by Adam Grant
versus interdependence, 73
and takers, 69–73, 81
working alone, 69–73
Influencing others
and communication of givers. See Powerless communication
and takers, 130
traits related to, 130
Inman, Stu
and escalation of commitment, 114–17
talent in others, recognizing, 108–11
undervalued players, giving chance to, 118–25
Intelligence, investment theory of, 104
Intention questions, 142, 142n
Investment theory of intelligence, 104
Isaacson, Walter, 153
J
Jacobson, Lenore, 98–99
Jecker, Jon, 152
Job crafting, 262–63
Job promotion, and givers, 186–89, 204–8
Johnson, Samuel, 32
Jones, James Earl, 129
Jones, Steve, 18
Jordan, Michael, 109, 115n, 122–24
Judge, Timothy, 203
K
Kahneman, Daniel, 33
Kahnweiler, Jennifer, 265
Kampen, Emerson, 180
Kanengieter, John, 75
Karma Kitchen, 266
Karsten, Anitra, 168
Kaufmann, Edgar, 68–69
Kawasaki, Guy, 45–46
Kersey, Jerome, 120, 124
Khare, Rohit, 40
Kickstarter, 268
Kim, Eugene, 75
Kindness Offensive, The, 267
King, Martin Luther, Jr., 27
“Kissing up, kicking down,” by takers, 32–33
Kiva, 231, 268
Klimecki, Olga, 165
Knowledge workers, working alone, 70
KnowNow, 40, 42
Kolditz, Tom, 106
Komisar, Randy, 10
Kopelman, Josh, 31
Korsgaard, Audrey, 114, 116
Krech, David, 242
Kurkoski, Jennifer, 263
L
Landy, David, 152
Lane, Don, 143–46
Lange, Paul van, 91n
Langer, Ellen, 169
Lay, Kenneth
and Bush family, 28, 29, 34, 44–45
disguise as giver, 27–28, 32, 38–39
favors, expected return from, 44–45
networking style, 29–30, 44–45
recognizing as taker, from annual report, 35–37
as taker, 27–29, 34, 44–45
Leadership development
talent in others, recognizing. See Talent development
typical approach to, 103–4
Lee, Howard, 39–40
Legal profession, powerless communication example, 126–29, 134–35, 141–42, 146
Lekking
animals, 34–35
CEOs, recognizing in, 35–37
Lester, Scott, 116
Let’s Go, 209–12
Letterman, David, 62, 66
Levin, Daniel, 50
Lewis, Harry, 245
Lewis, L. James, 79
Liles, Kevin, 119–20
Liljenquist, Katie, 150–51
Lincoln, Abraham
elements of greatness, 14–15
generous tit for tat by, 199–200
as giver, 10–16
as selfless giver, 12–13
LinkedIn, 38
best networker (2011), 41–43
takers, recognizing via, 39–40
Listening, and powerless speech, 136–37, 139–40
Little, Brian, 48, 215
Lobby, The, 24–25
Logan, Stephen, 12–13
Long, Tim, 74–78, 83, 85, 93
Love, Kevin, 125
Love, Reggie
biographical information, 94–97
potential, recognized by others, 94, 96–97, 105
Love Machine, 264
Lovitz, Jon, 73
Lyubomirsky, Sonja, 171
M
McAdoo, Bob, 109, 115
McCall, Michael, 84
McCloskey, Jack, 117
MacKinnon, Donald, 64–65
McLean, Bethany, 28–29
McNatt, Brian, 100–103
Mandela, Nelson, 184
Mann, John David, 267
Marriage and dating
choosing wedding gifts, 89–90
couples negotiating, 196
responsibility bias, 81–82
selfless giving problem, 170n
Martin, LaRue, 108–11, 115, 117, 122, 125
Maslach, Christina, 161, 177
Matchers
advice seeking from, 153
attributes related to, 5–6, 33, 43n
and burnout, 178–79
and collaboration, 76, 78–79
and Craigslist, 216–20
dormant ties, reactivating, 52
generous tit for tat, 198–201
givers disguised as, 22–23
giving and motivations of, 43–45, 223, 228, 237–38, 244, 258
giving style of, 258–59
negotiation by, 149
and networking, 43–44, 45
and self-fulfilling prophecy, 101
success, view of, 256–57
takers punished by, 33–34
and tit for tat, 198
trading value by, 55
traits related to, 5–6, 33, 43n
Matteson, Joel, 11–12
Medical profession
burnout predictors, 178–79
givers in, 7, 17–18
hospital affiliation and performance, 70
patient contact, importance of, 167–68
perspective gap in, 87–88
Medtronic, 168
Meglino, Bruce, 114, 116
Mehta, Nipun, 266
Meyer, George, 61–67
biographical information, 61–63, 65–66, 72
code of honor of, 75
as collaborator, 66–67, 72–78, 83–86, 88–93
creativity of, 65
