by Adam Grant
Start the spark: Wayne Baker and Cheryl Baker, “Paying It Forward: How Reciprocity Really Works and How You Can Create It in Your Organization,” University of Michigan, winter 2011, accessed May 14, 2012, http://www.bus.umich.edu/Positive/News/newsletter/2-23-11/baker-paying.html
INDEX
The page numbers in this index refer to the printed version of this book. To find the corresponding locations in the text of this digital version, please use the “search” function on your e-reader. Note that not all terms may be searchable.
A
Aaker, Jennifer, 183
Abrams, Jonathan, 38
Acumen Fund, 267
Advertising, Volkswagen ads, 142–46
Advice seeking, and negotiating, 150–53
Agreeableness
and giving versus taking, 191–93
neurological basis, 191–92n
traits related to, 191, 192n
Ahearn, Bud, 240
Aknin, Lara, 183
Algoe, Sara, 234
Altruism, 220–24
and common community, 224–28
and empathy, 220–22
pathological, 157–58, 170, 170n
versus egoism, 220–22
Amanatullah, Emily, 205–6
Anders, George, 106, 125
Andreessen, Marc, 31
Animals, lekking by, 34–35
Annan, Kofi, 184
Annual reports, CEO traits, recognizing from, 34–38
Architects
creativity profile of, 64–65, 68
Frank Lloyd Wright, 67–70
Arcuri, Marie, 102–3, 105
Ariely, Dan, 244
Army Man, 66–67, 72, 77–78n, 93
Aronson, Elliot, 134, 141, 142
Ashby, Jeff, 74–75
Assertiveness problems, 201–9
glass ceiling and women, 201–3, 203–4n
otherish approach to, 205–9
Audet, Peter
empathy trap, 195–98
as giver, 18–20
trusting others, negative effect, 189–91
B
Babcock, Linda, 201–2, 205, 208
Baker, Cheryl, 239–40, 261, 268
Baker, Wayne, 34, 52–53, 239–40, 261, 268
Barkley, Charles, 109, 124
Barnes, Dane, 138–39
Barry, Bruce, 206, 252
Basketball
disappointing players, investing in, 108–12
potential talent, developing by coach, 108–11, 115–22, 124–25
Batson, C. Daniel, 220–22, 247
Bauer, Lillian
otherish approach by, 214–15
relational accounts, use of, 208–9
selfless giving, 186–87
sincerity screening by, 194, 201
Baumeister, Roy, 183
Bazeley, Percival, 79
Beal, Deron, 217–20, 222–23, 234. See also Freecycle
Bellé, Nicola, 167
Bennett, Byron, 79
Berg, Justin, 263
Bergeron, Diane, 187
Biden, Joe, 128
Birth order, and perspective taking, 90–91n
Blogger, 42
Bloom, Benjamin, 104–7
Bloomers, and self-fulfilling prophecy, 99–102
Bluford, Guion, Jr., 158
BNI, 60, 267
Body language, of takers, 130
Bohns, Vanessa, 241
Bondy, Filip, 118
Borowitz, Andy, 93
Bowie, Sam, 109, 111, 115, 115n, 120, 125
Bowler, Matthew, 177
Bowles, Hannah Riley, 208
Branson, Richard, 184–85
Breslin, Jimmy, 73–74
Brewer, Marilynn, 232–33
Brooks, Arthur, 182
Brooks, James L., 63
Brown, Kwame, 123–24
Buckwalter, Bucky, 121–22
Burg, Bob, 267
Burger, Jerry, 232
Burn-out, 165–73, 177–85
avoiding by giving more, 165–66, 168–71, 173
and fight or flight, 177
of givers, myth of, 165, 178–85
having impact as antidote, 161–69
social support, benefits for, 177–78
Teach for America (TFA) teachers, 160–61, 165
Burton, Robert, 87–88
Bush, George H. W., and Ken Lay, 29, 34, 45
Bush, George W., and Ken Lay, 28, 29, 34, 44–45
C
Cain, Susan, 131, 265
Callahan, Conrey
burn-out situation for, 160–62, 176–77
as chunker, 171, 174
giving more as energy source, 165–66, 168–71, 174–78
Caring Canadian Award, 156–58
Carter, Jimmy, 184
Cattell, Raymond, 104
Cerne, Matej, 78–79
Chamberlain, Wilt, 159
Chandler, Tyson, 123
Chast, Roz, 93
Chatterjee, Arijit, 35–37
Cheng, Joey, 34
Chief executive officers (CEOs), takers, traits of, 34–38
Christakis, Nicholas, 56–57
Chunking, giver satisfaction from, 170–75
Cialdini, Robert, 43, 220–22, 235–38
Clark, Margaret, 5
Classroom Economy, The, 175
Clinton, Bill, 10
Clinton, DeWitt, 14
Coach, basketball talent, recognizing, 108–11, 115–22, 124–25
Coffey, Frank, 118–19
Collaboration, 66–93
and creative character, 63–72
and crediting others, 77–93
