Give and Take: a revolutionary Approach to Success pdfdrive com

Dean Smith
: Bondy, Tip-off, 3.
“Talented people are attracted to those who care about them”
: Personal interview with Chris Granger
(June 26, 2012).
“champion great talent
: Anders, 246–247.

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Chapter 5: The Power of Powerless Communication
Opening quote
: Theodore Roosevelt, “Letter to Henry R. Sprague,” American Treasures of the Library of
Congress, January 26, 1900.
Dave Walton
: Hayes Hunt, “The King’s Speech: A Trial Lawyer’s Stutter,” From the Sidebar, March 3,
2011, and personal interviews with Walton (September 6 and December 15, 2011, and March 9,
2012).
success depends heavily on influence skills
: Daniel Pink, To Sell Is Human: The Surprising Truth About
Moving Others (New York: Riverhead, 2012).
dominance and prestige
: Nir Halevy, Eileen Y. Chou, Taya R. Cohen, and Robert W. Livingston, “Status
Conferral in Intergroup Social Dilemmas: Behavioral Antecedents and Consequences of Prestige
and Dominance,” Journal of Personality and Social Psychology 102 (2012): 351–366.
people expect us to communicate powerfully
: Susan Cain, Quiet: The Power of Introverts in a World That
Can’t Stop Talking (New York: Crown, 2012).
comfortable expressing vulnerability
: see M. Audrey Korsgaard, Bruce M. Meglino, and W. Scott Lester,
“Beyond Helping: Do Other-Oriented Values Have Broader Implications in Organizations?” Journal
of Applied Psychology 82 (1997): 160–177; and Michael C. Ashton and Kibeom Lee, “Empirical,
Theoretical, and Practical Advantages of the HEXACO Model of Personality Structure,”
Personality and Social Psychology Review 11 (2007): 150–166.