CHAPTER 2: MOBILIZE BACKERS

1. Ronald A. Heifetz, Leadership Without Easy Answers .

2. Charlie Rose, Interviews. The Charlie Rose Show , September 3, 2002, and September 9, 2003.

3. Rose, Interview. The Charlie Rose Show , September 9, 2003.

4. David Rynecki, "Can Sallie Save Citi," and Daniel Kadlec, "2002 Global Influentials: Sallie Krawcheck, CEO of Citigroup's New Smith Barney Unit."

5. In Leadership on the Line , Martin Linsky and Ronald A. Heifetz address the perilous journey of leading through change. One of the perils is that it is impossible to exercise leadership without authority; people need to heed you.

6. As quoted in Sharpe, "As Leaders , Women Rule."

7. Joseph Badaracco, "We Don't Need Another Hero," and Joyce Fletcher, "The Paradox of Post-Heroic Leadership."

8. Shawn Tully, "Bank One: The Jamie Dimon Show."

9. Dan Ciampa and Michael Watkins, Right from the Start . In The First 90 Days , Watkins shortens the time frameby half.

10. New leaders can clear up faulty impressions that others may entertain about them using the correcting turns we describe in The Shadow Negotiation , Chapter 3.

11. In an interesting twist, Sallie Krawcheck negotiated access early in her talks with a busy boss when Sanford Weill tapped her to head Citigroup's Smith Barney unit. She became one of only nine Citigroup executives reporting directly to Weill. Access the other way, however, was left open -ended. One of the authors was surprised to see Krawcheck interrupt a speech to answer her cell phone. Weill was on the other end and expected her to pick up regardless of what she was doing. The message to the group of Krawcheck's fellow alums at Columbia (all women) was ambivalent to say the least.

12. Lotte Bailyn, Joyce Fletcher, and Deborah Kolb, "Unexpected Connections."

13. Joyce Fletcher, Disappearing Acts and "Castrating the Feminine Advantage."

14. Deborah M. Kolb, "Women's Work: Peacemaking Behind the Scenes." Jennifer Pierce describes the form the phenomenon takes in contemporary law firms in Gender Trials .

15. Eagly and Carli discuss this future-oriented "transformational" leadership style as it relates to women in "The Female Leadership Advantage."

16. This notion is based in our belief, first argued in The Shadow Negotiation , that people understand their environments through narratives. They make sense of what goes on around them through the iterative and interactive process of storytelling.

17. Boston Globe , September 21, 2003.