financial analysts, team and performance, 71–72
and givers, 66–67, 72–78
idiosyncrasy credits from, 76
and matchers, 76, 78–79
and perspective taking, 86–93
and powerless speech, 147–48
and responsibility bias, 81–86
surgeons, affiliation and performance, 70
and takers, 69–70
team, benefits from givers, 74–76
Collins, Catherine, 76
Colosi, Chris, 264
Communication styles
first-person singular pronouns in, 36, 193
powerful and powerless communication, 130–54
Community
elevation and giving, 234–39
sense of and giving, 224–28, 233–34
Computer industry, takers and company performance, 36n
Conley, Chip, 16
Conservation International, 66
Consultants
as givers, 186–215
Coyle, Daniel, 104
Craigslist
development of, 216–17
versus Freecycle, 217–220, 226–28
Creativity
architect traits, study of, 64–65, 68
and collaboration, 63–72
and givers, 65–67
and takers, 65, 67–69
Crediting others, 77–93
by givers, 77–78, 83–86
lack of by takers, 79–81
perspective taking, 86–93
and responsibility bias, 81–86
Crosier, Benjamin, 38
Cross, Rob, 52–53
Crutchfield, Richard, 242
Culture
and important values, 20–21
and reciprocity patterns, 5–6n
D
Darwin, Charles, 239
De Dreu, Carsten, 213
Def Jam Records, 119–20
Dell, Michael, 41
Dichter, Sasha, 267
Dillon, Haley, 38
Dingman, Thomas, 245–46
Disagreeable persons
givers versus takers, 191–93
traits related to, 191
Disclaimers, in powerless speech, 144
Dominance
and powerful communication, 130, 133, 148
and takers, 130, 133
Dormant ties, 50–54
and givers, 51–53
reactivating, impact of, 50–51
and trust, 51
Dovidio, Jack, 226
Drexler, Clyde, 120–22, 124
Drucker, Peter, 70
Drummond, Jon, 158
Duckworth, Angela, 105–6
Duin, Steve, 116–17
Dunn, Elizabeth, 183
Dutton, Jane, 248, 262
E
Eagly, Alice, 203n
Earth to America, 66
Eden, Dov, 97–98, 100
Edmondson, Amy, 85
Ego threat, and escalation of commitment, 113–14
Elders, The, 184
Elevation, and giving, 234–39
Elkind, Peter, 28–29
Empathy, 195–201
and altruism, 220–22
elements of, 195, 220, 222
empathy trap and givers, 195–201
versus generous tit for tat, 198–201
Encouragement, of potential in others, 102–8
Enders, John, 79, 82
Energy, gaining and giving, 175–77
Energy conservation, consumer motivations in, 236–38, 238n
Energy network map, 52–53
Engineers
as givers, 7, 58–59
social network for, 42
Enron
demise, signs of, 35
Ken Lay as taker, 27–29, 32, 35–37
Erving, Julius, 109, 115, 117, 119
Escalation of commitment, 112–17
Escoto, Kildare, 137–140
Excite, 46–48
Expedition behavior, of givers, 74–75
Extreme Kindness, 266–67
Eye Care Associates, 137
F
Facebook, takers, recognizing on, 39–41
Fairness, and matchers, 5–6, 33, 43n
Fake, Caterina, 31
Fallingwater, 68–69
Favors, expectations and takers, 44–45, 58
Feinberg, Matthew, 34
Feresten, Spike, 93
Ferrazzi, Keith, 44, 59–60
Fight or flight, 177
Financial advisers
as givers, 18–20
star analysis as collaborators, 71–72
First-person singular pronouns, use by takers, 36, 193
Fiske, Alan, 5–6n
Five-minute favor, 54–60, 264–65
Flynn, Frank, 58–59, 89, 218, 241
Forster, E. M., 248
Fowler, James, 56–57
Fraenkel, Fred, 71
Fragale, Alison, 144–45
Francis, Thomas, 79
Frank, Robert, 23, 204n
Franklin, Benjamin, 152–53
Freecycle
as common community, 224–28, 233–34
development of, 217–20
elevation and giving, 235, 238–39
free choice in, 248
optimal distinctiveness through, 233–34
as otherish, 223–24
taker and matcher giving, 222–24
Friedland, Roger, 68
Friedman, Ray, 206, 252
Friendster, 38
Frimer, Jeremy, 156
Frink, John, 86
Fritz, Heidi, 177
Furst, Stacie, 187
G
Galak, Jeff, 231
Galinsky, Adam, 197
Garbinsky, Emily, 183
Garcia, Ryan, 267
Gardner, Wendi, 179
Gasol, Paul, 123
Gates, Bill, 157
Geller, Jason
as balanced giver, 188–89
generous tit for tat by, 200
otherish approach by, 214
sincerity screening by, 194
Gender inequality, glass ceiling, 201–3, 203–4n
Generous tit for tat, 198–201
