Give and Take: a revolutionary Approach to Success pdfdrive com

pratfall effect
: Elliot Aronson, Ben Willerman, and Joanne Floyd, “The Effect of a Pratfall on Increasing
Interpersonal Attractiveness,” Psychonomic Science 4 (1966): 227–228; and Robert Helmreich,
Elliot Aronson, and James LeFan, “To Err Is Humanizing—Sometimes: Effects of Self-Esteem,
Competence, and a Pratfall on Interpersonal Attraction,” Journal of Personality and Social
Psychology 16 (1970): 259–264.
bottom of the social responsibility list
: Robert H. Frank, “What Price the Moral High Ground?” Southern
Economic Journal 63 (1996): 1–17.
Bill Grumbles
: Personal interview (October 4, 2011).
joy of talking
: James Pennebaker, Opening Up: The Healing Power of Expressing Emotions (New York:
Guilford Press, 1997), 3.
top-selling optician
: Personal interviews with Kildare Escoto (August 23 and 28, 2011) and Nancy Phelps
(August 23, 2011).
hundreds of opticians
: Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working paper,
2011).
expert negotiators
: Neil Rackham, “The Behavior of Successful Negotiators,” in Negotiation: Readings,
Exercises, and Cases, ed. R. Lewicki, B. Barry, and D. M. Saunders (New York: McGraw-Hill,
2007).
insurance salespeople
: Philip M. Podsakoff , Scott B. MacKenzie, Julie B. Paine, and Daniel G. Bachrach,
“Organizational Citizenship Behaviors: A Critical Review of the Theoretical and Empirical
Literature and Suggestions for Future Research,” Journal of Management 26 (2000): 513–563.
pharmaceutical salespeople
: Carl J. Thoresen, Jill C. Bradley, Paul D. Bliese, and Joseph D. Thoresen,
“The Big Five Personality Traits and Individual Job Performance Growth Trajectories in
Maintenance and Transitional Job Stages,” Journal of Applied Psychology 89 (2004): 835–853.