““Entering negotiations, takers typically work to establish a dominant position. Had Annie been a taker, she might have compiled a list of all of her merits and attracted counteroffers from rival companies to strengthen her position. Matchers are more inclined to see negotiating as an opportunity for quid pro quo. If Annie were a matcher, she would have gone to a senior leader who owed her a favor and asked for reciprocity. But Annie is a giver: she mentors dozens of colleagues, volunteers for the United Way, and visits elementary school classes to interest students in science. When her colleagues make a mistake, she’s regularly the one to take responsibility, shielding them from the blame at the expense of her own performance. She once withdrew a job application when she learned that a friend was applying for the same position. As a giver, Annie wasn’t comfortable bargaining like a taker or a matcher, so she chose an entirely different strategy. She reached out to a human resources manager and asked for advice. “If you were in my shoes, what would you do?””
