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A D a M G R A AD « A dam Grant : l'un de mes auteurs favoris A ADA M GRA NT en sciences sociales. » — Malcolm Gladwell M GR A u cœur de cet ouvrage, une découverte surprenante : NT au-delà du talent, de l’effort et de la chance, la géné- A rosité est un puissant moteur de succès. Dans ce livre fascinant qui s’appuie sur les plus grandes recherches en psycho- logie sociale, Adam Grant aborde la réussite sous l’angle inédit des interactions relationnelles en dégageant 3 profils types: le donneur (disposé à rendre service sans rien attendre en retour), Comment l’altruisme peut conduire au succès le preneur (qui fait passer ses intérêts avant ceux des autres) et l’échangeur (qui donne autant qu’il reçoit). Et fait la preuve que, contrairement aux préjugés, le donneur dame souvent le pion aux deux autres sur l’échelle du succès. Une approche brillante et optimiste de la réussite qui change PRÉFACE DE la donne autant pour les individus que pour les organisations. L. JACQUES MÉNARD Édition québécoise du best-seller GIVE AND TAKE, traduit en 25 langues Finaliste Meilleur livre de l'année — Thinkers50 Finaliste Meilleur livre d’affaires de l’année — Financial Times L’un des 5 livres d’affaires de l'année à lire absolument ! — Fortune ADAM GRANT, diplômé de Harvard en psychologie organisation- nelle, est le plus jeune professeur de la prestigieuse université Wharton. Il est notamment consultant auprès de Google, la NFL, IBM, Citigroup, Merck, le World Economic Forum, les Nations : Dorian Danielsen Unies et l'armée américaine. ISBN 978-2-89472-736-2 Illustration de la couverture Triomphe_Final-2.indd 2-3 14-01-15 09:05 Les Éditions Transcontinental TC Média Livres Inc. 5800, rue Saint-Denis, bureau 900 Montréal (Québec) H2S 3L5 Téléphone : 514 273-1066 ou 1 800 565-5531 www.tcmedialivres.com Pour connaître nos autres titres, consultez www.tcmedialivres.com. Pour bénéficier de nos tarifs spéciaux s’appliquant aux bibliothèques d’entreprise ou aux achats en gros, informez-vous au 1 855 861-2782 (faites le 2). Catalogage avant publication de Bibliothèque et Archives nationales du Québec et Bibliothèque et Archives Canada Grant, Adam M. [Give and take. Français] Le triomphe des généreux : comment l’altruisme peut conduire au succès Traduction de : Give and take. Comprend des références bibliographiques. ISBN 978-2-89472-736-2 1. Succès - Aspect psychologique. 2. Succès dans les affaires - Aspect psychologique. 3. Relations humaines - Aspect psychologique. 4. Réseaux sociaux - Aspect psychologique. I. Titre. II. Titre : Give and take. Français. BF637.S8G7214 2014 158.1 C2013-942623-X Titre original : Give and Take. Publié en français pour le marché de l’Amérique du Nord avec l’autorisation de Viking, U.S.A. Tous droits réservés. © Adam Grant, 2013 Correction : Catherine Calabretta Mise en pages : Diane Marquette Conception graphique de la couverture : Dorian Danielsen Impression : Marquis Imprimeur – Division Gagné Imprimé au Canada © Les Éditions Transcontinental, une marque de commerce de TC Média Livres Inc., 2014, pour la version française publiée en Amérique du Nord Dépôt légal – Bibliothèque et Archives nationales du Québec, 1er trimestre 2014 Bibliothèque et Archives Canada TOUS DROITS RÉSERVÉS Toute reproduction du présent ouvrage, en totalité ou en partie, par tous les moyens présentement connus ou à être découverts, est interdite sans l’autorisation préalable de TC Média Livres Inc. Toute utilisation non expressément autorisée constitue une contrefaçon pouvant donner lieu à une poursuite en justice contre l’individu ou l’établissement qui effectue la reproduction non autorisée. quuuuuuuuuuuuuuuuuCCCCCCuuuuuuuuuuuuuuuuuur Les Éditions Transcontinental remercient le gouvernement du Québec – Programme de crédit d’impôt pour l’édition de livres – Gestion SODEC. Nous reconnaissons l’aide financière du gouvernement du Canada par l’entremise du Fonds du livre du Canada pour nos activités d’édition. Nous remercions également la SODEC de son appui financier (programmes Aide à l’édition et Aide à la promotion). ADAM GRANT Traduit de l’anglais (américain) par Danielle Charron En mémoire de mon ami Jeff Zaslow qui, tout au long de sa vie, a incarné les principes présentés dans ce livre. PRÉFACE de L. Jacques Ménard Je suis né au Saguenay–Lac-Saint-Jean à une époque où c’était presque le bout du monde et où l’entraide était la seule façon de vivre. Je vis mainte- nant à Montréal depuis de nombreuses années, mais je suis toujours resté imprégné par cette notion : nous vivons en communauté. Ce n’est pas une vue de l’esprit ; c’est une réalité. C’est la conscience que le mieux-être des autres est une composante de mon propre bien-être. En cela, l’engagement social et communautaire m’est toujours apparu comme allant de soi. À mesure que mon rayonnement grandissait, grâce à ma carrière profession- nelle, j’ai voulu que mon engagement communautaire