When selling, givers ask questions in a way that conveys the desire to help customers, not take advantage of them. When persuading and negotiating, givers speak tentatively and seek advice because the...
When takers win, there’s usually someone else who loses. Research shows that people tend to envy successful takers and look for ways to knock them down a notch. In contrast, when givers like David Hor...
When takers win, there’s usually someone else who loses. Research shows that people tend to envy successful takers and look for ways to knock them down a notch.
What motivates people to practice at such length in the first place? This is where givers often enter the picture.
Two different ways to recognize takers. First, when we have access to reputational information, we can see how people have treated others in their networks. Second, when we have a chance to observe th...
When we treat man as he is, we make him worse than he is; when we treat him as if he already were what he potentially could be, we make him what he should be. —attributed to Johann Wolfgang von Goethe...
When we treat man as he is, we make him worse than he is; when we treat him as if he already were what he potentially could be, we make him what he should be.
Highly successful people have three things in common: motivation, ability, and opportunity. If we want to succeed, we need a combination of hard work, talent, and luck.
When you meet people, says former Apple evangelist and Silicon Valley legend Guy Kawasaki, regardless of who they are, you should be asking yourself, ‘How can I help the other person?
Without a sense of urgency , people ... won't make needed sacrafices. Instead they cling to the status quo and resist.' - Quoting John Kotter
You don’t have to be first to be an original, and the most successful originals don’t always arrive on schedule. They are fashionably late to the party. The
You gotta kiss a lot of frogs, he often told his team, before you find a prince. In fact, frog kissing was one of his mantras: he encouraged his engineers to try out many variations to increase their...
A perspective gap: when we’re not experiencing a psychologically or physically intense state, we dramatically underestimate how much it will affect us.
A young Goldman Sachs banker named Joseph Park was sitting in his apartment, frustrated at the effort required to get access to entertainment. Why should he trek all the way to Blockbuster to rent a m...
Above all, I want to demonstrate that success doesn’t have to come at someone else’s expense. In
Analysts were more likely to maintain their star performance if they worked with high-quality colleagues in their teams and departments. The star analysts relied on knowledgeable colleagues for inform...
By asking for help, you’re creating an opportunity for them to express their values and feel valued. By asking for a five-minute favor, you impose a relatively small burden—and if you ask a matcher, y...
Escalation of commitment to a losing course of action. Over the past four decades, extensive research led by Staw shows that once people make an initial investment of time, energy, or resources, when...
Givers always score high on other-interest, but they vary in self-interest. There are two types of givers, and they have dramatically different success rates. Selfless givers are people with high othe...
Givers and takers differ in their attitudes and actions toward other people. If you’re a taker, you help others strategically, when the benefits to you outweigh the personal costs. If you’re a giver,...
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