Give and Take: a revolutionary Approach to Success pdfdrive com

tit for tat
: Martin A. Nowak and Roger Highfield, SuperCooperators: Altruism, Evolution, and Why We
Need Each Other to Succeed (New York: Free Press, 2011), 36.
optimistic belief
: Randy Pausch and Jeffrey Zaslow, The Last Lecture (New York: Hyperion, 2008), 145.
Abraham Lincoln
: Doris Kearns Goodwin, Team of Rivals: The Political Genius of Abraham Lincoln
(New York: Simon & Schuster, 2006), 104.
men were earning substantially more money
: Linda Babcock and Sara Laschever, Women Don’t Ask: The
High Cost of Avoiding Negotiation—and Positive Strategies for Change (New York: Bantam, 2007);
Deborah A. Small, Michele Gelfand, Linda Babcock, and Hilary Gettman, “Who Goes to the
Bargaining Table? The Influence of Gender and Framing on the Initiation of Negotiation,” Journal
of Personality and Social Psychology 93 (2007): 600–613.
large concessions
: Emily T. Amanatullah, Michael W. Morris, and Jared R. Curhan, “Negotiators Who
Give Too Much: Unmitigated Communion, Relational Anxieties, and Economic Costs in
Distributive and Integrative Bargaining,” Journal of Personality and Social Psychology 95 (2008):
723–738.
income penalty
: Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice Guys—and Gals—
Really Finish Last? The Joint Eff ects of Sex and Agreeableness on Income,” Journal of Personality
and Social Psychology 102 (2012): 390–407.
Studies in more controlled settings
: Bruce Barry and Raymond A. Friedman, “Bargainer Characteristics
in Distributive and Integrative Negotiation,” Journal of Personality and Social Psychology 74
(1998): 345–359.
are women more likely to be givers than men?
: Alice H. Eagly and Maureen Crowley, “Gender and
Helping Behavior: A Meta-Analytic Review of the Social Psychological Literature,” Psychological
Bulletin 100 (1986): 283–308.