Genesys Wealth Advisers, 20
Geniuses, versus genius makers, 63
George, Bill, 168
GetRaised, 265
Gift giving, and perspective gap, 89–90
Giftivism, 266
Gill, Brendan, 68, 69
Gino, Francesca, 89, 147–48
Giver profiles
Abraham Lincoln, 10–16, 199–200
Adam Rifkin, 41–43, 46–50, 53–56
Annie, 148-53
Bill Grumbles, 135–36
C. J. Skender, 96–97, 101–2, 105–8
Conrey Callahan, 160–62, 165–66, 168–71, 174–78
David Hornik, 1–9, 17, 23–25
Derek Sorenson, 250–54
Don Lane, 143–46
Freecycle/Deron Beal, 217–20, 224–28, 233–39, 248
George Meyer, 61–67, 73–78, 83–86, 88–93
Jason Geller, 188–89, 194, 200, 214
Jon Huntsman Sr., 35–37, 179–84
Kildare Escoto, 137–40
Lillian Bauer, 186–87, 194, 201, 208–9, 214–15
Peter Audet, 18–20, 189–91, 195–98
Richard Branson, 184–85
Sherryann, Plesse, 22, 255
Stu Inman, 108–11, 115–22, 124–25
Givers, 4–26
altruism, 220–24
asking for help, avoiding, 176–77, 268
assertiveness, lack of, 201–9
burn-out myth, 165, 178–85
and collaboration, 66–67, 72–78
empathy trap, 195–201
in engineering, 7, 58–59
and escalation of commitment, 114–17
examples of. See Giver profiles
expedition behavior of, 74–75
in financial adviser field, 18–20
genius makers as, 63
giver quotient, assessing, 261
interdependence versus independence, 73
in medical profession, 7, 17–18
motivation of, 156–58
negative traits of, 6–7, 10
negotiation by, 148–50, 195–215
and networking, 31, 41–58
online communities for giving, 265–68
own contribution, downplaying, 81–86
pathological giving. See Selfless giving
perspective taking, 88–91, 92–93
in politics, 10–16
powerless communication, 130–54
productive habits of, 4–5, 8–10, 14–15, 22, 50–51, 53–56, 257–58
productivity problem of, 58–59, 155, 172–73, 186–87, 210–11
and pronoia, 48–50
psychological safety created by, 85–86
pushover effect, 189–215
reconnecting over time, 46–54
reluctance, reasons for, 22–23, 241–43, 254–55
responsibility bias, lack of, 83–86
salary, 203–4n
in sales, 137–42
and self-recognition, 254–58
in service sector, 17–20
and success, 6–10, 15–16, 156–58
success, view of, 257
takers becomin, 219–20, 245–49
takers di
sguised as, 27–28, 31–39
teachers as, 101–2, 106–7
trusting others, 189–94
in venture capital, 1–9, 17, 23–25
women versus men, 203–4n
in workplace, fears of, 22–23, 241–43, 254–55
Gladwell, Malcolm, 104, 191
Glass ceiling, 201–3, 203–4n
Glomb, Theresa, 75
Goethe, Johann Wolfgang von, 94
Go-Giver Community, 267
Goldner, Fred, 48
Gollwitzer, Peter, 245
Goodfellow, David, 267
GOOD thirty-day challenge, 267
Goodwill, and dormant ties, 51–53
Goodwin, Doris Kearns, 15
Google, job crafting, 262–63
Gopnik, Alison, 90
Gossip, as punishment, 34
Granger, Chris, 123n
Granovetter, Mark, 47
GraphScience, 53
Green Day, 46–48
Greene, Robert, 21
Grit, and talent development, 105–6
Groening, Matt, 63
Gross, Bob, 118–19
Groupon, 39–40
Groysberg, Boris, 71
Grumbles, Bill, 135–36
H
Hagerty, Sean, 173–75
Halbesleben, Jonathan, 177
Hambrick, Donald, 35–37
Handey, Jack, 72
Happiness, 170–75, 183–84
Hartman, Phil, 73
Havlicek, John, 121
Hawthorne, Christopher, 68
Heevner, Howard, 162
Helgeson, Vicki, 170, 177
HelpOthers.org, 266
Hill, Barton, 146–47
Hoffman, Reid, 31, 41n, 45, 49, 82
Hofmann, Dave, 147–48
Hollander, Edwin, 76
Holmes, John Andrew, 61
Homer, Mike, 192–93
HopeMob, 266
Hornik, David
blog of, 23–24
as giver, 1–9, 17, 23–25, 192
The Lobby conference, 24–25
Huckman, Robert, 70
Huntsman, Jon, Sr., 179–84
deal-making as giver, 180
humanitarian giving by, 181
image as giver, from annual report, 35–37
on wealth-giving connection, 181–82
Huntsman Cancer Center, 181
I
Identification. See also Empathy
and common community, 224–28
giving, internalizing by takers, 245–49
name-similarity effect, 228–33
optimal distinctiveness theory, 233–34
Idiosyncrasy credits, and collaboration, 76
Independence
as cultural symbol, 73
