Are you a giver or a taker? | Adam Grant

3,862,713 views ใƒป 2017-01-24

TED


์•„๋ž˜ ์˜๋ฌธ์ž๋ง‰์„ ๋”๋ธ”ํด๋ฆญํ•˜์‹œ๋ฉด ์˜์ƒ์ด ์žฌ์ƒ๋ฉ๋‹ˆ๋‹ค.

00:00
Translator: Leslie Gauthier Reviewer: Camille Martรญnez
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๋ฒˆ์—ญ: Sophie KIM ๊ฒ€ํ† : Jihyeon J. Kim
00:12
I want you to look around the room for a minute
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์ž ๊น ์ฃผ๋ณ€์„ ๋‘˜๋Ÿฌ ๋ณผ๊นŒ์š”?
์—ฌ๊ธฐ์„œ ๊ฐ€์žฅ ๊ณผ๋Œ€๋ง์ƒ์ ์ธ ๋ถ„์„ ์ฐพ์•„๋ณด์„ธ์š”.
00:15
and try to find the most paranoid person here --
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00:17
(Laughter)
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(์›ƒ์Œ)
00:18
And then I want you to point at that person for me.
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์ œ๊ฐ€ ์•Œ ์ˆ˜ ์žˆ๊ฒŒ ๊ทธ ์‚ฌ๋žŒ์„ ๊ฐ€๋ฆฌ์ผœ ์ฃผ์„ธ์š”.
00:21
(Laughter)
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(์›ƒ์Œ)
00:22
OK, don't actually do it.
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์ง„์งœ๋กœ ํ•˜์ง„ ๋ง๊ณ ์š”.
00:23
(Laughter)
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(์›ƒ์Œ)
์กฐ์ง ์‹ฌ๋ฆฌํ•™์ž์ธ ์ €๋Š”
00:25
But, as an organizational psychologist,
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00:26
I spend a lot of time in workplaces,
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์—ฌ๊ธฐ์ €๊ธฐ ์ผํ„ฐ์—์„œ ๋งŽ์€ ์‹œ๊ฐ„์„ ๋ณด๋‚ด๋ฉฐ
00:28
and I find paranoia everywhere.
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์–ด๋”œ ๊ฐ€๋“  ๊ณผ๋Œ€๋ง์ƒ์„ ๋ชฉ๊ฒฉํ•ฉ๋‹ˆ๋‹ค.
00:31
Paranoia is caused by people that I call "takers."
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์ œ๊ฐ€ '๋ฐ›๋Š” ์‚ฌ๋žŒ(taker)'์ด๋ผ๊ณ  ํ•˜๋Š” ์‚ฌ๋žŒ๋“ค์ด ํŽธ์ง‘์ฆ์˜ ์›์ธ์ด์ฃ .
00:33
Takers are self-serving in their interactions.
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๊ด€๊ณ„์—์„œ ์ž๊ธฐ ์ด์ต๋งŒ์„ ์ฑ™๊ธฐ๋Š” ์‚ฌ๋žŒ์ž…๋‹ˆ๋‹ค.
๋‚  ์œ„ํ•ด ํ•ด ์ฃผ๋Š” ๊ฒƒ์— ์˜จ ๊ด€์‹ฌ์ด ๊ฐ€ ์žˆ์ฃ .
00:36
It's all about what can you do for me.
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00:38
The opposite is a giver.
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๋ฐ˜๋Œ€๋Š” '์ฃผ๋Š” ์‚ฌ๋žŒ(giver)'์˜ˆ์š”.
00:40
It's somebody who approaches most interactions by asking,
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๋ณดํ†ต ์ด๋ ‡๊ฒŒ ๋ฌผ์œผ๋ฉฐ ๊ด€๊ณ„๋ฅผ ์‹œ์ž‘ํ•˜์ฃ .
"์ œ๊ฐ€ ๋ฌด์—‡์„ ๋„์™€๋“œ๋ฆด๊นŒ์š”?"
00:43
"What can I do for you?"
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์—ฌ๋Ÿฌ๋ถ„์ด ์–ด๋–ค ์Šคํƒ€์ผ์ธ์ง€ ์ƒ๊ฐํ•  ๊ธฐํšŒ๋ฅผ ์ฃผ๊ณ  ์‹ถ์—ˆ์–ด์š”.
00:45
I wanted to give you a chance to think about your own style.
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์šฐ๋ฆฌ ๋ชจ๋‘ ์ค„ ๋•Œ๋„ ๋ฐ›์„ ๋•Œ๋„ ์žˆ์ฃ .
00:48
We all have moments of giving and taking.
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์Šคํƒ€์ผ์€ ํ‰์†Œ ์—ฌ๋Ÿฌ๋ถ„์ด ์—ฌ๋Ÿฌ ์‚ฌ๋žŒ์„ ๋Œ€ํ•˜๋Š” ๋ฐฉ์‹์ด์—์š”.
00:50
Your style is how you treat most of the people most of the time,
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์—ฌ๋Ÿฌ๋ถ„์˜ ๊ธฐ๋ณธ ์ƒํƒœ์ด์ฃ .
00:53
your default.
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๊ฐ„๋‹จํžˆ ํ…Œ์ŠคํŠธ ํ•ด ๋ณผ๊ฒŒ์š”.
00:54
I have a short test you can take
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00:55
to figure out if you're more of a giver or a taker,
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์—ฌ๋Ÿฌ๋ถ„์ด ์ฃผ๋Š” ์‚ฌ๋žŒ ํ˜น์€ ๋ฐ›๋Š” ์‚ฌ๋žŒ์— ๊ฐ€๊นŒ์šด์ง€ ์•Œ ์ˆ˜ ์žˆ์ฃ .
์ง€๊ธˆ ๋ฐ”๋กœ ํ•ด ๋ณด์‹œ์ฃ .
00:58
and you can take it right now.
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00:59
[The Narcissist Test]
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[์ž์•„๋„์ทจ ๊ฒ€์‚ฌ]
01:01
[Step 1: Take a moment to think about yourself.]
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[1๋‹จ๊ณ„: ์Šค์Šค๋กœ์— ๋Œ€ํ•ด ์ƒ๊ฐํ•ด ๋ณด๊ธฐ]
01:03
(Laughter)
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(์›ƒ์Œ)
01:04
[Step 2: If you made it to Step 2, you are not a narcissist.]
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[2๋‹จ๊ณ„: 2๋‹จ๊ณ„๊นŒ์ง€ ์™”๋‹ค๋ฉด ๋‹น์‹ ์€ ์ž์•„๋„์ทจ๊ฐ€ ์•„๋‹™๋‹ˆ๋‹ค]
01:07
(Laughter)
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(์›ƒ์Œ)
์˜ค๋Š˜ ๋งํ•  ๊ฒƒ ์ค‘์—์„œ ์œ ์ผํ•˜๊ฒŒ ๋’ท๋ฐ›์นจํ•  ๋ฐ์ดํ„ฐ๊ฐ€ ์—†๋Š” ์ž๋ฃŒ์˜ˆ์š”.
01:10
This is the only thing I will say today that has no data behind it,
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01:13
but I am convinced the longer it takes for you to laugh at this cartoon,
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์ด ๋งŒํ™”๋ฅผ ๋ณด๊ณ  ์›ƒ์„ ๋•Œ๊นŒ์ง€ ์‹œ๊ฐ„์ด ์˜ค๋ž˜ ๊ฑธ๋ฆด์ˆ˜๋ก
01:17
the more worried we should be that you're a taker.
