Book Titles

The ability to recognize agreeable takers as fakers is what protects givers against being exploited.

Empathy is a pervasive force behind giving behaviors, but it’s also a major source of vulnerability.

…when we empathize at the bargaining table, focusing on our counterparts’ emotions and feelings puts us at risk of giving away too much.

Once successful givers see the value of sincerity screening and begin to spot agreeable takers as potential fakers, they protect themselves by adjusting their behavior accordingly.

Research shows that one of the main reasons that women tend to negotiate less assertively than men is that they worry about violating social expectations that they’ll be warm and kind.

…reluctance to be assertive is especially likely to afflict agreeable givers, who pay a price in their pocketbooks.

…givers tend to be humble and uncomfortable asserting themselves directly.

Studies in more controlled settings have shown that in zero-sum situations, givers frequently shy away from advocating for their own interests…

…in short-term, single-issue negotiations givers do worse than takers, because they’re willing to give larger slices of the pie to their counterparts.

Givers, particularly agreeable ones, often overestimate the degree to which assertiveness might be off-putting to others.