The way you operate at work plays a crucial role in your career success.
Much of that depends>Givers pay it forward
In any given field, you'll find givers near the top of their career ladder. As they pay it forward, according to a number of studies, givers make for more efficient engineers or higher-grossing salespeople than takers or matchers.
Grant proposes that these high performers are strategic in the choices they make and the limits they set. This, of course, is what also makes them more appealing and desirable to employers.
Most of all, they've learned how to get help when they need it, and they're skilled at receiving as well as giving. "Successful givers are every bit as ambitious as takers and matchers," Grant writes in his book. "They simply have a different way of pursuing their goals."
He goes even further to say that being a giver may actually be a sign of intelligence.
Successful givers are every bit as ambitious as takers and matchers. They simply have a different way of pursuing their goals.Adam GrantOrganizational psychologist, author of "Give and Take"
Grant cites a study published in The Journal of Personality and Social Psychology, in which researchers tested people's intelligence with a series of quantitative, verbal and analytical reasoning problems. They then sent them off to negotiate.
"Intelligence paid off — but not in the way you might expect," Grant says. "The smarter people were, the better their did in the negotiation. They used their brainpower to expand the pie, finding ways to help the other side that cost them nothing."
Not all givers are great
Yet another study found a significant set of givers clumped at the opposite end. They were the least productive workers — the failures, at least in the eyes of their peers.
What were they doing wrong? According to Grant, these hapless pure givers found it awkward to solicit favors or assistance. They gave and gave until the well ran dry.
Here's an example: My former research partner, negotiation expert Frank Mobus, and I knew a young travel agent who was bright and hard working, but consistently fell short>Master the art of negotiation
In today's workplace, with cross-functional teams and nondirect reporting structures, people interface and work closely with lots of colleagues. That's why it's helpful to be aware that many contacts, even random encounters, can draw you into a negotiation (e.g., a request for you to provide a resource or work product, which usually includes a deadline).
Negotiated givers are more intentional in their generosity, and stay focused on long-term goals.Bill SandersWorkplace negotiations researcher
Too often, in the interest of being a good team player — and possibly, a passive giver — we quickly agree to say yes. We don't even give it much thought. It's only later that we realize the burden on our time and schedule.
The smart thing to do is to slow down the process and treat it like a negotiation. Ask some clarifying questions, consider some alternatives, explain the effort or problems this might create for you. Even ask for something in return — a quid pro quo — or get a verbal "IOU a favor" from your colleague.
Being mindful of good negotiation or agreement-making techniques can help you become a successful negotiated giver, rather than an unproductive passive giver.
