For readers of Quiet Dominance

Your Free Field Kit

You finished the briefing. This is the part that stays in your pocket.

Phone & print PDF · on release dayUntil then, the full Field Card is at the back of the book.
FIELD CARD18 RULES · 14 SCRIPTS · 6 PROTOCOLS
Nº 01

The comeback that arrives too late was never a speed problem. It was a preparation problem.

Nº 04

You can acknowledge everything and agree to nothing.

SC 09

“I won’t be able to take this on.”

+ every other rule, script and protocol from the book

Phone & print PDF · on release dayUntil then, the full Field Card is at the back of the book.

Next · Free by email

The 3-Minute Profiler by Arthur Sterling

The Defense Toolkit

The 3-Minute Profiler: a 20-page quick-start guide to reading people in the first three minutes of any encounter.

23 sources

Every source the book cites

The full list of sources for Quiet Dominance, as printed in the book.

Show all 23 sources

Ambady, N., & Rosenthal, R. (1993). Half a minute: Predicting teacher evaluations from thin slices of nonverbal behavior and physical attractiveness. Journal of Personality and Social Psychology, 64(3), 431–441. https://doi.org/10.1037/0022-3514.64.3.431

Anderson, C., Hildreth, J. A. D., & Howland, L. (2015). Is the desire for status a fundamental human motive? A review of the empirical literature. Psychological Bulletin, 141(3), 574–601. https://doi.org/10.1037/a0038781

Arnsten, A. F. T. (2009). Stress signalling pathways that impair prefrontal cortex structure and function. Nature Reviews Neuroscience, 10(6), 410–422. https://doi.org/10.1038/nrn2648

Baumeister, R. F., Stillwell, A. M., & Heatherton, T. F. (1994). Guilt: An interpersonal approach. Psychological Bulletin, 115(2), 243–267. https://doi.org/10.1037/0033-2909.115.2.243

Blankenship, K. L., & Holtgraves, T. (2005). The role of different markers of linguistic powerlessness in persuasion. Journal of Language and Social Psychology, 24(1), 3–24. https://doi.org/10.1177/0261927X04273034

Bond, C. F., Jr., & DePaulo, B. M. (2006). Accuracy of deception judgments. Personality and Social Psychology Review, 10(3), 214–234. https://doi.org/10.1207/s15327957pspr1003_2

Brooks, A. W., Dai, H., & Schweitzer, M. E. (2014). I’m sorry about the rain! Superfluous apologies demonstrate empathic concern and increase trust. Social Psychological and Personality Science, 5(4), 467–474. https://doi.org/10.1177/1948550613506122

Collins, N. L., & Miller, L. C. (1994). Self-disclosure and liking: A meta-analytic review. Psychological Bulletin, 116(3), 457–475. https://doi.org/10.1037/0033-2909.116.3.457

Curhan, J. R., Overbeck, J. R., Cho, Y., Zhang, T., & Yang, Y. (2022). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, 107(1), 78–94. https://doi.org/10.1037/apl0000877

DePaulo, B. M., Lindsay, J. J., Malone, B. E., Muhlenbruck, L., Charlton, K., & Cooper, H. (2003). Cues to deception. Psychological Bulletin, 129(1), 74–118. https://doi.org/10.1037/0033-2909.129.1.74

Dickerson, S. S., & Kemeny, M. E. (2004). Acute stressors and cortisol responses: A theoretical integration and synthesis of laboratory research. Psychological Bulletin, 130(3), 355–391. https://doi.org/10.1037/0033-2909.130.3.355

Erickson, B., Lind, E. A., Johnson, B. C., & O’Barr, W. M. (1978). Speech style and impression formation in a court setting: The effects of “powerful” and “powerless” speech. Journal of Experimental Social Psychology, 14(3), 266–279. https://doi.org/10.1016/0022-1031(78)90015-X

Flynn, F. J., & Lake, V. K. B. (2008). “If you need help, just ask”: Underestimating compliance with direct requests for help. Journal of Personality and Social Psychology, 95(1), 128–143. https://doi.org/10.1037/0022-3514.95.1.128

Gottman, J. M. (1994). What predicts divorce? The relationship between marital processes and marital outcomes. Lawrence Erlbaum Associates.

Koudenburg, N., Postmes, T., & Gordijn, E. H. (2011). Disrupting the flow: How brief silences in group conversations affect social needs. Journal of Experimental Social Psychology, 47(2), 512–515. https://doi.org/10.1016/j.jesp.2010.12.006

Lieberman, M. D., Eisenberger, N. I., Crockett, M. J., Tom, S. M., Pfeifer, J. H., & Way, B. M. (2007). Putting feelings into words: Affect labeling disrupts amygdala activity in response to affective stimuli. Psychological Science, 18(5), 421–428. https://doi.org/10.1111/j.1467-9280.2007.01916.x

Nolo. (2023, July 26). What is a mechanic’s lien? https://www.nolo.com/legal-encyclopedia/what-is-a-mechanics-lien.html

Patrick, V. M., & Hagtvedt, H. (2012). “I don’t” versus “I can’t”: When empowered refusal motivates goal-directed behavior. Journal of Consumer Research, 39(2), 371–381. https://doi.org/10.1086/663212

Shenk, C. E., & Fruzzetti, A. E. (2011). The impact of validating and invalidating responses on emotional reactivity. Journal of Social and Clinical Psychology, 30(2), 163–183. https://doi.org/10.1521/jscp.2011.30.2.163

Torre, J. B., & Lieberman, M. D. (2018). Putting feelings into words: Affect labeling as implicit emotion regulation. Emotion Review, 10(2), 116–124. https://doi.org/10.1177/1754073917742706

Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185(4157), 1124–1131. https://doi.org/10.1126/science.185.4157.1124

Voss, C., & Raz, T. (2016). Never split the difference: Negotiating as if your life depended on it. HarperBusiness.

Willis, J., & Todorov, A. (2006). First impressions: Making up your mind after a 100-ms exposure to a face. Psychological Science, 17(7), 592–598. https://doi.org/10.1111/j.1467-9280.2006.01750.x

Arthur Sterling · Psychological Defense Field Manuals