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Behavioralists!

After a short hiatus, we are back stronger than ever. We will kick off the year with a video conference session with Columbia Business School Professor Dr. Adam Galinsky. He will be discussing his recent book Friend & Foe.

Dr. Galinsky is a leading researcher on negotiations, goal-setting, counter-factual thinking, and decision-making. His book, Friend & Foe, which he co-authored with Wharton Professor Maurice Schweitzer, tries to answer the question of when we should collaborate and when we should compete.

This is going to be an AMAZING session. Dr. Galinsky is one of my favorite researchers. His paper "Goals Gone Wild" is still one of my favorite social science papers after many years.

We expect this meet up to fill up fast, so RSVP early.

Thanks,

Wendy

*ALL - we had to push back the date by one week to Feb 28! Please note the date change and update your RSVP accordingly. We are sorry for any inconvenience, Dr. Galinsky just had an unforeseen conflict.

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AMAZON REVIEW

What does it take to succeed? This question has fueled a long-running debate. Some have argued that humans are fundamentally competitive, and that pursuing self-interest is the best way to get ahead. Others claim that humans are born to cooperate and that we are most successful when we collaborate with others.

In FRIEND AND FOE, researchers Galinsky and Schweitzer explain why this debate misses the mark. Rather than being hardwired to compete or cooperate, we have evolved to do both. In every relationship, from co-workers to friends to spouses to siblings we are both friends and foes. It is only by learning how to strike the right balance between these two forces that we can improve our long-term relationships and get more of what we want.

Here, Galinsky and Schweitzer draw on original, cutting edge research from their own labs and from across the social sciences as well as vivid real-world examples to show how to maximize success in work and in life by deftly navigating the tension between cooperation and competition. They offer insights and advice ranging from: how to gain power and keep it, how to build trust and repair trust once it’s broken, how to diffuse workplace conflict and bias, how to find the right comparisons to motivate us and make us happier, and how to succeed in negotiations – ensuring that we achieve our own goals and satisfy those of our counterparts.

Along the way, they pose and offer surprising answers to a number of perplexing puzzles: when does too much talent undermine success; why can acting lesscompetently gain you status and authority, where do many gender differences in the workplace really come from, how can you use deception to build trust, and why do you want to go last on American Idol and in many interview situations, but make the first offer when negotiating the sale of a new car.

We perform at our very best when we hold cooperation and competition in the right balance. This book is a guide for navigating our social and professional worlds by learning when to cooperate as a friend and when to compete as a foe—and how to be better at both.