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๋ณธ์ธ์ด ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด ์•„๋‹Œ๊ฐ€ ํ•˜๊ณ  ๊ฑฑ์ •ํ•˜์…”์•ผ ํ•  ๊ฒ๋‹ˆ๋‹ค.
01:19
(Laughter)
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(์›ƒ์Œ)
01:20
Of course, not all takers are narcissists.
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๋ฌผ๋ก  ๋ฐ›๋Š” ์‚ฌ๋žŒ ๋ชจ๋‘๊ฐ€ ์ž์•„๋„์ทจ์ž๋Š” ์•„๋‹™๋‹ˆ๋‹ค.
01:22
Some are just givers who got burned one too many times.
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์ฃผ๋Š” ์‚ฌ๋žŒ ์ค‘์—๋Š” ์ˆ˜ ์—†์ด ์ƒ์ฒ˜๋ฐ›์€ ์‚ฌ๋žŒ๋„ ์žˆ์„ ๊ฑฐ์˜ˆ์š”.
01:25
Then there's another kind of taker that we won't be addressing today,
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์˜ค๋Š˜ ์–ธ๊ธ‰์€ ์•ˆ ํ•˜๊ฒ ์ง€๋งŒ ๋‹ค๋ฅธ ํƒ€์ž…์˜ ๋ฐ›๋Š” ์‚ฌ๋žŒ๋„ ์žˆ์Šต๋‹ˆ๋‹ค.
01:29
and that's called a psychopath.
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๋ณดํ†ต ์‚ฌ์ด์ฝ”ํŒจ์Šค๋ผ๊ณ  ํ•˜์ฃ .
(์›ƒ์Œ)
01:31
(Laughter)
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01:32
I was curious, though, about how common these extremes are,
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์ด ๊ทน๋‹จ์ ์ธ ๋‘ ๋ถ€๋ฅ˜๊ฐ€ ์–ผ๋งˆ๋‚˜ ๋ณดํŽธ์ ์ธ์ง€ ๊ถ๊ธˆํ–ˆ์Šต๋‹ˆ๋‹ค.
01:35
and so I surveyed over 30,000 people across industries
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๊ทธ๋ž˜์„œ ์‚ฐ์—… ์ „๋ฐ˜์— ๊ฑธ์ณ ๋‹ค์–‘ํ•œ ๋ฌธํ™”๊ถŒ์—์„œ
3๋งŒ์—ฌ ๋ช…์„ ์กฐ์‚ฌํ–ˆ์Šต๋‹ˆ๋‹ค.
01:38
around the world's cultures.
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01:39
And I found that most people are right in the middle
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๊ทธ๋žฌ๋”๋‹ˆ ๋Œ€๋ถ€๋ถ„์˜ ์‚ฌ๋žŒ๋“ค์ด ์ค‘๊ฐ„์— ๊ฑธ์ณ์žˆ๋”๊ตฐ์š”.
์ฃผ๊ณ  ๋ฐ›๋Š” ๊ฒƒ์˜ ์ค‘๊ฐ„์—์š”.
01:42
between giving and taking.
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01:43
They choose this third style called "matching."
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'๋งž์ถค'์ด๋ผ๊ณ  ๋ถ€๋ฅด๋Š” ์„ธ ๋ฒˆ์งธ ์Šคํƒ€์ผ์„ ์„ ํƒํ•˜์ฃ .
'๋งž์ถ”๋Š” ์ž'๋Š” ์ฃผ๊ณ  ๋ฐ›์Œ์˜ ๊ท ํ˜•์„ ๋งž์ถ”๋ ค๊ณ  ํ•ฉ๋‹ˆ๋‹ค.
01:46
If you're a matcher, you try to keep an even balance of give and take:
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01:49
quid pro quo -- I'll do something for you if you do something for me.
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"๋‹น์‹ ์ด ๋‚ด๊ฒŒ ๋ฌด์—‡์„ ํ•ด ์ค€๋‹ค๋ฉด ๋‚˜๋„ ๋ฌด์—‡์ธ๊ฐ€๋ฅผ ํ•ด ์ฃผ๊ฒ ๋‹ค."
01:52
And that seems like a safe way to live your life.
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์•ˆ์ „ํ•˜๊ฒŒ ์‚ฌ๋Š” ๋ฐฉ์‹์œผ๋กœ ๋ณด์ž…๋‹ˆ๋‹ค.
ํ•˜์ง€๋งŒ ๊ฐ€์žฅ ํšจ๊ณผ์ ์ด๊ณ  ์ƒ์‚ฐ์ ์ธ ์‚ถ์˜ ๋ฐฉ์‹์ผ๊นŒ์š”?
01:55
But is it the most effective and productive way to live your life?
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01:58
The answer to that question is a very definitive ...
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์ด ์งˆ๋ฌธ์— ๋Œ€ํ•œ ๋Œ€๋‹ต์€ ๋งค์šฐ ๋ช…ํ™•ํ•ฉ๋‹ˆ๋‹ค.
02:00
maybe.
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์•„๋งˆ๋„์š”.
(์›ƒ์Œ)
02:02
(Laughter)
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02:03
I studied dozens of organizations,
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์ €๋Š” ์ˆ˜๋งŽ์€ ๊ธฐ์—…๋“ค๊ณผ ์‚ฌ๋žŒ๋“ค์„ ์—ฐ๊ตฌํ–ˆ์Šต๋‹ˆ๋‹ค.
02:05
thousands of people.
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02:06
I had engineers measuring their productivity.
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๊ทธ ์ค‘์—๋Š” ์ƒ์‚ฐ์„ฑ์„ ์ธก์ •ํ•˜๋Š” ์—”์ง€๋‹ˆ์–ด๋“ค๋„ ์žˆ์—ˆ์Šต๋‹ˆ๋‹ค.
02:10
(Laughter)
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(์›ƒ์Œ)
02:12
I looked at medical students' grades --
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์˜๊ณผ ๋Œ€ํ•™์ƒ๋“ค์˜ ์„ฑ์ ๋„ ์‚ดํŽด ๋ดค๊ณ ์š”.
02:15
even salespeople's revenue.
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์˜์—… ์‚ฌ์›๋“ค์˜ ์ˆ˜์ต๋„ ์‚ดํŽด ๋ดค์Šต๋‹ˆ๋‹ค.
02:17
(Laughter)
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(์›ƒ์Œ)
์˜ˆ์ƒ๊ณผ ๋‹ฌ๋ฆฌ
02:19
And, unexpectedly,
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02:20
the worst performers in each of these jobs were the givers.
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๊ฐ ์ง์ข…์—์„œ ์„ฑ๊ณผ๊ฐ€ ๊ฐ€์žฅ ์•ˆ ์ข‹์€ ์‚ฌ๋žŒ์€ ๋ชจ๋‘ ์ฃผ๋Š” ์‚ฌ๋žŒ์ด์—ˆ์Šต๋‹ˆ๋‹ค.
02:24
The engineers who got the least work done
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๊ฐ€์žฅ ์ผ์„ ์ ๊ฒŒ ํ•ด๋‚ธ ์—”์ง€๋‹ˆ์–ด๋“ค์€
02:26
were the ones who did more favors than they got back.
