Friend and Foe: When to Cooperate, When to Compete, and How to Succeed at Both

Galinsky, Adam; Schweitzer, Maurice

ISBN 10 : 1847940846 ISBN 13 : 9781847940841

Editeur : Random House Business, 2016

A propos du livre

Extrait :

TABLE OF CONTENTS

1.       It’s All Relative
·         Why Expecting Fathers Gain Weight
·         Monkeys and the Slings and Arrows of Outrageous Social Comparisons
·         Why Twins Reared Apart Can Be More Similar than Twins Reared Together
·         Doing Better and Feeling Worse: The Benefits of Graduating in a Recession
·         Sputnik Moments and Halftime Scores: Behind By a Little, But Not for Long
·         When Comparisons Go Wild
·         Finding the Right Balance: How to Make Comparisons Work for Us
 
2.       It’s Good to Be the King . . . Until it Isn’t
·         It’s All in Your Head
·         Speeding Down the Highway with Samson’s Hair Blowing in the Wind
·         How to Nail a Job Interview and Become the Boss
·         Powerholics: Invincibility and Invisibility
·         The Powerful Think They Are the Only Ones on the Highway
·         The King’s Downfall
·         Finding the Right Balance: How to Speed Without Crashing
 
3.       When Hierarchy Wins . . . And When it Loses
·         The Rise of Hierarchy
·         Why You Want to Play a Game with Your Boss Rather Than Your Best Friend
·         When There Is Too Much Talent: Pecking Chickens and Squabbling Basketball Players
·         When Hierarchy Hurts
·         Finding the Right Balance: How Psychological Safety Helps Hierarchies Win Without Killing
 
4.       It’s Good to be the Queen . . . But It’s Easier Being the King
·         Men Aren’t from Mars and Women Aren’t from Venus
·         Salaries and Sex
·         The Double Bind
·         Queen Bees: When Women Exclude Women
·         Finding the Right Balance: It Takes a Village to Lean in Without Getting Pushed Back
o   The Organization
o   Making Ourselves Blind to Undo the Double Bind
o   Lawyers, Mama Bears, and the Power of Advocating for “Us”
 
5.       How Names Can Bond and Bully
·         Names as Cooperative Glue
·         Why PhDs Want to Be Called Doctors
·         Banning the Word Bossy and Why Phillip Morris Became Altria
·         Reappropriation: Turning Your Weakness into Your Strength
·         Finding the Right Balance: Start Making Sense
 
6.       How to Get Others to Put Their Trust in You
·         Smile and Get a Dog
·         I’m Sorry for the Rain
·         When It Pays to Drive Rather Than Fly
·         “They Did What They Had to Do”
·         When to Spill Your Coffee: The Hidden Strength in Vulnerability
·         Why Happy Families Produce Terrorists
·         Finding the Right Balance: Reputations and Relationships
 
7.       When and How to Raise Your Guard
·         Deceptive Cuckoo Birds and Misleading Dating Profiles
·         Why Cheating is Like Chocolate Cake
·         When Deception Builds Cooperation
·         Going up 96 Percent of the Time, Captain Mbote, and $57 Million in Cash
·         Putting it All Together: Spotting Red Flags
o   Red Flag #1: Inappropriate Behavior
o   Red Flag #2: Running for the Exit
o   Red Flag #3: Overcompensating
o   Red Flag #4: Mismatch Between Words and Body Language
·         Finding the Right Balance: Trust but Verify
 
8.       Putting the Pieces Back Together
·         Why Arthur Andersen and Eliot Spitzer Never Recovered but Martha Stewart Came Back
·         It’s the Apology, Stupid
·         Why a Faulty Phone Antenna Elicited More Outrage than a Plane Crash
·         The Apology Formula: The Key Ingredients of Successful Apologies
·         Finding the Right Balance: Be Prepared to Say You’re Sorry
 
9.       Seeing it Their Way to Get Your Way
·         Getting Inside Their Head to Get a Better Deal
·         The Art of the Mimic
·         Leaping Without Looking
·         How Asking for Advice Can Free You from Debt
·         Amplified Sounds and Soothing Jangled Nerves
·         How to Avoid Being a Racist
·         Finding the Right Balance: How to Make Sure Glue Doesn’t Become Gasoline
 
10.   When to Start Your Engines
·         From Political Ballots to Parole Hearings: When It’s Good to Be First
·         From Professors to American Idol Contestants: When It’s Better to Be Last
o   Finding the Right Balance: When to Go First, When to Go Last, and How to Make It Fair
·         Should You Make the First Offer?
o   Finding the Right Balance: Resolve the First-Offer Dilemma by Making a First Offer Later
·         How to Put Your Offer on the Table
·         Precision Matters
o   Finding the Right Balance: How to Make Ambitious First Offers but Appear Cooperative
 
11.   How to Cross the Finish Line
·         Endings Matter More than You Think
·         Be Careful When You Smile
·         Commencement

Quatrième de couverture :

Is it in our best interest to compete or to cooperate?

Some have argued that humans are fundamentally competitive and that pursuing our self-interest is the best way to get ahead. Others believe that we are hard-wired to cooperate and are most successful when we collaborate with others.

In Friend and Foe, leading psychologists Adam Galinsky and Maurice Schweitzer draw on original, cutting-edge research to explain why this debate misses the mark. They argue that it is only by learning how to strike the right balance between competition and cooperation that we can improve long-term relationships and maximise success in work and life.

Galinsky and Schweitzer show how holding these two forces in the right balance can enable us to turn weaknesses into strengths, to recognise deception and build trust, and to improve our powers of negotiation without alienating our counterparts. Along the way, they also offer answers to a number of perplexing puzzles, from how too much talent can undermine a team’s success, to why ending an auction at 2 a.m. can get you the best outcome, to when acting less competently can help you gain status.

This book is a guide for better navigating your social world by learning when to cooperate as a friend and when to compete as a foe – and how to be better at both.

'Galinsky and Schweitzer are star researchers and teachers, and they distill their insights into practical tips that anybody can use.'
Chip Heath, co-author of Made to Stick and Switch

À propos de cette édition

• Éditeur: Random House Business
• Date d'édition: 2016
• ISBN 10: 1847940846
• ISBN 13: 9781847940841
• Reliure: Livre broché
• Nombre de pages: 320