances in Experimental Social Psychology 38 (2006): 121–81.

308

J. Nicole Shelton et al., “Ironic Effects of Racial Bias During Interracial Interactions,” Psychological Science 16, no. 5 (2005): 397–402.

309

Tamar Szabó Gendler, “On the Epistemic Costs of Implicit Bias,” Philosophical Studies 156, no. 1 (2011): 33–63.

310

Clayton R. Critcher and David Dunning, “Egocentric Pattern Projection: How Implicit Personality Theories Recapitulate the Geography of the Self,” Journal of Personality and Social Psychology 97, no. 1 (2009): 1.

311

Zidong Zhao, Haran Sened, and Diana I. Tamir, “Egocentric Projection Is a Rational Strategy for Accurate Emotion Prediction,” Journal of Experimental Social Psychology 109 (2023): 104521.

312

Jeff C. Cho and Eric D. Knowles, “I’m Like You and You’re Like Me: Social Projection and Self-Stereotyping Both Help Explain Self — Other Correspondence,” Journal of Personality and Social Psychology 104, no. 3 (2013): 444.

313

Gary Marks and Norman Miller, “Ten Years of Research on the False-Consensus Effect: An Empirical and Theoretical Review,” Psychological Bulletin 102, no. 1 (1987): 72.

314

Susan A. J. Birch and Paul Bloom, “The Curse of Knowledge in Reasoning About False Beliefs,” Psychological Science 18, no. 5 (2007): 382–86; Ting Zhang, Kelly B. Harrington, and Elad N. Sherf, “The Errors of Experts: When Expertise Hinders Effective Provision and Seeking of Advice and Feedback,” Current Opinion in Psychology 43 (2022): 91–95; Ting Zhang, Dan J. Wang, and Adam D. Galinsky, “Learning Down to Train Up: Mentors Are More Effective When They Value Insights from Below,” Academy of Management Journal 66, no. 2 (2023): 604–37.

315

Thomas Gilovich, Kenneth Savitsky, and Victoria Husted Medvec, “The Illusion of Transparency: Biased Assessments of Others’ Ability to Read One’s Emotional States,” Journal of Personality and Social Psychology 75, no. 2 (1998): 332.

316

Loran F. Nordgren, Kasia Banas, and Geoff MacDonald, “Empathy Gaps for Social Pain: Why People Underestimate the Pain of Social Suffering,” Journal of Personality and Social Psychology 100, no. 1 (2011): 120.

317

Eyal, Steffel, and Epley, “Perspective Mistaking.”

318

William Friend and Deepak Malhotra, “Psychological Barriers to Resolving Intergroup Conflict: An Extensive Review and Consolidation of the Literature,” Negotiation Journal 35, no. 4 (2019): 407–42.

319

Thomas F. Pettigrew and Linda R. Tropp, “A Meta-Analytic Test of Intergroup Contact Theory,” Journal of Personality and Social Psychology 90, no. 5 (2006): 751.

320

Alison Wood Brooks, “Get Excited: Reappraising Pre-Performance Anxiety as Excitement,” Journal of Experimental Psychology: General 143, no. 3 (2014): 1144.

321

Jennifer S. Lerner, Deborah A. Small, and George Loewenstein, “Heart Strings and Purse Strings: Carryover Effects of Emotions on Economic Decisions,” Psychological Science 15, no. 5 (2004): 337–41.

322

James J. Gross, “Emotion Regulation: Conceptual and Empirical Foundations,” Handbook of Emotion Regulation 2 (2014): 3–20; James J. Gross, “Emotion Regulation: Current Status and Future Prospects,” Psychological Inquiry 26, no. 1 (2015): 1–26.