Give and Take: a revolutionary Approach to Success pdfdrive com

Mercer study
: Corporate Executive Board, “Creating an Eff ective Reward and Recognition Program,”
March 2006, accessed May 12, 2012,
www.performancesolutions.nc.gov/motivationInitiatives/RewardsandRecognition/docs/CLC-
Rewards&Recognition.pdf.
Love Machine
: Personal interview with Chris Colosi (March 20, 2012).
“One of my objectives is listening”
: Personal interview with Jim Quigley (August 23, 2011).
GetRaised
: Personal interview with Matt Wallaert (February 8, 2012).
ServiceSpace
: Personal interview with Nipun Mehta (March 23, 2012).
BNI: Personal interview with Ivan Misner (January 31, 2012).
aggressively helpful
: The interviews about The Kindness Offensive were conducted by Laurence Lemaire
and Matt Stevens with founders David Goodfellow, Benny Crane, James Hunter, and Rob Williams
(March 3, 2012); and the interview with Ryan Garcia was conducted by Valentino Kim (March 20,
2012).
Start the spark
: Wayne Baker and Cheryl Baker, “Paying It Forward: How Reciprocity Really Works and
How You Can Create It in Your Organization,” University of Michigan, winter 2011, accessed May
14, 2012, http://www.bus.umich.edu/Positive/News/newsletter/2-23-11/baker-paying.html

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INDEX
The page numbers in this index refer to the printed version of this book. To find
the corresponding locations in the text of this digital version, please use the
“search” function on your e-reader. Note that not all terms may be searchable.
A
Aaker, Jennifer, 183
Abrams, Jonathan, 38
Acumen Fund, 267
Advertising, Volkswagen ads, 142–46
Advice seeking, and negotiating, 150–53
Agreeableness
and giving versus taking, 191–93
neurological basis, 191–92n
traits related to, 191, 192n Ahearn, Bud, 240
Aknin, Lara, 183
Algoe, Sara, 234
Altruism, 220–24
and common community, 224–28
and empathy, 220–22
pathological, 157–58, 170, 170n versus egoism, 220–22
Amanatullah, Emily, 205–6
Anders, George, 106, 125
Andreessen, Marc, 31
Animals, lekking by, 34–35
Annan, Kofi, 184
Annual reports, CEO traits, recognizing from, 34–38
Architects
creativity profile of, 64–65, 68
Frank Lloyd Wright, 67–70
Arcuri, Marie, 102–3, 105
Ariely, Dan, 244
Army Man, 66–67, 72, 77–78n, 93
Aronson, Elliot, 134, 141, 142
Ashby, Jeff, 74–75
Assertiveness problems, 201–9
glass ceiling and women, 201–3, 203–4n otherish approach to, 205–9

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Audet, Peter
empathy trap, 195–98
as giver, 18–20
trusting others, negative effect, 189–91
B
Babcock, Linda, 201–2, 205, 208
Baker, Cheryl, 239–40, 261, 268
Baker, Wayne, 34, 52–53, 239–40, 261, 268
Barkley, Charles, 109, 124
Barnes, Dane, 138–39
Barry, Bruce, 206, 252
Basketball
disappointing players, investing in, 108–12
potential talent, developing by coach, 108–11, 115–22, 124–25
Batson, C. Daniel, 220–22, 247
Bauer, Lillian
otherish approach by, 214–15
relational accounts, use of, 208–9
selfless giving, 186–87
sincerity screening by, 194, 201
Baumeister, Roy, 183
Bazeley, Percival, 79
Beal, Deron, 217–20, 222–23, 234. See also Freecycle Bellé, Nicola, 167
Bennett, Byron, 79
Berg, Justin, 263
Bergeron, Diane, 187
Biden, Joe, 128
Birth order, and perspective taking, 90–91n Blogger, 42
Bloom, Benjamin, 104–7
Bloomers, and self-fulfilling prophecy, 99–102
Bluford, Guion, Jr., 158
BNI, 60, 267
Body language, of takers, 130
Bohns, Vanessa, 241
Bondy, Filip, 118
Borowitz, Andy, 93
Bowie, Sam, 109, 111, 115, 115n, 120, 125
Bowler, Matthew, 177
Bowles, Hannah Riley, 208
Branson, Richard, 184–85
Breslin, Jimmy, 73–74
Brewer, Marilynn, 232–33
Brooks, Arthur, 182
Brooks, James L., 63
Brown, Kwame, 123–24
Buckwalter, Bucky, 121–22
Burg, Bob, 267
Burger, Jerry, 232
Burnout, 165–73, 177–85

