Can you build trust with people, even when you’re in competition with them? It’s not only possible, it’s essential. Adam Glainksy and Maurice Schweitzer have done fascinating research (described in their new book, Friend and Foe: When to Cooperate, When to Compete) that sheds light on how to balance cooperation and competition. If you lead people – or even just know people – hearing this podcast will help you make deliberate choices to get the relationships you want.
- “When we get people to respect us upfront, then we can go towards the liking stage.”
- Cooperate, cooperate, cooperate, compete. Learn the optimal solution to the prisoner’s dilemma.
- Want someone to like you? Try spilling coffee on yourself. Find out on the Bregman #Leadership #Podcast
Book: Friend and Foe: When to Cooperate, When to Compete
Twitter: @AdamGalinsky and @ME_Schweitzer
Adam is the Vikram S. Pandit Professor of Business at the Columbia Business School. Professor Galinsky has published more than 150 scientific articles, chapters, and teaching cases in the fields of management and social psychology, and his research and insights have appeared in The Economist, the New York Times, The New Yorker, the Wall Street Journal, the Financial Times, Slate, the Boston Globe, the Chicago Tribune, and on National Public Radio. He has consulted with and conducted executive workshops for BP, Unilever, the FBI, Hearst Publishing Company, Land O’ Lakes, Ronald McDonald House, Alliant Credit Union, the city of Chapel Hill, the London Symphony Orchestra, and more. He received his PhD from Princeton University and his BA from Harvard University.
Maurice is the Cecilia Yen Koo Professor at the Wharton School at the University of Pennsylvania. He is the Faculty Director of the Strategic Decision-Making Mindset Program at Wharton, and his research focuses on negotiations, trust, emotions, and deception. He has published in the leading management, psychology, and economics journals, and his work has been featured in many outlets including the Wall Street Journal, the New York Times, The Economist, and National Public Radio. He earned his PhD from the Wharton School and his BA from UC Berkeley.