B00AFPTSI0 EBOK (46 page)

Hoffman, Reid, 31, 41n, 45, 49, 82

Hofmann, Dave, 147–48

Hollander, Edwin, 76

Holmes, John Andrew, 61

Homer, Mike, 192–93

HopeMob, 266

Hornik, David

blog of, 23–24

as giver, 1–9, 17, 23–25, 192

The Lobby conference, 24–25

Huckman, Robert, 70

Huntsman, Jon, Sr., 179–84

deal-making as giver, 180

humanitarian giving by, 181

image as giver, from annual report, 35–37

on wealth-giving connection, 181–82

Huntsman Cancer Center, 181

I

Identification.
See also
Empathy

and common community, 224–28

giving, internalizing by takers, 245–49

name-similarity effect, 228–33

optimal distinctiveness theory, 233–34

Idiosyncrasy credits, and collaboration, 76

Independence

as cultural symbol, 73

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

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 responsibility 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