Based on David Hornik’s story, you might predict that givers achieve the worst results—and you’d be right. Research demonstrates that givers sink to the bottom of the success ladder. Across a wide ran...
But as a Puerto Rican woman, she belonged to not one but two minority groups. New research suggests that her double minority status may have amplified the costs and the benefits of speaking up. Manage...
But there’s a twist: expressing vulnerability is only effective if the audience receives other signals establishing the speaker’s competence.
But there’s something distinctive that happens when givers succeed: it spreads and cascades.
By asking people questions about their plans and intentions, we increase the likelihood that they actually act on these plans and intentions.
By giving away credit, Meyer compromised his visibility. For a long time, George’s towering contribution to what some see as the most important TV show of the period was not as well known as it should...
Coalitions often fall apart when people refuse to moderate their radicalism. That was one of the major failures of the Occupy Wall Street movement, a protest against economic and social inequality tha...
Conceptual innovators tend to generate original ideas early but risk copying themselves. The experimental approach takes longer, but proves more renewable: instead of reproducing our past ideas, exper...
Consider the four responses to dissatisfaction: exit, voice, persistence, and neglect. Only exit and voice improve your circumstances.
For the next two hours, the executives worked in groups, pretending to be one of Merck’s top competitors. Energy soared as they developed ideas for drugs that would crush theirs and key markets they h...
If we communicate the vision behind our ideas, the purpose guiding our products, people will flock to us.
Indeed, Cialdini finds that people donate more money to charity when the phrase even a penny will help is added to a request.
New research shows that advice seeking is a surprisingly effective strategy for exercising influence when we lack authority. In
One of the keys to cultivating grit is making the task at hand more interesting and motivating.
People who prefer to give or match often feel pressured to lean in the taker direction when they perceive a workplace as zero-sum. Whether it’s a company with forced ranking systems, a group of firms...
People who started businesses and contributed to patent applications were more likely than their peers to have leisure time hobbies that involved drawing, painting, architecture, sculpture, and litera...
Peter Drucker, these knowledge workers, unlike manual workers in manufacturing, own the means of production: they carry that knowledge in their heads and can therefore take it with them.
So if givers are most likely to land at the bottom of the success ladder, who’s at the top—takers or matchers? Neither. When I took another look at the data, I discovered a surprising pattern: It’s th...
Taking is using other people solely for one’s own gain. Receiving is accepting help from others while maintaining a willingness to pay it back and forward.
The identification of talent may be the wrong place to start. For many years, psychologists believed that in any domain, success depended on talent first and motivation second.
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