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๋ฐ›์€ ๊ฒƒ ์ด์ƒ์œผ๋กœ ์„ ์˜๋ฅผ ๋ฒ ํ‘ผ ์‚ฌ๋žŒ๋“ค์ด์—ˆ์–ด์š”.
02:29
They were so busy doing other people's jobs,
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๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์„ ๋„์™€์ฃผ๋Š๋ผ ๋„ˆ๋ฌด ๋ฐ”๋น ์„œ
02:31
they literally ran out of time and energy to get their own work completed.
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์ •์ž‘ ์ž๊ธฐ ์ผ์„ ํ•  ์‹œ๊ฐ„๊ณผ ์—๋„ˆ์ง€๊ฐ€ ๋ชจ์ž๋ž๋˜ ๊ฑฐ์ฃ .
์˜๋Œ€์—์„œ ์„ฑ์ ์ด ์ œ์ผ ๋‚ฎ์€ ํ•™์ƒ์€
02:35
In medical school, the lowest grades belong to the students
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02:37
who agree most strongly with statements like,
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๋‹ค์Œ ๋ง์— ์ ๊ทน์ ์œผ๋กœ ๋™์˜ํ–ˆ์Šต๋‹ˆ๋‹ค.
"์‚ฌ๋žŒ๋“ค์„ ๋„์™€์ฃผ๋Š” ๊ฒŒ ๋„ˆ๋ฌด ์ข‹์•„์š”."
02:40
"I love helping others,"
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์—ฌ๋Ÿฌ๋ถ„์ด ์‹ ๋ขฐํ•ด์•ผ ํ•˜๋Š” ์˜์‚ฌ๋Š”
02:43
which suggests the doctor you ought to trust
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02:45
is the one who came to med school with no desire to help anybody.
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๋ˆ„๊ตด ๋•๊ณ ์ž ํ•˜๋Š” ์˜์ง€๊ฐ€ ์ „ํ˜€ ์—†์ด ์˜๋Œ€์— ๊ฐ„ ์‚ฌ๋žŒ์ด๋ผ๋Š” ๋œป์ด ๋˜์ฃ .
02:48
(Laughter)
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(์›ƒ์Œ)
02:49
And then in sales, too, the lowest revenue accrued
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์˜์—…์—์„œ๋„ ๊ทธ๋žฌ์–ด์š”. ๊ฐ€์žฅ ์นœ์ ˆํ•œ ์˜์—… ์‚ฌ์›์€
02:51
in the most generous salespeople.
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์ˆ˜์ต์ด ๊ฐ€์žฅ ์ €์กฐํ–ˆ์Šต๋‹ˆ๋‹ค.
02:53
I actually reached out to one of those salespeople
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์ œ๊ฐ€ ๊ทธ ์˜์—… ์‚ฌ์›์—๊ฒŒ ์—ฐ๋ฝํ•ด ๋ดค์–ด์š”.
'์ฃผ๋Š” ์‚ฌ๋žŒ' ์ ์ˆ˜๊ฐ€ ์•„์ฃผ ๋†’์•˜์ฃ .
02:56
who had a very high giver score.
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02:57
And I asked him, "Why do you suck at your job --"
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์ œ๊ฐ€ ๋ฌผ์—ˆ์–ด์š”. "์•„๋‹ˆ, ์™œ ์ผ์„ ๊ฐœํŒ์œผ๋กœ..."
03:00
I didn't ask it that way, but --
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์ง„์งœ ๊ทธ๋ ‡๊ฒŒ ๋ฌป์ง„ ์•Š์•˜์–ด์š”.
03:01
(Laughter)
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(์›ƒ์Œ)
03:02
"What's the cost of generosity in sales?"
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"์˜์—…์—์„œ ๊ด€๋Œ€ํ•จ์˜ ๋Œ“๊ฐ€๋Š” ๋ญ”๊ฐ€์š”?"
03:05
And he said, "Well, I just care so deeply about my customers
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์ด๋ ‡๊ฒŒ ๋Œ€๋‹ตํ•˜๋”๊ตฐ์š”. "์†๋‹˜๋“ค์„ ์•„์ฃผ ๊นŠ์ด ์ƒ๊ฐํ•˜๋‹ค ๋ณด๋‹ˆ
03:08
that I would never sell them one of our crappy products."
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๋„์ €ํžˆ ์ด ํ˜•ํŽธ์—†๋Š” ๋ฌผ๊ฑด๋“ค์„ ํŒ” ์ˆ˜๊ฐ€ ์—†๋”๋ผ๊ณ ์š”."
03:11
(Laughter)
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(์›ƒ์Œ)
03:12
So just out of curiosity,
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๊ทธ๋ƒฅ ๊ถ๊ธˆํ•œ๋ฐ์š”.
๋ณธ์ธ ์ •์ฒด์„ฑ์ด ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด๋‚˜ ๋งž์ถ”๋Š” ์‚ฌ๋žŒ๋ณด๋‹ค ์ฃผ๋Š” ์‚ฌ๋žŒ์— ๊ฐ€๊น๋‹ค๊ณ  ์ƒ๊ฐํ•˜๋Š” ๋ถ„?
03:14
how many of you self-identify more as givers than takers or matchers?
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03:17
Raise your hands.
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์† ๋“ค์–ด ๋ณด์„ธ์š”.
03:18
OK, it would have been more before we talked about these data.
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์ด ๋ฐ์ดํ„ฐ๋ฅผ ์–˜๊ธฐํ•˜๊ธฐ ์ „์—๋Š” ์ด๋ณด๋‹ค ๋” ๋งŽ์•˜๊ฒ ์ฃ .
03:22
But actually, it turns out there's a twist here,
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ํ•˜์ง€๋งŒ ์‹ค์ œ๋กœ๋Š” ์—ฌ๊ธฐ์„œ ๋ฐ˜์ „์ด ์žˆ์Šต๋‹ˆ๋‹ค.
์ฃผ๋Š” ์‚ฌ๋žŒ์€ ๋ณดํ†ต ์ž์‹ ์„ ํฌ์ƒํ•จ์œผ๋กœ
03:26
because givers are often sacrificing themselves,
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03:29
but they make their organizations better.
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๊ทธ๋“ค์ด ์†ํ•œ ์กฐ์ง์„ ํ–ฅ์ƒ์‹œํ‚ต๋‹ˆ๋‹ค.
03:32
We have a huge body of evidence --
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์ฆ๊ฑฐ๋Š” ์—„์ฒญ๋‚˜๊ฒŒ ๋งŽ์Šต๋‹ˆ๋‹ค.
๋งŽ๊ณ  ๋งŽ์€ ์—ฐ๊ตฌ ์ž‘์—…์—์„œ
03:35
many, many studies looking at the frequency of giving behavior
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ํŒ€์ด๋‚˜ ๊ธฐ์—… ๋‚ด์— ์กด์žฌํ•˜๋Š” ์ฃผ๋Š” ํ–‰๋™์˜ ๋นˆ๋„๋ฅผ ์กฐ์‚ฌํ–ˆ๋”๋‹ˆ
03:38
that exists in a team or an organization --
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์‚ฌ๋žŒ๋“ค์ด ๋” ์ž์ฃผ ๋•๊ฑฐ๋‚˜ ์ง€์‹์„ ๋‚˜๋ˆ ์ฃผ๊ฑฐ๋‚˜
03:41
and the more often people are helping and sharing their knowledge
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๋ฉ˜ํ† ๋ง์„ ์ œ๊ณตํ• ์ˆ˜๋ก
03:44
and providing mentoring,
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๊ทธ ๊ธฐ์—…์€ ๋ชจ๋“  ์ˆ˜์น˜์—์„œ ๋” ์ข‹์€ ๊ฒฐ๊ณผ๋ฅผ ๋ณด์˜€์Šต๋‹ˆ๋‹ค.
