This is called the Sarick Effect, named after the social scientist Leslie Sarick. In both situations, Griscom was presenting ideas to people who had more power than he had, and trying to convince them...
They’re constrained by a shortage of people who excel at choosing the right novel ideas. The
Talented people are attracted to those who care about them.
Strong ties provide bonds, but weak ties serve as bridges: they provide more efficient access to new information. Our strong ties tend to travel in the same social circles and know about the same oppo...
Steve Jones, the award-winning former CEO of one of the largest banks in Australia, wanted to know what made financial advisers successful. His team studied key factors such as financial expertise and...
Start the spark of reciprocity by making requests as well as helping others. Help generously and without thought of return; but also ask often for what you need.
Setting high expectations is so important, Skender says. You have to push people, make them stretch and do more than they think possible.
Reasoning does create a paradox: it leads both to more rule following and more rebelliousness. By
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...
Overall, the evidence suggests that liking continues to increase as people are exposed to an idea between ten and twenty times, with additional exposure still useful for more complex ideas. Interestin...
Originals do vary in their attitudes toward risk. Some are skydiving gamblers; others are penny-pinching germophobes. To become original, you have to try something new, which means accepting some meas...
One of the best things about developing that credibility was if I wanted to try something that was fairly strange, people would be willing to at least give it a shot at the table read, Meyer reflects....
Now that you have a bit of respect, you value your standing in the group and don’t want to jeopardize it. To maintain and then gain status, you play a game of follow-the-leader, conforming to prove yo...
It seems counterintuitive, but the more altruistic your attitude, the more benefits you will gain from the relationship, writes LinkedIn founder Reid Hoffman. If you set out to help others, he explain...
I ask if you’re planning to vote, you don’t feel like I’m trying to influence you. It’s an innocent query, and instead of resisting my influence, you reflect on it.
Even with a receptive audience, dominance is a zero-sum game: the more power and authority I have, the less you have.
Batson figured out a clever way to tease apart whether empathy drives us to help because we want to reduce another person’s distress or our own distress. If the goal is to reduce our own distress, we...
As Samuel Johnson purportedly wrote, The true measure of a man is how he treats someone who can do him absolutely no good. Takers
Along with providing time to generate novel ideas, procrastination has another benefit: it keeps us open to improvisation. When we plan well in advance, we often stick to the structure we’ve created,...
Matchers: their core values emphasize fairness, equality, and reciprocity. When takers violate these principles, matchers in their networks believe in an eye for an eye, so they want to see justice se...