and crediting others, 77–78, 83–84, 93
expedition behavior of, 74–75
as giver, 65–67, 73–78, 83–86, 93
own contribution, downplaying, 83–85
and perspective taking, 88–91, 90–91n, 92–93
Michaels, Lorne, 62
Miller, Dale, 23
Minds Matter Philadelphia, 161–62, 165–66, 171, 174–75
Misner, Ivan, 60, 267
Modesty, and powerless communication, 130–54
Moltz, David, 108
Monk, 62
Moon, Henry, 114
Morris, Michael, 205–6
Moskovitz, Dustin, 31
Motivation, 156–78
cause, need for givers, 163–66
chunking versus sprinkling and satisfaction, 170–75
energy gains and giving, 175–77
hundred hour happiness, 173–74
impact vacuum, filling by givers, 162–69
otherish choices, 157–58, 169–79
self-interest versus other-interest, 156–58
takers, 162–63
Murnighan, Keith, 50
Murphy, Terry, 111, 122
Myspace, 38
N
Name-similarity effect, 228–33, 231n
Neal, Lloyd, 115
Negotiation
advice seeking during, 150–53
empathy trap in, 196–97
and givers, 148–50, 205–9
and matchers, 149
&nbs
p; otherish approach to, 205–9, 211–15
and powerless speech, 148–54
shifting from taking toward giving, 250–54
and takers, 149
Nelson, Leif, 234–35
Networking, 34–60
benefits from, 30, 46–50
contagion of giving, 56–58
dormant ties, 50–54
energy network map, 52–53
giver networks, operation of, 46–50, 52–56
and givers, 31, 41–58
karmic moments, 46–50
and matchers, 43–44, 45
online. See Social networks
Reciprocity Ring, 239–45
reconnecting over time, 46–54
and takers, 29–30, 43–46, 56
takers, recognizing, 34–38
Newmark, Craig, 216–17
New Show, The, 62
Nordgren, Loran, 86–87
Norton, Michael, 183, 234–35
Not Necessarily the News, 85
Nowak, Martin, 198–99
O
Oakley, Barbara, 157
Obama, Barack, and Reggie Love, 94–95
Odenkirk, Bob, 93
Office, The, 63
Ogilvie, Bruce, 121
Olajuwon, Hakeem, 115n
Omine, Carolyn, 64, 76, 86, 92–93
106 Miles, 42, 49, 52, 56
Opower, 238
Optimal distinctiveness theory, 233–34
Oshinsky, David, 79–80, 82
Other-interest, as motivation of givers, 156–58
Otherish approaches
chunking versus sprinkling, 170–75
Freecycle as, 223–24
generous tit for tat, 198–201
giver motivation, 157–58, 169–79
negotiation strategy, 205–9, 211–15
and resilience, 179
in writing, 170n
Overbrook High School (Philadelphia), 158–62, 176
Owen, David, 61–62, 65–66
P
PandaWhale, 41
Park, Joyce, 41–42, 48–49
Parker, Andrew, 52–53
Parker, Sean, 31
Parker, Sharon, 76
Patterson, Ray, 115n
Pausch, Randy, 199
Payne, Don, 75, 86
PayNearMe, business pitch for, 1–5, 8–9
Pelham, Brett, 229
Pennebaker, James, 136–37, 170n
Perlow, Leslie, 172
Perspective taking, 86–93
and advice seeking, 151–52
and givers, 88–91, 92–93
meaning of, 87–88
and older siblings, 90–91n
and takers, 88, 91–92
Persuasion
in negotiation. See Negotiation
and powerless speech, 142–48
Phelps, Nancy, 138
Photographs, takers, recognizing in, 35–37
Pink, Daniel, 130, 135
Pisano, Gary, 70
Plesse, Sherryann, 22, 255
Polio vaccine, as collaborative effort, 79–81
Politics
as getting business, 10
givers and success in, 10–16
Porter, Terry, 120, 124
Potential in others, recognizing. See Talent development
Powerful communication
limitations of, 132, 148
of takers, 130, 133, 147
Powerless communication, 130–54
advertising theme example, 142–46
advice seeking in, 150–53
downsides to, 146–47
elements of, 130–31
and group performance, 147–48
lawyer and success, 126–29, 134–35, 141–42, 146
listening in, 136–37, 139–40
and negotiating, 148–54
and persuasion, 142–48
practicing, 265
pratfall effect, 134–35, 134n
and presenting, 131–35
questioning in, 139–42
and selling, 136–42
tentative markers in, 144–46
vulnerability, expressing in, 133–35, 151
Pratfall effect, 134–35, 134n
Prestige, influence through, 130
Productivity problem, and givers, 58–59, 155, 172–73, 186–87, 210–11
Pronoia
defined, 48
and givers, 48–50
Psychological safety
