Give and Take: a revolutionary Approach to Success pdfdrive com

Mike Homer
: Personal interviews with Danny Shader (February 13, 2012), Greg Sands (March 5, 2012),
and an anonymous mentee (February 28, 2012).
givers are more accurate
: Dawne S. Vogt and C. Randall Colvin, “Interpersonal Orientation and the
Accuracy of Personality Judgments,” Journal of Personality 71 (2003): 267–295.
Givers see individual differences
: Harold H. Kelley and Anthony J. Stahelski, “The Inference of
Intentions from Moves in the Prisoner’s Dilemma Game,” Journal of Experimental Social
Psychology 6 (1970): 401–419; see also Nancy L. Carter and J. Mark Weber, “Not Pollyannas:
Higher Generalized Trust Predicts Lie Detection Ability,” Social Psychological and Personality
Science 1 (2010): 274-279.
Strangers and dating couples
: William R. Fry, Ira J. Firestone, and David L. Williams, “Negotiation
Process and Outcome of Stranger Dyads and Dating Couples: Do Lovers Lose?” Basic and Applied
Social Psychology 4 (1983): 1–16.
appeal to Rich’s self-interest
: see E. Gil Clary, Mark Snyder, Robert D. Ridge, Peter K. Miene, and Julie
A. Haugen, “Matching Messages to Motives in Persuasion: A Functional Approach to Promoting
Volunteerism,” Journal of Applied Social Psychology 24 (1994): 1129–1149.
empathize at the bargaining table
: Adam D. Galinsky, William W. Maddux, Debra Gilin, and Judith B.
White, “Why It Pays to Get Inside the Head of Your Opponent: The Differential Effects of

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Perspective Taking and Empathy on Negotiation,” Psychological Science 19 (2008): 378–384.
cooperative when working with cooperative partners
: Paul A. M. Van Lange, “The Pursuit of Joint
Outcomes and Equality in Outcomes: An Integrative Model of Social Value Orientation,” Journal of
Personality and Social Psychology 77 (1999): 337–349; see also Jennifer Chatman and Sigal
Barsade, “Personality, Organizational Culture, and Cooperation: Evidence from a Business
Simulation,” Administrative Science Quarterly 40 (1995): 423–443.