03:45
the better organizations do on every metric we can measure:
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์ด์œค, ๊ณ ๊ฐ ๋งŒ์กฑ๋„, ๊ณ ์šฉ ์œ ์ง€์œจ๋„ ๋” ๋†’์•˜์Šต๋‹ˆ๋‹ค.
03:48
higher profits, customer satisfaction, employee retention --
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03:50
even lower operating expenses.
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์šด์˜๋น„ ์ง€์ถœ ์กฐ์ฐจ ๋” ๋‚ฎ์•˜์Šต๋‹ˆ๋‹ค.
03:53
So givers spend a lot of time trying to help other people
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์ด๋ ‡๋“ฏ ์ฃผ๋Š” ์‚ฌ๋žŒ์€ ๋‹ค๋ฅธ ์‚ฌ๋žŒ์„ ๋•๊ณ  ํŒ€์„ ๊ฐœ์„ ํ•˜๋Š”๋ฐ
03:56
and improve the team,
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์‹œ๊ฐ„์„ ๋งŽ์ด ์”๋‹ˆ๋‹ค.
03:57
and then, unfortunately, they suffer along the way.
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๋ถˆํ–‰ํ•˜๊ฒŒ๋„ ๊ทธ ๊ณผ์ •์—์„œ ๊ณ ํ†ต๋ฐ›์ง€๋งŒ์š”.
์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์„ฑ๊ณตํ•˜๋Š” ๋ฌธํ™”๋ฅผ ๋งŒ๋“œ๋ ค๋ฉด
04:00
I want to talk about what it takes
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04:01
to build cultures where givers actually get to succeed.
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๋ฌด์—‡์ด ํ•„์š”ํ•œ์ง€ ์–˜๊ธฐํ•ด ๋ณด๊ฒ ์Šต๋‹ˆ๋‹ค.
04:05
So I wondered, then, if givers are the worst performers,
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์ €๋Š” ๊ถ๊ธˆํ–ˆ์–ด์š”. ์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์ตœ์•…์˜ ์ง์›์ด๋ผ๋ฉด
04:08
who are the best performers?
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์ตœ๊ณ ์˜ ์ง์›์€ ๋ˆ„๊ตฐ๊ฐ€์š”?
04:11
Let me start with the good news: it's not the takers.
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์ข‹์€ ์†Œ์‹์„ ๋จผ์ € ๋งํ•˜์ž๋ฉด ๋ถ„๋ช… ๋ฐ›๋Š” ์‚ฌ๋žŒ์€ ์•„๋‹™๋‹ˆ๋‹ค.
๋ฐ›๋Š” ์‚ฌ๋žŒ์€ ๋Œ€๋ถ€๋ถ„ ์ง์ข…์—์„œ ์„ฑ๊ณต์€ ๋นจ๋ผ๋„ ๋นจ๋ฆฌ ๋งํ•˜๋Š” ๊ฒฝํ–ฅ์ด ์žˆ์Šต๋‹ˆ๋‹ค.
04:14
Takers tend to rise quickly but also fall quickly in most jobs.
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04:17
And they fall at the hands of matchers.
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๋ฐ”๋กœ '๋งž์ถ”๋Š” ์‚ฌ๋žŒ'์˜ ์†์— ์“ฐ๋Ÿฌ์ง‘๋‹ˆ๋‹ค.
04:19
If you're a matcher, you believe in "An eye for an eye" -- a just world.
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์—ฌ๋Ÿฌ๋ถ„์ด ๋งž์ถ”๋Š” ์‚ฌ๋žŒ์ด๋ผ๋ฉด '๋ˆˆ์—๋Š” ๋ˆˆ'์„ ๋ฏฟ์œผ์‹œ๊ฒ ์ฃ .
04:23
And so when you meet a taker,
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๊ทธ๋ž˜์„œ ๋ฐ›๋Š” ์‚ฌ๋žŒ์„ ๋งŒ๋‚˜๋ฉด
04:24
you feel like it's your mission in life
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๋งˆ์น˜ ์‚ถ์˜ ๋ฏธ์…˜์„ ๋งŒ๋‚œ ๊ฒƒ์ฒ˜๋Ÿผ
04:26
to just punish the hell out of that person.
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๊ทธ ์‚ฌ๋žŒ์„ ์—„์ฒญ๋‚˜๊ฒŒ ๋ฒŒ ์ฃผ๊ณ  ์‹ถ์ฃ .
04:28
(Laughter)
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(์›ƒ์Œ)
04:29
And that way justice gets served.
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๊ทธ๋ ‡๊ฒŒ ์ •์˜๊ฐ€ ์‹คํ˜„๋˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
๋Œ€๋ถ€๋ถ„์˜ ์‚ฌ๋žŒ์€ ๋งž์ถ”๋Š” ์‚ฌ๋žŒ์ž…๋‹ˆ๋‹ค.
04:32
Well, most people are matchers.
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์ฆ‰, ์—ฌ๋Ÿฌ๋ถ„์ด ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด๋ผ ํ•˜๋”๋ผ๋„
04:34
And that means if you're a taker,
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04:35
it tends to catch up with you eventually;
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๊ฒฐ๊ตญ ๋ฐœ๋ชฉ ์žกํžˆ๊ธฐ ๋งˆ๋ จ์ด์ฃ .
04:37
what goes around will come around.
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๋Œ๊ณ  ๋„๋Š” ๊ฒ๋‹ˆ๋‹ค.
04:39
And so the logical conclusion is:
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๊ทธ๋ ‡๊ฒŒ ํ•ด์„œ ๋…ผ๋ฆฌ์  ๊ฒฐ๋ก ์œผ๋กœ๋Š”
๋งž์ถ”๋Š” ์‚ฌ๋žŒ์ด ์ตœ๊ณ ์˜ ์ง์›์ด ๋˜์–ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
04:41
it must be the matchers who are the best performers.
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04:43
But they're not.
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ํ•˜์ง€๋งŒ ์•„๋‹™๋‹ˆ๋‹ค.
04:45
In every job, in every organization I've ever studied,
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์ œ๊ฐ€ ์—ฐ๊ตฌํ•œ ๋ชจ๋“  ๊ธฐ์—…๊ณผ ์ง์ข…์—์„œ
04:48
the best results belong to the givers again.
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์ตœ๊ณ ์˜ ์„ฑ๊ณผ๋ฅผ ๋‚ธ ๊ฑด ์ฃผ๋Š” ์‚ฌ๋žŒ์ด์—ˆ์Šต๋‹ˆ๋‹ค.
04:51
Take a look at some data I gathered from hundreds of salespeople,
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์˜์—… ์‚ฌ์› ์ˆ˜๋ฐฑ ๋ช…์—๊ฒŒ์„œ ๋ชจ์€ ๋ฐ์ดํ„ฐ๋ฅผ ํ•œ๋ฒˆ ๋ณด์‹œ์ฃ .
