Think Again: The Power of Knowing What You Don't Know Adam Grant (good books to read for beginners .TXT) 📖

illusion of explanatory depth: Leonid Rozenblit and Frank Keil, “The Misunderstood Limits of Folk Science: An Illusion of Explanatory Depth,” Cognitive Science 26 (2002): 521–62.

surprised by how much they struggle: Matthew Fisher and Frank Keil, “The Curse of Expertise: When More Knowledge Leads to Miscalibrated Explanatory Insight,” Cognitive Science 40 (2016): 1251–69.

how little they actually know: Dan R. Johnson, Meredith P. Murphy, and Riley M. Messer, “Reflecting on Explanatory Ability: A Mechanism for Detecting Gaps in Causal Knowledge,” Journal of Experimental Psychology: General 145 (2016): 573–88.

Chapter 5. Dances with Foes

“Exhausting someone in argument”: Tim Kreider, We Learn Nothing: Essays (New York: Simon & Schuster, 2012).

introduced to Harish: Personal interview with Harish Natarajan, May 23, 2019; “Live Debate: IBM Project Debater,” IntelligenceSquared Debates, YouTube, February 11, 2019, www.youtube.com/watch?v=m3u-1yttrVw.

evidence that early access to education: Nicholas Kristof, “Too Small to Fail,” New York Times, June 2, 2016, www.nytimes.com/2016/06/02/opinion/building-childrens-brains.html.

It’s more like a dance: George Lakoff and Mark Johnson, Metaphors We Live By (Chicago: University of Chicago Press, 1980).

what expert negotiators do differently: Neil Rackham, “The Behavior of Successful Negotiators,” in Negotiation: Readings, Exercises, and Cases, ed. Roy Lewicki, Bruce Barry, and David Saunders (New York: McGraw-Hill, 1980/2007).

having even one negotiator who brings: Femke S. Ten Velden, Bianca Beersma, and Carsten K. W. De Dreu, “It Takes One to Tango: The Effects of Dyads’ Epistemic Motivation Composition in Negotiations,” Personality and Social Psychology Bulletin 36 (2010): 1454–66.

We can demonstrate openness: Maria Popova, “How to Criticize with Kindness: Philosopher Daniel Dennett on the Four Steps to Arguing Intelligently,” BrainPickings, March 28, 2014, www.brainpickings.org/2014/03/28/daniel-dennett-rapoport-rules-criticism.

When we concede that someone else: Fabrizio Butera, Nicolas Sommet, and Céline Darnon, “Sociocognitive Conflict Regulation: How to Make Sense of Diverging Ideas,” Current Directions in Psychological Science 28 (2019): 145–51.

Her official name is Project Debater: IBM Research Editorial Staff, “Think 2019 Kicks Off with Live Debate between Man and Machine,” IBM Research Blog, February 12, 2019, www.ibm.com/blogs/research/2019/02/ai-debate-recap-think-2019; Paul Teich, “IBM Project Debater Speaks to the Future of AI,” The Next Platform, March 27, 2019, www.nextplatform.com/2019/03/27/ibm-project-debater-speaks-to-the-future-of-ai; Dieter Bohn, “What It’s Like to Watch an IBM AI Successfully Debate Humans,” The Verge, June 18, 2018, www.theverge.com/2018/6/18/17477686/ibm-project-debater-ai.

the steel man: Conor Friedersdorf, “The Highest Form of Disagreement,” The Atlantic, June 26, 2017, www.theatlantic.com/politics/archive/2017/06/the-highest-form-of-disagreement/531597.

people tend to see quantity: Kate A. Ranganath, Barbara A. Spellman, and Jennifer A. Joy-Gaba, “Cognitive ‘Category-Based Induction’ Research and Social ‘Persuasion’ Research Are Each about What Makes Arguments Believable: A Tale of Two Literatures,” Perspectives on Psychological Science 5 (2010): 115–22.

the quality of reasons matters: Richard E. Petty and Duane T. Wegener, “The Elaboration Likelihood Model: Current Status and Controversies,” in Dual-Process Theories in Social Psychology, ed. Shelly Chaiken and Yaacov Trope (New York: Guilford, 1999).

piling on justifications: John Biondo and A. P. MacDonald Jr., “Internal-External Locus of Control and Response to Influence Attempts,” Journal of Personality 39 (1971): 407–19.

convince thousands of resistant alumni: Daniel C. Feiler, Leigh P. Tost, and Adam M. Grant, “Mixed Reasons, Missed Givings: The Costs of Blending Egoistic and Altruistic Reasons in Donation Requests,” Journal of Experimental Social Psychology 48 (2012): 1322–28.

