Give and Take: a revolutionary Approach to Success pdfdrive com

participants amplify the odds that everyone in the group will have their requests
fulfilled, much like Panda Adam setting a pay-it-forward norm in his network.
But what about the takers? Many audiences are concerned that takers will
capitalize on the opportunity to get help without contributing in return. To
examine this risk, Wayne Baker and I surveyed more than a hundred people
about their giver and taker values. Then they participated in the Reciprocity
Ring, and we counted the number of contributions they made. As expected, the
givers made significantly more contributions than the takers. The givers
averaged four contributions each.
Surprisingly, though, the takers were still quite generous, averaging three
contributions each. Despite valuing power and achievement far more than
helping others, the takers gave three times more than they got. The Reciprocity
Ring created a context that encouraged takers to act like givers, and the key lies
in making giving public. Takers know that in a public setting, they’ll gain
reputational benefits
for being generous in sharing their knowledge, resources,
and connections. If they don’t contribute, they look stingy and selfish, and they
won’t get much help with their own requests. “Being altruistic is often seen as
‘good,’ and being greedy or selfish is not,” writes Duke behavioral economist
Dan Ariely with two colleagues, so giving is “a way to signal to others that one
is good.”
Research shows that givers usually contribute regardless of whether it’s
public or private, but takers are more likely to contribute when it’s public. In one
study, when others could see their results, takers contributed a large number of
ideas during
brainstorming
. But when their results were hidden, takers added
less value. Other studies reveal that takers
go green to be seen
: they prefer
luxurious products over green products when their decisions are private, but shift
to green products when their decisions are public, hoping to earn status for
protecting the environment. I saw a similar trend among Wharton students: each
week in class, I opened the floor for a few students to present requests and
invited the whole class to contribute. One November morning, five students

---

made requests, and I was stunned to see a student who had described himself as
a taker offer to help four of them. Once his reputation among his peers depended
on giving, he contributed. By making contributions visible, the Reciprocity Ring
sets up an opportunity for people of any reciprocity style to be otherish: they can
do good and look good at the same time.

---