grandisse aussi. Depuis le début de ma carrière, j’ai toujours consacré environ 20 % de mon temps à des causes sociétales, telles qu’Oxfam-Québec, Centraide, le mouvement des chambres de commerce, la lutte au décrochage scolaire et la recherche de solutions pour relever les défis économiques et sociaux de notre métropole. J’ai aussi fait beaucoup de bénévolat dans les organismes de ma propre industrie. Si, pour moi, comme pour bien d’autres, réussite et partage sont indisso- ciables, il n’en est pas ainsi pour tout le monde. Malheureusement, nos sociétés sont rongées par l’égoïsme, l’individualisme et la cupidité. Certains deviennent des prédateurs qui s’emparent du bien des autres, quand ce n’est pas carrément du bien public. Pour d’autres, réussir est un acte de vanité qui n’a d’autre objet que le gonflement de leur prestige personnel. LE TRIOMPHE DES GÉNÉREUX Dans cet ouvrage fascinant, Adam Grant, jeune professeur en psychologie de la Wharton School de l’Université de Pennsylvanie, nous entraîne dans les méandres de la réussite pour nous aider à mieux reconnaître ceux dont on devrait rechercher la compagnie… ou mieux repérer ceux dont on devrait se méfier. Voilà donc un ouvrage éclairant, étonnant et utile. L’auteur parvient à classer les ambitieux selon trois types. Je les reconnais bien. Vous les reconnaîtrez aussi. Car vous les avez sans doute déjà rencon- trés ou peut-être avez-vous déjà été l’un de ces types, ou bien peut-être les avez-vous tous incarnés selon les circonstances ? Vous verrez ainsi évoluer le « donneur », le « preneur » et « l’échangeur ». La seule évocation de ces mots permet déjà d’imaginer des motivations fort différentes pour entrer en relation avec autrui, que ce soit sur le plan personnel, professionnel ou social. Comme parent, ami, compagnon de travail, citoyen ou leader, la lecture de ce livre vous sera des plus profitables. Comment se fait-il que certaines personnes réussissent mieux que d’autres à développer leurs talents ? Pourquoi des individus également doués sur papier n’atteignent pas des résultats comparables ? Quel est le secret des meilleurs vendeurs ou négociateurs ? Pourquoi une personne me donne des ailes, alors qu’une autre m’éteint ? Vous trouverez les réponses à ces questions fascinantes dans ces pages. S’appuyant sur des expériences récentes, des faits d’actualité, des anec- dotes tirées des milieux des affaires, du sport, du show-business, ainsi que sur des recherches scientifiques, l’auteur nous fait mieux comprendre la nature humaine dans toute sa complexité. Et si ce livre permet de mieux voir les autres, il permet aussi de mieux se voir soi-même et de mieux com- prendre ses propres comportements, ses propres réactions. PRÉFACE Ainsi, pour le donneur, l’échangeur et le preneur, la poursuite de la réussite prend des dimensions et des tournants différents, voire contradictoires. Pour le donneur, la réussite n’est pas un jeu à somme nulle. Il donne sans détour, sans compter, sans arrière-pensée. Sa réussite se définit par celle des autres. C’est un mentor dans l’âme, le coach d’exception, celui qui remporte les championnats. Pour lui, charité bien ordonnée... commence par les autres ! Mais il en profite aussi, car la réussite des autres rejaillit sur lui. Pour le preneur, la situation se présente différemment : pour lui, la réussite est un jeu à somme nulle, car si l’un gagne, c’est que l’autre perd. Son gain équivaut souvent à la perte des autres, ceux avec qui il est entré en relation, motivé par ce qu’ils pouvaient lui apporter. On ne qualifiera jamais ce type d’altruiste, vous le devinez bien ! Mais il pourrait être le redoutable négo- ciateur que vous recherchez, ou encore ce manipulateur dont vous devez vous méfier. Quant aux échangeurs, la vie est pour eux une transaction perpétuelle ; ils vont tantôt donner de bon cœur, dans l’espoir parfois inavoué de reprendre un peu plus le moment venu et bâtir ainsi une réussite « négociée ». Ils cherchent l’équilibre dans une manière de donnant, donnant. Ils affec- tionnent les services, les faveurs et les retours d’ascenseur. Qui ne s’est jamais trouvé dans cette catégorie ? En plus de nous faire découvrir ces trois profils, l’auteur nous amène au cœur de leurs réseaux, car avec des conceptions si différentes de la réussite, on ne s’entoure pas des mêmes personnes. Ainsi, le taux de réussite de ces trois types de personnalités varie beaucoup selon le contexte et l’impact, positif ou négatif, qu’exerceront les personnes dont ils se sont entourés. On retrouvera des valeurs humaines qui font grandir : la patience, la gen- tillesse, la bonté, l’humilité, la gratitude, le respect, la courtoisie, l’empa- thie, la générosité, la persévérance, le courage... On trouvera aussi des valeurs contraires : l’égocentrisme, l’hypocrisie, la vanité, l’ingratitude, l’égoïsme, la méfiance, la paranoïa, le cynisme, la jalousie, et j’en passe.
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