04:54
tracking their revenue.
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ํŒ๋งค ์ˆ˜์ต์„ ์ถ”์ ํ–ˆ์Šต๋‹ˆ๋‹ค.
๋ณด์‹œ๋Š” ๊ฒƒ์ฒ˜๋Ÿผ ์ฃผ๋Š” ์‚ฌ๋žŒ์˜ ์ˆ˜์ต์€ ์–‘ ๊ทน๋‹จ์ด์—์š”.
04:56
What you can see is that the givers go to both extremes.
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04:58
They make up the majority of people who bring in the lowest revenue,
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๋Œ€๋ถ€๋ถ„ ์ตœ์ € ์ˆ˜์ต์„ ๋‚ด์ง€๋งŒ
์—ญ์‹œ ์ตœ๊ณ  ์ˆ˜์ต๋„ ๋ƒ…๋‹ˆ๋‹ค.
05:01
but also the highest revenue.
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์—”์ง€๋‹ˆ์–ด๋“ค์˜ ์ƒ์‚ฐ์„ฑ๊ณผ ์˜๊ณผ ๋Œ€ํ•™์ƒ๋“ค์˜ ์„ฑ์ ์—๋„
05:03
The same patterns were true for engineers' productivity
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๋˜‘๊ฐ™์€ ์–‘์ƒ์ด ๋ณด์ž…๋‹ˆ๋‹ค.
05:06
and medical students' grades.
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์ฃผ๋Š” ์‚ฌ๋žŒ์€ ๋ฐ‘๋ฐ”๋‹ฅ๊ณผ ๊ผญ๋Œ€๊ธฐ์— ์ง€๋‚˜์น˜๊ฒŒ ๋งŽ์Šต๋‹ˆ๋‹ค.
05:07
Givers are overrepresented at the bottom and at the top
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์ œ๊ฐ€ ์ถ”์ ํ•œ ๋ชจ๋“  ์„ฑ๊ณต์ฒ™๋„์—์„œ๋„์š”.
05:10
of every success metric that I can track.
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05:12
Which raises the question:
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์ด๋Ÿฐ ๊ถ๊ธˆ์ฆ์ด ์ƒ๊ธฐ๋„ค์š”.
05:13
How do we create a world where more of these givers get to excel?
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์–ด๋–ป๊ฒŒ ํ•˜๋ฉด ์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์„ฑ๊ณตํ•˜๋Š” ์„ธ์ƒ์„ ๋งŒ๋“ค ์ˆ˜ ์žˆ์„๊นŒ์š”?
05:16
I want to talk about how to do that, not just in businesses,
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์–ด๋–ป๊ฒŒ ํ•ด์•ผ ํ• ์ง€ ์‚ดํŽด๋ณด๊ฒ ์Šต๋‹ˆ๋‹ค. ๊ธฐ์—…์ฒด ๋ฟ๋งŒ ์•„๋‹ˆ๋ผ
05:19
but also in nonprofits, schools --
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๋น„์˜๋ฆฌ ๋‹จ์ฒด์—์„œ, ํ•™๊ต์—์„œ...
05:21
even governments.
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์ •๋ถ€์—์„œ๋„์š”.
05:22
Are you ready?
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์ค€๋น„๋˜์…จ๋‚˜์š”?
05:24
(Cheers)
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(ํ™˜ํ˜ธ)
05:25
I was going to do it anyway, but I appreciate the enthusiasm.
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์–ด์จŒ๋“  ์•Œ์•„๋ณด๋ ค๊ณ  ํ–ˆ๋Š”๋ฐ ์—ด์„ฑ์„ ๋ณด์—ฌ์ฃผ์…”์„œ ๊ฐ์‚ฌํ•ฉ๋‹ˆ๋‹ค.
(์›ƒ์Œ)
05:28
(Laughter)
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์ฒซ ๋ฒˆ์งธ๊ฐ€ ๊ฐ€์žฅ ์ค‘์š”ํ•ฉ๋‹ˆ๋‹ค.
05:29
The first thing that's really critical
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05:31
is to recognize that givers are your most valuable people,
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์—ฌ๋Ÿฌ๋ถ„์—๊ฒŒ ๊ฐ€์žฅ ๊ฐ€์น˜์žˆ๋Š” ์‚ฌ๋žŒ์€ ์ฃผ๋Š” ์‚ฌ๋žŒ์ž…๋‹ˆ๋‹ค.
๊ทธ๋“ค์€ ์ฃผ์˜ํ•˜์ง€ ์•Š์œผ๋ฉด ํƒˆ์ง„ํ•  ์ˆ˜ ์žˆ์–ด์š”.
05:34
but if they're not careful, they burn out.
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05:36
So you have to protect the givers in your midst.
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๊ทธ๋ž˜์„œ ์ฃผ๋Š” ์‚ฌ๋žŒ์„ ์ง€์ผœ์ค˜์•ผ ํ•ฉ๋‹ˆ๋‹ค.
ํฌ์ถ˜์ง€์˜ ์ตœ๋Œ€ ์ธ๋งฅ์œผ๋กœ๋ถ€ํ„ฐ ์ด ๊ตํ›ˆ์„ ์–ป์—ˆ์Šต๋‹ˆ๋‹ค.
05:39
And I learned a great lesson about this from Fortune's best networker.
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05:44
It's the guy, not the cat.
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๊ณ ์–‘์ด ๋ง๊ณ  ์‚ฌ๋žŒ์ž…๋‹ˆ๋‹ค.
05:46
(Laughter)
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(์›ƒ์Œ)
05:47
His name is Adam Rifkin.
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๊ทธ์˜ ์ด๋ฆ„์€ ์•„๋‹ด ๋ฆฌํ”„ํ‚จ์ž…๋‹ˆ๋‹ค.
05:49
He's a very successful serial entrepreneur
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์—ฐ์†์œผ๋กœ ๋งค์šฐ ์„ฑ๊ณตํ•œ ์‚ฌ์—…๊ฐ€์ด๊ณ 
05:51
who spends a huge amount of his time helping other people.
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์‚ฌ๋žŒ์„ ๋•๋Š”๋ฐ ์—„์ฒญ ๋งŽ์€ ์‹œ๊ฐ„์„ ์”๋‹ˆ๋‹ค.
05:54
And his secret weapon is the five-minute favor.
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5๋ถ„ ์„ ์˜๊ฐ€ ๊ทธ์˜ ๋น„๋ฐ€ ๋ฌด๊ธฐ์ž…๋‹ˆ๋‹ค.
05:57
Adam said, "You don't have to be Mother Teresa or Gandhi
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์•„๋‹ด์€, "ํ…Œ๋ ˆ์‚ฌ ์ˆ˜๋…€๋‚˜ ๊ฐ„๋”” ๊ฐ™์€ ์‚ฌ๋žŒ์ด ๋  ํ•„์š”๋Š” ์—†์–ด์š”." ํ•ฉ๋‹ˆ๋‹ค.
05:59
to be a giver.
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๊ทธ๋ƒฅ ํƒ€์ธ์˜ ์‚ถ์— ํฐ ๊ฐ€์น˜๋ฅผ ๋ณดํƒค ์ˆ˜ ์žˆ๋Š”
06:01
You just have to find small ways to add large value
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06:03
to other people's lives."
