service sector continues to expand: Adam M. Grant and Sharon K. Parker, “Redesigning Work Design Theories: The Rise of
Relational and Proactive Perspectives,” Academy of Management Annals 3 (2009): 317–375.
financial advisers: Personal interviews with Steve Jones (July 13, 2011) and Peter Audet (December 12, 2011 and January 19, 2012).
single most important guiding principle: Shalom H. Schwartz and Anat Bardi, “Value Hierarchies across Cultures: Taking a
Similarities Perspective,” Journal of Cross-Cultural Psychology 32 (2001): 268–290.
afraid to admit it: Personal interview with Sherryann Plesse (October 21, 2011).
pressured to lean in the taker direction: Dale T. Miller, “The Norm of Self-Interest,” American Psychologist 54 (1999): 1053–
1060.
putting on a business suit: see Jeffrey Sanchez-Burks, “Protestant Relational Ideology: The Cognitive Underpinnings and
Organizational Implications of an American Anomaly,” Research in Organizational Behavior 26 (2005): 267–308; and
“Protestant Relational Ideology and (In)Attention to Relational Cues in Work Settings,” Journal of Personality and Social
Psychology 83 (2002): 919–929.
fear of exploitation by takers: Robert H. Frank, Passions Within Reason: The Strategic Role of the Emotions (New York: W. W.
Norton, 1988), xi.
Chapter 2: The Peacock and the Panda
Opening quote: Coretta Scott King, The Words of Martin Luther King, Jr. (New York: Newmarket Press, 2008), 17.
Enron: Bethany McLean and Peter Elkind, The Smartest Guys in the Room: The Amazing Rise and Scandalous Fall of Enron
(New York: Portfolio, 2004), Mimi Swartz and Sherron Watkins, Power Failure: The Inside Story of the Collapse of Enron
(New York: Crown, 2004); and Judy Keen, “Bush, Lay Kept Emotional Distance,” USA Today, February 26, 2002.
networks come with three major advantages: Brian Uzzi and Shannon Dunlap, “How to Build Your Network,” Harvard Business
Review December (2005): 53–60; and Ronald Burt, Structural Holes: The Social Structure of Competition (Cambridge, MA:
Harvard University Press, 1995).
LinkedIn founder: Reid Hoffman, “Connections with Integrity,” strategy+business, May 29, 2012.
glowing first impressions of takers: Mitja D. Back, Stefan C. Schmukle, and Boris Egloff, “Why Are Narcissists So Charming at
First Sight? Decoding the Narcissism-Popularity Link at Zero Acquaintance,” Journal of Personality and Social Psychology
98 (2010): 132–145.
feel entitled to pursue self-serving goals: Serena Chen, Annette Y. Lee-Chai, and John A. Bargh, “Relationship Orientation as a
Moderator of the Effects of Social Power,” Journal of Personality and Social Psychology 80 (2001): 173–187; and Katherine
A. DeCelles, D. Scott DeRue, Joshua D. Margolis, and Tara L. Ceranic, “Does Power Corrupt or Enable? When and Why
Power Facilitates Self-Interested Behavior,” Journal of Applied Psychology 97 (2012): 681–689.
ultimatum game: Daniel Kahneman, Jack L. Knetsch, and Richard H. Thaler, “Fairness and the Assumptions of Economics,” Journal
of Business 59 (1986): S285–S300.
sharing reputational information: Matthew Feinberg, Joey Cheng, and Robb Willer, “Gossip as an Effective and Low-Cost Form of
Punishment,” Behavioral and Brain Sciences 35 (2012): 25; and Matthew Feinberg, Robb Willer, Jennifer Stellar, and Dacher
Keltner, “The Virtues of Gossip: Reputational Information Sharing as Prosocial Behavior,” Journal of Personality and Social
Psychology 102 (2012): 1015–1030.
“can’t pursue the benefits of networks”: Wayne E. Baker, Achieving Success Through Social Capital: Tapping Hidden
Resources in Your Personal and Business Networks (San Francisco: Jossey-Bass, 2000), 19.
CEOs in computer hardware and software companies: Arijit Chatterjee and Donald C. Hambrick, “It’s All about Me: Narcissistic
Chief Executive Officers and Their Effects on Company Strategy and Performance,” Administrative Science Quarterly 52
(2007): 351–386.
“network ties are the conduits”: Benjamin S. Crosier, Gregory D. Webster, and Haley M. Dillon, “Wired to Connect: Evolutionary
Psychology and Social Networks,” Review of General Psychology 16 (2012): 230–239.
Facebook profiles: Laura E. Buffardi and W. Keith Campbell, “Narcissism and Social Networking Websites,” Personality and Social
Psychology Bulletin 34 (2008): 1303–1314.
social media to catch takers: Personal interview with Howard Lee (December 11, 2011).
more LinkedIn connections: Jessica Shambora, “Fortune’s Best Networker,” Fortune, February 9, 2011, accessed January 26, 2012,
http://tech.fortune.cnn.com/2011/02/09/fortunes-best-networker/.
“Adam Rifkin”: Personal interviews with Adam Rifkin (January 28, 2012), Jessica Shambora (February 9, 2012), Raymond Rouf
(February 16, 2012), and Eghosa Omoigui (March 14, 2012); visit to 106 Miles (May 9, 2012); Brian Norgard conversation
(http://namesake.com/conversation/brian/like-welcome-ifindkarma-namesake-community); Adam Rifkin’s website
(http://ifindkarma.com/) and Graham Spencer’s websites (www.gspencer.net).
norm of reciprocity: Robert B. Cialdini, Influence: The Psychology of Persuasion (New York: HarperBusiness, 2006).
“It’s better to give before you receive”: Keith Ferrazzi and Tahl Raz, Never Eat Alone: And Other Secrets to Success, One
Relationship at a Time (New York: Crown Business, 2005), 22.