created by givers, 85–86
negative aspects of, 85n
Punishment
gossip as, 34
of takers by matchers, 33–34
Pushover effect
assertiveness problems, 201–9
empathy trap, 195–201
otherish approach to, 205–9, 211–15
trusting others, 189–94
Putnam, Robert, 55–56
Q
Quaid, Randy, 73
Questions
intention questions, 142, 142n
in powerless speech, 139–42
Quigley, Jim, 265
R
Ramsay, Jack, 110, 117
Random acts of kindness site, 267
Reciprocity
and burnout, 165–73, 177–85
and collaboration, 63–93
and crediting others, 77–93
and culture, 5–6n
and motivation, 156–78
and networking, 34–60
powerless communication, 130–54
pushover effect and givers, 189–215
styles. See Givers; Matchers; Takers
talent development, 94–125
Reciprocity Ring, 239–45, 261–62
giving, ease of, 243–44
and takers, 244–45
Renkoo, 41, 48–49
Repacholi, Betty, 90
Reputation
effects of giving on, 38–40, 67, 76–81, 145, 187, 244
gossip as punishment, 34
social network information on, 38–39
Resilience
and happiness, 183–84
and otherish, 179
Resource Systems Group, 44
Responsibility bias, 81–86
Richards, Ann, 44–45
Rifkin, Adam Forrest, 40–43
five-minute favor, 54–60, 264–65
as giver, 41–43, 46–50, 53–56
giver network of, 46–50, 52–56
Green Day fan site by, 46–48
maxim of, 47
and other Adam Rifkin, 228–29, 232
productivity of, 59
Rifkin, Adam (Hollywood Adam), 228–29, 232
Rivals
helping in emergency, 226n
in politics and givers, 12–15, 199–200
Robbins, Frederick, 79, 82
Robertson, Oscar, 121
Rocket Lawyer, 9
Roosevelt, Theodore, 126
Rosen, Ben, 187
Rosenthal, Robert, 98–99
Ross, Michael, 81
Rosso, Brent, 248
Rouf, Raymond, 43, 53, 55
Ryan, Richard, 175
S
Sacks, Mike, 63, 93
St. Aubin, Ed de, 68, 69, 92
Salary
glass ceiling and women, 201–3, 203–4n
less for givers, 203–4n
of taker CEOs, 36
Salk, Jonas
credit for work, claiming, 79–81
and perspective gap, 91n
and r
esponsibility bias, 82
Salespeople
as givers, 7, 135–42
Salk, Peter, 81
Sands, Greg, 192–93
Saturday Night Live, 62, 72–74
Schwartz, Barry, 243
Schwartz, Shalom, 20–21
Scully, Mike, 64
Second Life, 264
Seeley, Elizabeth, 179
Seinfeld, 62, 93
Self-fulfilling prophecy, 99–102
teacher behaviors related to, 99–102
Self-interest, as motivation of givers, 156–58
Selfless giving
asking for help, avoiding, 176–77, 268
empathy trap, 195–201
as pathological altruism, 157–58, 170, 170n
in politics and giver, 12–15
productivity problem of, 172–73, 186–87
pushover effect and givers, 189–215
Selling
and givers, 137–42
and powerless speech, 136–42
stereotypical views of, 135
SendLove, 264
Service sector, givers in, 17–20
ServiceSpace, 266
Shader, Danny, 1–5, 8–9, 192–93
Shambora, Jessica, 42
Shields, James, 11–12
Shipp, Abbie, 187
Showtime, 53–54, 229
Sicoly, Fiore, 81
Silten, Bobbi, 16
Silverstein, Shel, 21
Simmons, Russell, talent in others, recognizing, 119–20
Simon, Carley, 128
Simon, Herbert, 155, 185
Simon, Sam, 63, 67, 88–89
Simonsohn, Uri, 231n
Simpsons, The, 63–64, 66
as collaborative effort, 74, 76–77, 77n, 83–86
Sincerity screening, 189–94
and agreeable versus disagreeable persons, 191–93
Singer, Tania, 165
Skender, C. J.
habits of, 107n
talent in others, recognizing, 96–97, 101–2, 105–6, 117–18
Skilling, Jeff, 37
Small, Deborah, 231
Smith, Adam, 216, 220, 222
Smith, Charles Miller, 180
Smith, Dean, 123n
Smith, Tommie, 110–11
Smith, Will, 93, 158
Soccorsy, Ben, 168
Social networks. See also Networking
beginning of, 38
best networker (2011), 31, 41–43
reputational information, access to, 38–39
takers, recognizing on, 30, 39–41, 43
Social support, burn-out, benefits for, 177–78
Sonju, Norm, 118
Sonnentag, Sabine, 176n
Sorenson, Derek, as giver, shift to, 250–54
Spencer, Graham, 46–50
Spitznagel, Eric, 66
Sprinkling, versus chunking, 170–75
Stanton, Edwin, 16
Staw, Barry, 112–13
Stephen, Andrew, 231
Stern, Ithai, 150
