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Army Man
and
The
Simpsons
.
In the classroom, C. J. Skender earned dozens of teaching awards while inspiring a new
generation of students, seeing their potential and motivating them to achieve this potential, and Conrey
Callahan sustained her energy and was nominated for a national teaching award after she started a
nonprofit to help underprivileged children prepare for college. In health care, Kildare Escoto and
Nancy Phelps rose to the top of their company’s sales revenue charts by striving to help patients. In
consulting, Jason Geller and Lillian Bauer made partner early by virtue of the contributions that they
made through mentoring and developing others, which in turn enriched the knowledge of junior
colleagues. In politics, Abraham Lincoln became president—and built a legacy as one of the greatest
leaders in world history—by helping his rivals earn coveted political positions.
This is what I find most magnetic about successful givers: they get to the top without cutting others
down, finding ways of expanding the pie that benefit themselves and the people around them. Whereas
success is zero-sum in a group of takers, in groups of givers, it may be true that the whole is greater
than the sum of the parts.
Armed with this knowledge, I’ve seen some people become more strategic matchers, helping
others in the hopes of developing the relationships and reputations necessary to advance their own
success. Can people succeed through instrumental giving, where the primary intent is getting? At the
beginning of the book, I suggested that in the long term, the answer might be no.
There’s a fine line between giving and clever matching, and this line blurs depending on whether
we define reciprocity styles by the actions themselves, the motives behind them, or some combination
of the two. It’s a deep philosophical question, and it’s easy to identify with a range of views on how
strategic matchers should be evaluated. On the one hand, even if the motives are mixed, helping
behaviors often add value to others, increasing the total amount of giving in a social system. On the
other hand, as we saw with Ken Lay, our behaviors leak traces of our motives. If recipients and
witnesses of our giving begin to question whether the motives are self-serving, they’re less likely to
respond with gratitude or elevation. When strategic matchers engage in disingenuous efforts to help
others primarily for personal gain, they may be hoisted by their own petard: fellow matchers may
withhold help, spread negative reputational information, or find other ways to impose a taker tax.
To avoid these consequences, would-be matchers may be best served by giving in ways that they
find enjoyable, to recipients whose well-being matters to them. That way, even if they don’t reap
direct or karmic rewards, matchers will be operating in a giver’s mind-set, leading their motives to
appear—and become—more pure. Ultimately, by repeatedly making the choice to act in the interest of
others, strategic matchers may find themselves developing giver identities, resulting in a gradual drift
in style toward the giving end of the reciprocity spectrum.
We spend the majority of our waking hours at work. This means that what we do at work becomes
a fundamental part of who we are. If we reserve giver values for our personal lives, what will be
missing in our professional lives? By shifting ever so slightly in the giver direction, we might find our
waking hours marked by greater success, richer meaning, and more lasting impact.
ACTIONS FOR IMPACT
If you’re interested in applying the principles in this book to your work or your life, I’ve compiled a
set of practical actions that you can take. Many of these actions are based on the strategies and habits
of successful givers, and in each case, I’ve provided resources and tools for evaluating, organizing,
or expanding giving. Some of the steps focus on incorporating more giving into your daily behaviors;
others emphasize ways that you can fine-tune your giving, locate fellow givers, or engage others in
giving.
1.
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