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์ž‘์€ ๋ฐฉ๋ฒ•์„ ์ฐพ์œผ์„ธ์š”."
๊ทธ๊ฑด ๊ฐ„๋‹จํžˆ ๋งํ•ด์„œ ์„œ๋กœ ์•Œ๊ฒŒ ๋˜๋ฉด ์ด๋“์ด ๋˜๋Š”
06:05
That could be as simple as making an introduction
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06:07
between two people who could benefit from knowing each other.
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๋‘ ์‚ฌ๋žŒ์„ ์†Œ๊ฐœํ•˜๋Š” ๊ฒƒ๊ณผ ๊ฐ™์Šต๋‹ˆ๋‹ค.
์ง€์‹์„ ๋‚˜๋ˆ ์ค„ ์ˆ˜๋„ ์žˆ๊ณ  ํ”ผ๋“œ๋ฐฑ์„ ์กฐ๊ธˆ ์ค„ ์ˆ˜๋„ ์žˆ์ฃ .
06:10
It could be sharing your knowledge or giving a little bit of feedback.
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์•„์ฃผ ๊ธฐ์ดˆ์ ์ธ ์–ด๋–ค ๊ฒƒ์ผ ์ˆ˜๋„ ์žˆ์–ด์š”.
06:13
Or It might be even something as basic as saying,
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์ด๋ ‡๊ฒŒ์š”.
06:16
"You know,
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"๋ˆˆ์— ๋„์ง€ ์•Š๋Š” ๊ณณ์—์„œ ์ผํ•˜๋Š”
06:17
I'm going to try and figure out
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06:18
if I can recognize somebody whose work has gone unnoticed."
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๋ˆ„๊ตฐ๊ฐ€๋ฅผ ์•Œ์•„ ๋‚ด ๋ณด๋ ค๊ณ ์š”."
06:22
And those five-minute favors are really critical
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๊ทธ๋Ÿฐ 5๋ถ„ ์„ ์˜๋Š” ๋Œ€๋‹จํžˆ ์ค‘์š”ํ•ฉ๋‹ˆ๋‹ค.
06:24
to helping givers set boundaries and protect themselves.
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์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์˜์—ญ์„ ์น˜๊ณ  ์Šค์Šค๋กœ๋ฅผ ๋ณดํ˜ธํ•˜๊ฒŒ ํ•ด ์ฃผ์ฃ .
06:27
The second thing that matters
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๋‘ ๋ฒˆ์งธ๋กœ ์ค‘์š”ํ•œ ๊ฒƒ์€
06:29
if you want to build a culture where givers succeed,
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์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์„ฑ๊ณตํ•˜๋Š” ๋ฌธํ™”๋ฅผ ๋งŒ๋“ค๋ ค๊ณ  ํ•œ๋‹ค๋ฉด
06:31
is you actually need a culture where help-seeking is the norm;
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์‚ฌ๋žŒ๋“ค์ด ๋งŽ์ด ๋ฌป๋Š” ๊ฒƒ, ์ฆ‰ ๋„์›€์„ ์ฒญํ•˜๋Š” ๊ฒƒ์ด ์ผ๋ฐ˜์ ์ธ
06:34
where people ask a lot.
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๋ฌธํ™”๊ฐ€ ํ•„์š”ํ•ฉ๋‹ˆ๋‹ค.
06:36
This may hit a little too close to home for some of you.
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๋ช‡๋ช‡ ๋ถ„์€ ์•ฝ๊ฐ„ ์ •๊ณก์„ ์ฐ”๋ ธ์„ ์ˆ˜๋„ ์žˆ์„ ๊ฑฐ์˜ˆ์š”.
06:39
[So in all your relationships, you always have to be the giver?]
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[์ž, ๋ชจ๋“  ๊ด€๊ณ„์—์„œ ์ฃผ๋Š” ์‚ฌ๋žŒ์ด ๋˜์–ด์•ผ ํ• ๊นŒ์š”?]
06:42
(Laughter)
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(์›ƒ์Œ)
06:43
What you see with successful givers
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์„ฑ๊ณตํ•œ ์ฃผ๋Š” ์‚ฌ๋žŒ์„ ๋ณด๋ฉด
๋ฐ›๋Š” ์‚ฌ๋žŒ์ด ๋˜๋Š” ๊ฒƒ๋„ ๊ดœ์ฐฎ๋‹ค๋Š” ๊ฒƒ์„ ์•Œ๊ฒŒ ๋ผ์š”.
06:45
is they recognize that it's OK to be a receiver, too.
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06:48
If you run an organization, we can actually make this easier.
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๊ธฐ์—…์„ ์šด์˜ํ•œ๋‹ค๋ฉด ์ด๊ฑธ ๋” ์‰ฝ๊ฒŒ ํ’€ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
06:51
We can make it easier for people to ask for help.
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๋” ์‰ฝ๊ฒŒ ๋„์›€์„ ์ฒญํ•˜๊ฒŒ ํ•  ์ˆ˜ ์žˆ์ฃ .
06:53
A couple colleagues and I studied hospitals.
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๋™๋ฃŒ ๋‘ ๋ช…๊ณผ ๋ณ‘์›๋“ค์„ ์—ฐ๊ตฌํ•ด ๋ดค๋Š”๋ฐ์š”.
ํŠน์ • ์ธต์—์„œ๋Š” ๊ฐ„ํ˜ธ์‚ฌ๋“ค์ด ๋„์›€์„ ๋งŽ์ด ์ฒญํ•˜์ง€๋งŒ
06:56
We found that on certain floors, nurses did a lot of help-seeking,
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06:59
and on other floors, they did very little of it.
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๋‹ค๋ฅธ ์ธต์€ ๊ฑฐ์˜ ๊ทธ๋ ‡์ง€ ์•Š์Œ์„ ์•Œ๊ฒŒ ๋์Šต๋‹ˆ๋‹ค.
07:01
The factor that stood out on the floors where help-seeking was common,
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๋„์›€์„ ์ฒญํ•˜๋Š” ๊ฒƒ์ด ํ”ํ•œ ์ฆ‰, ์ผ๋ฐ˜์ ์ธ ๊ฒƒ์ด ๋œ ์ธต์—์„œ๋Š”
07:04
where it was the norm,
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๋‘๋“œ๋Ÿฌ์ง„ ์š”์†Œ๊ฐ€
๊ฐ„ํ˜ธ์‚ฌ๋ฅผ ๋•๋Š” ์ผ๋งŒ ํ•˜๋Š” ๊ฐ„ํ˜ธ์‚ฌ๊ฐ€
07:06
was there was just one nurse whose sole job it was
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07:08
to help other nurses on the unit.
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๋ณ‘๋™์— ํ•œ ๋ช… ์žˆ์—ˆ๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
07:10
When that role was available,
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๊ทธ ์—ญํ• ์ด ๊ฐ€๋Šฅํ•  ๋•Œ
07:11
nurses said, "It's not embarrassing, it's not vulnerable to ask for help --
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๊ฐ„ํ˜ธ์‚ฌ๋“ค์ด ๋งํ•ด์š”.
"๋ถ€๋„๋Ÿฝ์ง€ ์•Š์•„์š”. ๋„์›€์„ ์ฒญํ•˜๋Š” ๊ฒƒ์€ ์ž๋ฐœ์ ์ธ ๊ฒƒ์ด ์•„๋‹ˆ์—์š”. ๊ถŒ์žฅ๋œ ๊ฑฐ์ฃ ."
