Give and Take: A Revolutionary Approach to Success

David Hornik, a figure mentioned at the outset of Give and Take, is characterized as a venture capitalist with an innate giving nature.

Grant introduces Hornik with a detailed physical description, portraying him as unassuming and eccentric: “At 5’4”, with dark hair, glasses, and a goatee, Hornik is a man of eclectic interests: he collects Alice in Wonderland books, and in college he created his own major in computer music” (1).

In the opening chapters of the book, Hornik is depicted as an exceedingly nice person whose benevolence is nearly a fault. An entrepreneur named Shader, faced with the prospect of receiving Hornik’s investment, initially hesitates due to his perception of Hornik as overly kind. However, as Grant delves further into Hornik’s character in Chapter 1, it becomes evident that his generosity is not a weakness but a strength. Hornik’s giving nature, coupled with his intelligence and sharpness, significantly benefits his career. Contrary to the initial impression, Hornik is revealed to be a highly successful venture capitalist, boasting a high success rate when it comes to closing investment deals with entrepreneurs. This revelation challenges the assumption that givers might be sacrificing their success in favor of altruism, highlighting the synergy between giving and achieving remarkable professional accomplishments. David Hornik, in the context of the book, serves as a prime example of how being a giver can be a powerful strategy for success, even in the world of venture capitalism.

In Give and Take, Abraham Lincoln is initially introduced in a rather unassuming manner, veiled behind the alias “Sampson.” This withholding of Lincoln’s true identity creates a narrative effect that makes the eventual revelation of his name all the more impactful by the end of the chapter.

Grant’s portrayal of Lincoln paints him as an unpretentious figure, highlighting his humility and unwavering honesty. While Lincoln’s integrity as a politician and lawyer earned him respect, Grant notes that it also led to questions about his tenacity in making tough political decisions. Contemporaries referred to Lincoln as a “pushover” and even deemed him “unfit to be trusted with power” due to his notable compassion for others (13). This initial portrayal may cause some to associate Lincoln’s generosity with weakness.

However, as the chapter unfolds, Grant unveils the truth that Sampson is, in fact, Abraham Lincoln. This revelation underscores the idea that Lincoln’s giving nature was not a detriment to his political career but, in fact, a driving force behind his long-term success. Grant illuminates how Lincoln’s willingness to help others, even at the cost of his personal convenience or gain, played a pivotal role in shaping his legacy. The transformation from a seemingly unremarkable “hick” to one of the most revered presidents in American history serves as a testament to the enduring power of generosity, ultimately demonstrating that being a giver can lead to significant and lasting achievements.

Kenneth Lay was a significant figure who served as the chairman and CEO of the energy company Enron. During his leadership, Enron became one of the largest and most influential companies in the United States before its notorious collapse in 2001. This scandal resulted in the bankruptcy of Enron, the loss of jobs and savings for many employees, and one of the most significant corporate fraud cases in history.

In Give and Take, Lay is initially described in a somewhat misleading manner, portraying him as an upstanding individual. Grant quotes Lay as attributing his success to principles like “Respect,” “the golden rule,” and “absolute integrity” (27). This depiction aims to create an initial impression that Lay is a virtuous and principled leader, potentially leaving readers with a sense of admiration for his values and ethics.

However, Grant uses Lay as an example of what he terms a “faker” in the book, representing someone who pretends to be a giver while their actions reveal their true nature as a taker. Grant contends that despite Lay’s purported adherence to high moral standards, his actual behavior, including fraudulent activities and the misleading of investors, provided clear indications of his real intentions. This contrast between Lay’s outward persona and his hidden agenda serves as an illustration of how some individuals, particularly in positions of power, can manipulate the image they project, effectively functioning as takers while appearing to be givers. It underscores the importance of discernment and an understanding of true reciprocity styles, particularly in the realm of business and leadership, where the consequences of deceptive behavior can be profound.

In Give and Take, Adam Rifkin is described as a successful entrepreneur and networking expert who exemplifies the principles of giving and building meaningful connections. He is portrayed as someone who genuinely cares about the success and well-being of others, always willing to offer his assistance and support.

Grant initially depicts Rifkin in a way that makes Rifkin seem like a highly unlikely character to embody the traits of a great networker. Rifkin is a self-described “shy, introverted computer nerd who has two favorite languages: JavaScript, the computer programming language, and Klingon, the language spoken by the aliens on Star Trek” (39). He has idiosyncratic interests; he’s obsessed with creating anagrams of his name (Grant lists some of Rifkin’s favorites: “Offer Radiant Smirk and Feminist Radar Fork” [39]). Rifkin is portrayed as a highly educated and intelligent computer nerd who has achieved significant success through his expertise in technology and entrepreneurship. However, his shy personality does not align with the stereotype often associated with successful networkers.

Grant later reveals Rifkin to be an impressive networker, with hundreds of connections to powerful people, according to a study of LinkedIn connections conducted by Fortune magazine. Rifkin’s success as a networker stems from his constant willingness to give to and support others. He is described as someone who genuinely listens and remembers details about people, making them feel heard and valued. His mission is to foster generosity and to help others succeed, rather than focusing solely on his own success. Rifkin’s approach to networking involves making introductions, sharing knowledge, and providing resources to those in his network without expecting anything in return. Rifkin is a prime example of Grant’s argument that givers create more value and achieve greater success in the long run than those who are purely focused on their own gain. Rifkin did not set out to achieve the status of being the most connected person on LinkedIn, but rather it was a byproduct of his genuine desire to help others and build meaningful relationships.