Niceness as a Machiavellian business strategy

November 22, 2013 | By | Reply More

Beware those nice people out in the business world. Although they are often taken advantage of, they can band together to create jauggernaut business operations. The following comment was written by David Sloan Wilson and Jonathan Haidt, and it appeared in Forbes:

Many people implicitly think that niceness is a virtue for the rest of life, but when it comes to playing business hardball, only the selfish survive. The message of Grant’s book is that this isn’t true, and he gives us both scientific evidence and entertaining profiles for understanding why. Grant divides people into three behavioral categories: givers, matchers, and takers. As their names imply, givers are sweeties who unstintingly share their time and talent, seemingly for the sheer pleasure of it. Matchers calibrate their giving to their taking, and takers take whatever they can get. Who does best playing business hardball? It turns out that the givers do best and worst. When they succumb to the depredations of takers, they become doormats and chumps. But when they manage to work with other givers, they produce spectacular wealth and share the collective benefits. In other words, the costs and benefits of prosociality in the business world are no different than for the rest of life.


Category: Corporatocracy, Psychology Cognition

About the Author ()

Erich Vieth is an attorney focusing on consumer law litigation and appellate practice. He is also a working musician and a writer, having founded Dangerous Intersection in 2006. Erich lives in the Shaw Neighborhood of St. Louis, Missouri, where he lives half-time with his two extraordinary daughters.

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