07:15
it's actually encouraged."
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07:18
Help-seeking isn't important just for protecting the success
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๋„์›€์„ ์ฒญํ•˜๋Š” ๊ฒƒ์ด ์ฃผ๋Š” ์‚ฌ๋žŒ์˜ ์„ฑ๊ณต๊ณผ ํ–‰๋ณต์„ ์ง€์ผœ๋‚ด๋Š”๋ฐ๋งŒ
์ค‘์š”ํ•œ ๊ฒƒ์ด ์•„๋‹™๋‹ˆ๋‹ค.
07:21
and the well-being of givers.
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07:22
It's also critical to getting more people to act like givers,
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๋” ๋งŽ์€ ์‚ฌ๋žŒ๋“ค์ด ์ฃผ๋Š” ์‚ฌ๋žŒ์ฒ˜๋Ÿผ ์‹คํ–‰ํ•˜๊ฒŒ ํ•ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
07:25
because the data say
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๋ฐ์ดํ„ฐ๋ฅผ ๋ณด๋ฉด
07:26
that somewhere between 75 and 90 percent of all giving in organizations
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๊ธฐ์—…๋“ค์—์„œ ์ฃผ๋Š” ์‚ฌ๋žŒ ์ „์ฒด์˜ 75~90%๊ฐ€
์š”์ฒญ์œผ๋กœ ์‹œ์ž‘ํ•ด์š”.
07:30
starts with a request.
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07:31
But a lot of people don't ask.
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ํ•˜์ง€๋งŒ ๋‹ค์ˆ˜๋Š” ๋ฌป์ง€ ์•Š์•„์š”.
07:33
They don't want to look incompetent,
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๋ฌด๋Šฅํ•ด ๋ณด์ด๊ณ  ์‹ถ์ง€ ์•Š์Šต๋‹ˆ๋‹ค.
07:35
they don't know where to turn, they don't want to burden others.
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์–ด๋–ป๊ฒŒ ํ• ์ง€ ๋ชจ๋ฆ…๋‹ˆ๋‹ค. ๋‹ค๋ฅธ ์‚ฌ๋žŒ์—๊ฒŒ ๋ถ€๋‹ด์ฃผ๊ณ  ์‹ถ์ง€ ์•Š์•„์š”.
07:38
Yet if nobody ever asks for help,
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์•„๋ฌด๋„ ๋„์›€์„ ์ฒญํ•˜์ง€ ์•Š์œผ๋ฉด
์—ฌ๋Ÿฌ๋ถ„์˜ ์กฐ์ง์—์„œ ๋‚˜์„œ์„œ ๊ธฐ์—ฌํ•˜๊ธธ ์ข‹์•„ํ•˜๋Š”
07:40
you have a lot of frustrated givers in your organization
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07:42
who would love to step up and contribute,
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์ฃผ๋Š” ์‚ฌ๋žŒ ๋‹ค์ˆ˜๊ฐ€ ํ˜ผ๋™์„ ๊ฒช์Šต๋‹ˆ๋‹ค.
07:44
if they only knew who could benefit and how.
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๋ˆ„๊ฐ€ ์–ด๋–ป๊ฒŒ ์ด๋“์„ ์ทจํ•˜๋Š”์ง€ ์•Œ๊ฒŒ ๋˜๋ฉด์š”.
07:47
But I think the most important thing,
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ํ•˜์ง€๋งŒ ์ œ ์ƒ๊ฐ์— ๊ฐ€์žฅ ์ค‘์š”ํ•œ ๊ฒƒ์€
07:49
if you want to build a culture of successful givers,
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์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์„ฑ๊ณตํ•˜๋Š” ๋ฌธํ™”๋ฅผ ๋งŒ๋“œ๋ ค๋ฉด
07:51
is to be thoughtful about who you let onto your team.
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์—ฌ๋Ÿฌ๋ถ„์˜ ํŒ€์— ๋ˆ„๊ตฌ๋ฅผ ๋“ค์ผ์ง€ ์‹ฌ์‚ฌ์ˆ™๊ณ ํ•ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
07:54
I figured, you want a culture of productive generosity,
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์ƒ์‚ฐ์ ์ธ ๊ด€๋Œ€ํ•จ์ด ์žˆ๋Š” ๋ฌธํ™”๋ฅผ ๋งŒ๋“ค๋ ค๋ฉด
07:57
you should hire a bunch of givers.
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์ฃผ๋Š” ์‚ฌ๋žŒ์„ ๋งŽ์ด ๊ณ ์šฉํ•ด์•ผ ํ•ฉ๋‹ˆ๋‹ค.
07:59
But I was surprised to discover, actually, that that was not right --
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์ข€ ๋†€๋ž์ง€๋งŒ ์‹ค์ œ๋กœ๋Š” ๊ทธ๊ฑด ๋ฐ”๋žŒ์งํ•˜์ง€ ์•Š์Šต๋‹ˆ๋‹ค.
08:03
that the negative impact of a taker on a culture
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์–ด๋–ค ๋ฌธํ™”์—์„œ ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด ๋ฏธ์น˜๋Š” ๋ถ€์ •์ ์ธ ์˜ํ–ฅ์€
08:06
is usually double to triple the positive impact of a giver.
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์ฃผ๋Š” ์‚ฌ๋žŒ์˜ ๊ธ์ •์ ์ธ ์˜ํ–ฅ์˜ ๋‘ ๋ฐฐ, ์„ธ ๋ฐฐ๊ฐ€ ๋ฉ๋‹ˆ๋‹ค.
08:09
Think about it this way:
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์ด๋ ‡๊ฒŒ ์ƒ๊ฐํ•ด ๋ณด์ฃ .
08:10
one bad apple can spoil a barrel,
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์ฉ์€ ์‚ฌ๊ณผ ํ•œ ๊ฐœ๊ฐ€ ํ•œ ํ†ต์„ ๋ง์น˜์ง€๋งŒ
08:12
but one good egg just does not make a dozen.
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์–‘์งˆ์˜ ๊ณ„๋ž€ ํ•˜๋‚˜๊ฐ€ ์–‘์งˆ์˜ ํ•œ ํŒ์„ ๋งŒ๋“ค์ง„ ์•Š์•„์š”.
08:15
I don't know what that means --
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๋ฌด์Šจ ๋ง์ธ์ง€ ๋ชจ๋ฅด๊ฒ ๋„ค์š”.
08:17
(Laughter)
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(์›ƒ์Œ)
08:18
But I hope you do.
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์—ฌ๋Ÿฌ๋ถ„์€ ์•„์‹œ์ฃ .
์•„๋‹ˆ์š”. ํŒ€์— ๋ฐ›๋Š” ์‚ฌ๋žŒ ํ•œ ๋ช…์„ ๋„ฃ์œผ๋ฉด
08:20
No -- let even one taker into a team,
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08:23
and you will see that the givers will stop helping.
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์ฃผ๋Š” ์‚ฌ๋žŒ๋“ค์ด ๋„์™€์ฃผ๊ธฐ๋ฅผ ์ค‘๋‹จํ•  ๊ฑฐ์˜ˆ์š”.
08:26
They'll say, "I'm surrounded by a bunch of snakes and sharks.
