Give and Take: a revolutionary Approach to Success pdfdrive com

New Show, The, 62
Nordgren, Loran, 86–87
Norton, Michael, 183, 234–35
Not Necessarily the News, 85
Nowak, Martin, 198–99
O
Oakley, Barbara, 157
Obama, Barack, and Reggie Love, 94–95
Odenkirk, Bob, 93
Office, The, 63
Ogilvie, Bruce, 121
Olajuwon, Hakeem, 115n
Omine, Carolyn, 64, 76, 86, 92–93
106 Miles, 42, 49, 52, 56
Opower, 238
Optimal distinctiveness theory, 233–34
Oshinsky, David, 79–80, 82
Other-interest, as motivation of givers, 156–58

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Otherish approaches
chunking versus sprinkling, 170–75
Freecycle as, 223–24
generous tit for tat, 198–201
giver motivation, 157–58, 169–79
negotiation strategy, 205–9, 211–15
and resilience, 179
in writing, 170n
Overbrook High School (Philadelphia), 158–62, 176
Owen, David, 61–62, 65–66
P
PandaWhale, 41
Park, Joyce, 41–42, 48–49
Parker, Andrew, 52–53
Parker, Sean, 31
Parker, Sharon, 76
Patterson, Ray, 115n
Pausch, Randy, 199
Payne, Don, 75, 86
PayNearMe, business pitch for, 1–5, 8–9
Pelham, Brett, 229
Pennebaker, James, 136–37, 170n Perlow, Leslie, 172
Perspective taking, 86–93
and advice seeking, 151–52
and givers, 88–91, 92–93
meaning of, 87–88
and older siblings, 90–91n
and takers, 88, 91–92
Persuasion
in negotiation. See Negotiation and powerless speech, 142–48
Phelps, Nancy, 138
Photographs, takers, recognizing in, 35–37
Pink, Daniel, 130, 135
Pisano, Gary, 70
Plesse, Sherryann, 22, 255
Polio vaccine, as collaborative effort, 79–81
Politics
as getting business, 10
givers and success in, 10–16
Porter, Terry, 120, 124
Potential in others, recognizing. See Talent development Powerful communication
limitations of, 132, 148
of takers, 130, 133, 147
Powerless communication, 130–54
advertising theme example, 142–46
advice seeking in, 150–53
downsides to, 146–47
elements of, 130–31
and group performance, 147–48

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lawyer and success, 126–29, 134–35, 141–42, 146
listening in, 136–37, 139–40
and negotiating, 148–54
and persuasion, 142–48
practicing, 265
pratfall effect, 134–35, 134n and presenting, 131–35
questioning in, 139–42
and selling, 136–42
tentative markers in, 144–46
vulnerability, expressing in, 133–35, 151
Pratfall effect, 134–35, 134n Prestige, influence through, 130
Productivity problem, and givers, 58–59, 155, 172–73, 186–87, 210–11
Pronoia
defined, 48
and givers, 48–50
Psychological safety
created by givers, 85–86
negative aspects of, 85n
Punishment
gossip as, 34
of takers by matchers, 33–34
Pushover effect
assertiveness problems, 201–9
empathy trap, 195–201
otherish approach to, 205–9, 211–15
trusting others, 189–94
Putnam, Robert, 55–56
Q
Quaid, Randy, 73
Questions
intention questions, 142, 142n in powerless speech, 139–42
Quigley, Jim, 265
R
Ramsay, Jack, 110, 117
Random acts of kindness site, 267
Reciprocity
and burnout, 165–73, 177–85
and collaboration, 63–93
and crediting others, 77–93
and culture, 5–6n
and motivation, 156–78
and networking, 34–60
powerless communication, 130–54
pushover effect and givers, 189–215
styles. See Givers; Matchers; Takers talent development, 94–125
Reciprocity Ring, 239–45, 261–62
giving, ease of, 243–44
and takers, 244–45

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Renkoo, 41, 48–49
Repacholi, Betty, 90
Reputation
effects of giving on, 38–40, 67, 76–81, 145, 187, 244
gossip as punishment, 34
social network information on, 38–39
Resilience
and happiness, 183–84
and otherish, 179
Resource Systems Group, 44
Responsibility bias, 81–86
Richards, Ann, 44–45
Rifkin, Adam Forrest, 40–43
five-minute favor, 54–60, 264–65
as giver, 41–43, 46–50, 53–56
giver network of, 46–50, 52–56
Green Day fan site by, 46–48
maxim of, 47
and other Adam Rifkin, 228–29, 232
productivity of, 59
Rifkin, Adam (Hollywood Adam), 228–29, 232
Rivals
helping in emergency, 226n
in politics and givers, 12–15, 199–200
Robbins, Frederick, 79, 82
Robertson, Oscar, 121
Rocket Lawyer, 9
Roosevelt, Theodore, 126
Rosen, Ben, 187
Rosenthal, Robert, 98–99
Ross, Michael, 81
Rosso, Brent, 248
Rouf, Raymond, 43, 53, 55
Ryan, Richard, 175
S
Sacks, Mike, 63, 93
St. Aubin, Ed de, 68, 69, 92
Salary
glass ceiling and women, 201–3, 203–4n less for givers, 203–4n
of taker CEOs, 36
Salk, Jonas
credit for work, claiming, 79–81
and perspective gap, 91n
and responsibility bias, 82
Salespeople
as givers, 7, 135–42
Salk, Peter, 81
Sands, Greg, 192–93