Give and Take: a revolutionary Approach to Success pdfdrive com

Opening quote
: Samuel L. Clemens (aka Mark Twain), “At the Dinner to Joseph H. Choate, November 16,
1901,” in Speeches at the Lotos Club, ed. J. Elderkin, C. S. Lord, and H. N. Fraser (New York:
Lotos Club, 1911), 38.
Story of David Hornik and Danny Shader
: Personal interviews with David Hornik (January 30 and
March 12, 2012) and Danny Shader (February 13, 2012).
preferences for reciprocity
: Edward W. Miles, John D. Hatfield, and Richard C. Huseman, “The Equity
Sensitivity Construct: Potential Implications for Worker Performance,” Journal of Management 15
(1989): 581–588.
most people act like givers in close relationships
: Margaret S. Clark and Judson Mills, “The Difference
between Communal and Exchange Relationships: What It Is and Is Not,” Personality and Social
Psychology Bulletin 19 (1993): 684–691.
people engage in a mix of giving, taking, and matching
: Alan P. Fiske, Structures of Social Life: The
Four Elementary Forms of Human Relations (New York: Free Press, 1991).
world of engineering
: Francis J. Flynn, “How Much Should I Give and How Often? The Effects of
Generosity and Frequency of Favor Exchange on Social Status and Productivity,” Academy of
Management Journal 46 (2003): 539–553.
medical students in Belgium
: Filip Lievens, Deniz S. Ones, and Stephan Dilchert, “Personality Scale
Validities Increase Throughout Medical School,” Journal of Applied Psychology 94 (2009): 1514–
1535.
salespeople in North Carolina
: Adam M. Grant and Dane Barnes, “Predicting Sales Revenue” (working
paper, 2011).
givers earn 14 percent less money
: Timothy A. Judge, Beth A. Livingston, and Charlice Hurst, “Do Nice
Guys—and Gals—Really Finish Last? The Joint Effects of Sex and Agreeableness on Income,”
Journal of Personality and Social Psychology 102 (2012): 390–407.