Give and Take: a revolutionary Approach to Success pdfdrive com

norm of reciprocity
: Robert B. Cialdini, Influence: The Psychology of Persuasion (New York:
HarperBusiness, 2006).
“It’s better to give before you receive”
: Keith Ferrazzi and Tahl Raz, Never Eat Alone: And Other Secrets
to Success, One Relationship at a Time (New York: Crown Business, 2005), 22.
“hopes of getting something in return”
: Personal interview with Dan Weinstein (January 26, 2012).
“How can I help”
: Guy Kawasaki interview with Warren Cass, accessed May 14, 2012,
www.youtube.com/watch?feature=player_embedded&v=_OsWvp2X8gk.
“weak ties”
: Mark Granovetter, “The Strength of Weak Ties: A Network Theory Revisited,” Sociological
Theory 1 (1983): 201–233.
pronoia
: Fred H. Goldner, “Pronoia,” Social Problems 30 (1982): 82–91; and personal interview with Brian
Little (January 24, 2011).
dormant ties
: Daniel Z. Levin, Jorge Walter, and J. Keith Murnighan, “Dormant Ties: The Value of
Reconnecting,” Organization Science 22 (2011): 923–939; and “The Power of Reconnection: How
Dormant Ties Can Surprise You,” MIT Sloan Management Review 52 (2011): 45–50.
energy through networks
: Rob Cross, Wayne Baker, and Andrew Parker, “What Creates Energy in
Organizations?” MIT Sloan Management Review 44 (2003): 51–56.
“someone else will do something for me down the road”
: Robert Putnam, Bowling Alone: The Collapse
and Revival of American Community (New York: Simon & Schuster, 2000), 21.
giving can be contagious
: James H. Fowler and Nicholas A. Christakis, “Cooperative Behavior Cascades
in Human Social Networks,” PNAS 107 (2010): 5334–5338.
consistent givers
: J. Mark Weber and J. Keith Murnighan, “Suckers or Saviors? Consistent Contributors in
Social Dilemmas,” Journal of Personality and Social Psychology 95 (2008) 1340–1353.

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