are you planning to attend?: Rachel (Penny) Breuhaus, “Get in the Game: Comparing the Effects of Self-Persuasion and Direct Influence in Motivating Attendance at UNC Men’s Basketball Games” (honors thesis, University of North Carolina at Chapel Hill, 2009).

the person most likely to persuade you: Elliot Aronson, “The Power of Self-Persuasion,” American Psychologist 54 (1999): 875–84.

paying them more: David G. Allen, Phillip C. Bryant, and James M. Vardaman, “Retaining Talent: Replacing Misconceptions with Evidence-Based Strategies,” Academy of Management Perspectives 24 (2017): 48–64.

hierarchy of disagreement: Paul Graham, “How to Disagree,” PaulGraham.com, March 2008, www.paulgraham.com/disagree.html.

Beethoven and Mozart: Aaron Kozbelt, “Longitudinal Hit Ratios of Classical Composers: Reconciling ‘Darwinian’ and Expertise Acquisition Perspectives on Lifespan Creativity,” Psychology of Aesthetics, Creativity, and the Arts 2 (2008): 221–35; Adam Grant, “The Surprising Habits of Original Thinkers,” TED Talk, February 2016, www.ted.com/talks/adam_grant_the_surprising_habits_of_original_thinkers.

If we hold an: See Michael Natkin, “Strong Opinions Loosely Held Might Be the Worst Idea in Tech,” The Glowforge Blog, May 1, 2019, blog.glowforge.com/strong-opinions-loosely-held-might-be-the-worst-idea-in-tech.

in courtrooms, expert witnesses: Robert J. Cramer, Stanley L. Brodsky, and Jamie DeCoster, “Expert Witness Confidence and Juror Personality: Their Impact on Credibility and Persuasion in the Courtroom,” Journal of the American Academy of Psychiatry and Law 37 (2009) 63–74; Harvey London, Dennis McSeveney, and Richard Tropper, “Confidence, Overconfidence and Persuasion,” Human Relations 24 (1971): 359–69.

woman named Michele Hansen: Personal interview with Michele Hansen, February 23, 2018; “The Problem with All-Stars,” WorkLife with Adam Grant, March 14, 2018.

two-sided messages were more convincing: Mike Allen, “Meta-analysis Comparing the Persuasiveness of One-Sided and Two-Sided Messages,” Western Journal of Speech Communication 55 (1991): 390–404.

“I work too hard, I care too much”: The Office, season 3, episode 23, “Beach Games,” May 10, 2007, NBC.

“My name is George”: Seinfeld, season 5, episode 22, “The Opposite,” May 19, 1994, NBC.

candidates who acknowledge legitimate weaknesses: Ovul Sezer, Francesca Gino, and Michael I. Norton, “Humblebragging: A Distinct—and Ineffective—Self-Presentation Strategy,” Journal of Personality and Social Psychology 114 (2018): 52–74.

Chapter 6. Bad Blood on the Diamond

“I hated the Yankees with all my heart, even to the point”: Doris Kearns Goodwin, MLB Pro Blog, doriskearnsgoodwin.mlblogs.com.

Daryl Davis arrived: Personal communications with Daryl Davis, April 10, 2020; Daryl Davis, “What Do You Do When Someone Just Doesn’t Like You?,” TEDxCharlottesville, November 2017, www.ted.com/talks/daryl_davis_what_do_you_do_when_someone_just_doesn_t_like_you; Dwane Brown, “How One Man Convinced 200 Ku Klux Klan Members to Give Up Their Robes,” NPR, August 20, 2017, www.npr.org/transcripts/544861933; Craig Phillips, “Reformed Racists: Is There Life after Hate for Former White Supremacists?,” PBS, February 9, 2017, www.pbs.org/independentlens/blog/reformed-racists-white-supremacists-life-after-hate; The Joe Rogan Experience, #1419, January 30, 2020; Jeffrey Fleishman, “A Black Man’s Quixotic Quest to Quell the Racism of the KKK, One Robe at a Time,” Los Angeles Times, December 8, 2016, www.latimes.com/entertainment/movies/la-ca-film-accidental-courtesy-20161205-story.html.

most popular T-shirts: Amos Barshad, “Yankees Suck! Yankees Suck!” Grantland, September 1, 2015, http://grantland.com/features/yankees-suck-t-shirts-boston-red-sox.

When asked how much money: Steven A. Lehr, Meghan L. Ferreira, and Mahzarin R. Banaji, “When Outgroup Negativity Trumps Ingroup Positivity: Fans of the Boston Red Sox and New York Yankees Place Greater Value on Rival Losses Than Own-Team Gains,” Group Processes & Intergroup Relations