When people focus on others, as givers do naturally, they’re less likely to worry about egos and miniscule details; they look at the big picture…
114
Give and Take:
In escalation situations, takers often struggle to face the reality that an initial chose has gone bad.
116
Give and Take:
…because of their dedication to others, givers are willing to work harder and longer than takers and matchers. Even when the practice is no longer enjoyable…
119
Give and Take:
Whereas takers often strive to be the smartest people in the room, givers are more receptive to expertise from others, even if it challenges their own beliefs.
121
Give and Take:
Research suggest that there are two fundamental paths to influence: dominance and prestige.
130
Give and Take:
When our audiences are skeptical, the more we try to dominate them, the more they resist. Even with a receptive audience, dominance is a zero-sum game…
130
Give and Take:
Powerless communicators tend to speak less assertively, expressing plenty of doubt and relying heavily on advice from others.
130
Give and Take:
Takers tend to worry that revealing weaknesses will compromise their dominance and authority. Givers are more comfortable expressing vulnerability…
133
Give and Take:
Asking questions is a form of powerless communication that givers adopt naturally. Questions work especially well when the audience is already skeptical…
139
Give and Take:
By asking questions and getting to know their customers, givers build trust and gain knowledge about their customers’ needs. Over time, this makes them better and better at selling.