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avoiding by giving more, 165–66, 168–71, 173
and fight or flight, 177
of givers, myth of, 165, 178–85
having impact as antidote, 161–69
social support, benefits for, 177–78
Teach for America (TFA) teachers, 160–61, 165
Burton, Robert, 87–88
Bush, George H. W., and Ken Lay, 29, 34, 45
Bush, George W., and Ken Lay, 28, 29, 34, 44–45
C
Cain, Susan, 131, 265
Callahan, Conrey
burnout situation for, 160–62, 176–77
as chunker, 171, 174
giving more as energy source, 165–66, 168–71, 174–78
Caring Canadian Award, 156–58
Carter, Jimmy, 184
Cattell, Raymond, 104
Cerne, Matej, 78–79
Chamberlain, Wilt, 159
Chandler, Tyson, 123
Chast, Roz, 93
Chatterjee, Arijit, 35–37
Cheng, Joey, 34
Chief executive officers (CEOs), takers, traits of, 34–38
Christakis, Nicholas, 56–57
Chunking, giver satisfaction from, 170–75
Cialdini, Robert, 43, 220–22, 235–38
Clark, Margaret, 5
Classroom Economy, The, 175
Clinton, Bill, 10
Clinton, DeWitt, 14
Coach, basketball talent, recognizing, 108–11, 115–22, 124–25
Coffey, Frank, 118–19
Collaboration, 66–93
and creative character, 63–72
and crediting others, 77–93
financial analysts, team and performance, 71–72
and givers, 66–67, 72–78
idiosyncrasy credits from, 76
and matchers, 76, 78–79
and perspective taking, 86–93
and powerless speech, 147–48
and responsibility bias, 81–86
surgeons, affiliation and performance, 70
and takers, 69–70
team, benefits from givers, 74–76
Collins, Catherine, 76
Colosi, Chris, 264

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Communication styles
first-person singular pronouns in, 36, 193
powerful and powerless communication, 130–54
Community
elevation and giving, 234–39
sense of and giving, 224–28, 233–34
Computer industry, takers and company performance, 36n Conley, Chip, 16
Conservation International, 66
Consultants
as givers, 186–215
Coyle, Daniel, 104
Craigslist
development of, 216–17
versus Freecycle, 217–220, 226–28
Creativity
architect traits, study of, 64–65, 68
and collaboration, 63–72
and givers, 65–67
and takers, 65, 67–69
Crediting others, 77–93
by givers, 77–78, 83–86
lack of by takers, 79–81
perspective taking, 86–93
and responsibility bias, 81–86
Crosier, Benjamin, 38
Cross, Rob, 52–53
Crutchfield, Richard, 242
Culture
and important values, 20–21
and reciprocity patterns, 5–6n
D
Darwin, Charles, 239
De Dreu, Carsten, 213
Def Jam Records, 119–20
Dell, Michael, 41
Dichter, Sasha, 267
Dillon, Haley, 38
Dingman, Thomas, 245–46
Disagreeable persons
givers versus takers, 191–93
traits related to, 191
Disclaimers, in powerless speech, 144
Dominance
and powerful communication, 130, 133, 148
and takers, 130, 133
Dormant ties, 50–54
and givers, 51–53
reactivating, impact of, 50–51
and trust, 51
Dovidio, Jack, 226

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Drexler, Clyde, 120–22, 124
Drucker, Peter, 70
Drummond, Jon, 158
Duckworth, Angela, 105–6
Duin, Steve, 116–17
Dunn, Elizabeth, 183
Dutton, Jane, 248, 262
E
Eagly, Alice, 203n