Give and Take: WHY HELPING OTHERS DRIVES OUR SUCCESS

doesn’t exactly ooze warmth. “I’m a big guy with a military look,” Dave explains, and I have an intense streak. In the trade sec ...

Selling: Separating the Swindlers from the Samaritans Expressing vulnerability in ways that are unrelated to competence may buil ...

conversation, you believe you’ve actually come to know the people around you, even though they barely spoke. In Opening Up, Penn ...

the entire company, bringing in more than double the average sales revenue. It’s not a coincidence. The second-highest seller al ...

but also in the car and at home. She’s intrigued, and she tries them on. A few minutes later, she decides to get fitted for her ...

buy a new computer in the next six months, you’ll be 18 percent more likely to go out and get one. But it only works if you alre ...

Persuading: The Technique of Tentative Talk In 2004, Volkswagen’s retail theme was “Drive it. You’ll get it.” Consumers connecte ...

These markers send a clear message to the audience: the speaker lacks confidence and authority. Lacking confidence is a bad thin ...

generous and open, creative teams were willing to share ideas with him and welcome his input, rather than guarding their turf mo ...

electromagnetism.” Eventually, Hill left for another company, and three of his former employees approached him about joining his ...

Negotiating: Seeking Advice in the Shadow of a Doubt In 2007, a Fortune 500 company closed a plant in the Midwest United States. ...

Advice seeking is also consistently more influential than the matcher’s default approach of trading favors. This is true even in ...

idea and he had already invested some time and energy in trying to help Annie, he was highly motivated to help her further. He e ...

they establish a sincere intent to act in the best interests of others. When presenting, givers make it clear that they’re expre ...

6 The Art of Motivation Maintenance Why Some Givers Burn Out but Others Are On Fire The intelligent altruists, though less altru ...

goals in response to “I typically try to.. .” Then, Walker conducted in-depth interviews with twenty- five Caring Canadian winne ...

interests. Selfless giving, in the absence of self-preservation instincts, easily becomes overwhelming. Being otherish means bei ...

enrolled at Overbrook, and nearly 500 were suspended at some point during the school year, racking up nearly fifty assaults and ...

understood: “she couldn’t believe the sheer exhaustion that she felt at the end of the day,” Conrey recalls. Finally, Conrey hit ...

The Impact Vacuum: Givers Without a Cause A decade ago, Howard Heevner, a dynamic director of a university call center, invited ...