Give and Take
Why Helping Others Drives Our Success
Number of pages: 320
Publisher: Random House
BBB Library: Communication, Personal Success
ISBN: 0143124986
Editorial Review
According to conventional wisdom, highly successful people have three things in common: motivation, ability, and opportunity. Here is a fourth ingredient that’s critical but often neglected: success depends heavily on how we approach our interactions with other people. Every time we interact with another person at work, we have a choice to make: do we try to claim as much value as we can, or contribute value without worrying about what we receive in return?
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Wisdom to Share
According to conventional wisdom, highly successful people have three things in common: motivation, ability, and opportunity.
Takers have a distinctive signature: they like to get more than they give. They tilt reciprocity in their own favor, putting their own interests ahead of others’ needs.
In the workplace, givers are a relatively rare breed. They tilt reciprocity in the other direction, preferring to give more than they get.
Professionally, few of us act purely like givers or takers, adopting a third style instead. We become matchers, striving to preserve an equal balance of giving and getting.
Givers’ networking style stands in stark contrast to the way that takers and matchers tend to build and extract value from their connections.
Matchers tend to build smaller networks than either givers, who seek actively to help a wider range of people, or takers, who often find themselves expanding their networks to compensate for bridges burned in previous transactions.
Takers and matchers make hard-and-fast assumptions about just who will be able to provide the most benefit in exchange.
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