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๊ทธ๋ฆฌ๊ณ  ๋งํ•˜๊ฒ ์ฃ . "๋‚œ ๋ฑ€๊ณผ ์ƒ์–ด๋–ผ์— ๋‘˜๋Ÿฌ์‹ธ์—ฌ ์žˆ์–ด.
08:29
Why should I contribute?"
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๋‚ด๊ฐ€ ์™œ ๋„์™€์ค˜์•ผ ํ•˜์ง€?"
08:30
Whereas if you let one giver into a team,
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๋ฐ˜๋ฉด ์ฃผ๋Š” ์‚ฌ๋žŒ ํ•œ ๋ช…์„ ํŒ€์— ๋„ฃ๋Š”๋‹ค๊ณ  ํ•ด์„œ
08:32
you don't get an explosion of generosity.
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๊ด€๋Œ€ํ•จ์ด ํญ๋ฐœํ•˜์ง„ ์•Š์•„์š”.
์ž์ฃผ ์‚ฌ๋žŒ๋“ค์€ ์ด๋Ÿฌ์ฃ .
08:35
More often, people are like,
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08:36
"Great! That person can do all our work."
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"์ข‹์€๋ฐ! ์ € ์‚ฌ๋žŒ์ด ์šฐ๋ฆฌ ์ผ์„ ๋‹คํ•ด."
๊ทธ๋ž˜์„œ ํšจ๊ณผ์ ์ธ ๊ณ ์šฉ๊ณผ ๊ด€์ฐฐ, ํŒ€ ์กฐ์ง์€
08:39
So, effective hiring and screening and team building
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08:41
is not about bringing in the givers;
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์ฃผ๋Š” ์‚ฌ๋žŒ์„ ๋“ค์ด๋Š” ๊ฒƒ์ด ์•„๋‹ˆ๋ผ
๋ฐ›๋Š” ์‚ฌ๋žŒ์„ ์†Ž์•„๋‚ด๋Š” ๊ฒƒ์ž…๋‹ˆ๋‹ค.
08:44
it's about weeding out the takers.
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๊ทธ๊ฒƒ์„ ์ž˜ ํ•˜๊ฒŒ ๋˜๋ฉด
08:47
If you can do that well,
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08:48
you'll be left with givers and matchers.
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์ฃผ๋Š” ์‚ฌ๋žŒ๊ณผ ๋งž์ถ”๋Š” ์‚ฌ๋žŒ์ด ๋‚จ์Šต๋‹ˆ๋‹ค.
์ฃผ๋Š” ์‚ฌ๋žŒ์€ ๊ด€๋Œ€ํ•ด์ง‘๋‹ˆ๋‹ค.
08:50
The givers will be generous
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08:51
because they don't have to worry about the consequences.
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๊ฒฐ๊ณผ์— ๋Œ€ํ•ด์„œ ๊ณ ๋ฏผํ•  ํ•„์š”๊ฐ€ ์—†์–ด์ง€๋‹ˆ๊นŒ์š”.
๋งž์ถ”๋Š” ์‚ฌ๋žŒ์˜ ๊ฐ€์žฅ ์ข‹์€ ์ ์€ ๊ทธ๋“ค์ด ์ผ๋ฐ˜ ๊ทœ๋ฒ”์„ ๋”ฐ๋ฅธ๋‹ค๋Š” ๊ฒ๋‹ˆ๋‹ค.
08:54
And the beauty of the matchers is that they follow the norm.
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08:57
So how do you catch a taker before it's too late?
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๊ทธ๋Ÿผ ๋„ˆ๋ฌด ๋Šฆ๊ธฐ ์ „์— ๋ฐ›๋Š” ์‚ฌ๋žŒ์„ ์žก๋Š” ๋ฐฉ๋ฒ•์€์š”?
09:00
We're actually pretty bad at figuring out who's a taker,
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ํ˜„์‹ค์ ์œผ๋กœ ์šฐ๋ฆฌ๋Š” ๋ฐ›๋Š” ์‚ฌ๋žŒ ๋ถ„๋ณ„ ๋Šฅ๋ ฅ์ด ํ˜•ํŽธ์—†์–ด์š”.
09:03
especially on first impressions.
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ํŠนํžˆ ์ฒซ์ธ์ƒ๋งŒ ๋ณด๊ณ ์„œ๋Š”์š”.
09:05
There's a personality trait that throws us off.
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ํ•œ ๊ฐ€์ง€ ์ธ๊ฒฉ์  ํŠน์„ฑ์ด ๊ณ ๋ฏผ์„ ํ•ด๊ฒฐํ•ด ์ค๋‹ˆ๋‹ค.
09:07
It's called agreeableness,
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'์šฐํ˜ธ์ ์ž„'์ด๋ผ๊ณ  ๋ถˆ๋ฆฝ๋‹ˆ๋‹ค.
๋ฌธํ™”๋ฅผ ๋ง‰๋ก ํ•˜๊ณ  ์„ฑ๊ฒฉ์˜ ์ฃผ์š” ํŠน์ง• ์ค‘ ํ•˜๋‚˜๋Š”
09:09
one the major dimensions of personality across cultures.
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09:11
Agreeable people are warm and friendly, they're nice, they're polite.
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์šฐํ˜ธ์ ์ธ ์‚ฌ๋žŒ์ด ๋”ฐ๋œปํ•˜๊ณ  ์นœ์ ˆํ•˜๋ฉฐ ์ƒ๋ƒฅํ•˜๊ณ  ์˜ˆ์˜๋ฐ”๋ฅด๋‹ค๋Š” ๊ฒƒ์ž…๋‹ˆ๋‹ค.
09:15
You find a lot of them in Canada --
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์บ๋‚˜๋‹ค์—์„œ ๋งŽ์ด ๋ณผ ์ˆ˜ ์žˆ์ฃ .
(์›ƒ์Œ)
09:17
(Laughter)
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09:18
Where there was actually a national contest
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์บ๋‚˜๋‹ค์—์„œ ์‹ค์ œ๋กœ ์ „๊ตญ๋Œ€ํšŒ๊ฐ€ ์žˆ์—ˆ๋Š”๋ฐ์š”.
09:22
to come up with a new Canadian slogan and fill in the blank,
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๋นˆ์นธ์„ ์ฑ„์›Œ ์บ๋‚˜๋‹ค์ธ์˜ ์ƒˆ ๊ตฌํ˜ธ๋ฅผ ๋งŒ๋“œ๋Š” ๋Œ€ํšŒ์˜€์–ด์š”.
"...์ฒ˜๋Ÿผ ์บ๋‚˜๋‹ค์ธ์Šค๋Ÿฌ์šด"
09:25
"As Canadian as ..."
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09:26
I thought the winning entry was going to be,
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์šฐ์Šน ํ›„๋ณด์— ์žˆ์—ˆ์„ ๊ฑฐ ๊ฐ™์€๋ฐ์š”.
"๋ฉ”์ดํ”Œ ์‹œ๋Ÿฝ์ฒ˜๋Ÿผ." ํ˜น์€ "์•„์ด์Šค ํ•˜ํ‚ค์ฒ˜๋Ÿผ."
09:29
"As Canadian as maple syrup," or, "... ice hockey."
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๊ทธ๋Ÿฐ๋ฐ ์—†์—ˆ์–ด์š”. ์บ๋‚˜๋‹ค์ธ๋“ค์€ ์ƒˆ ๊ตฌํ˜ธ์— ํˆฌํ‘œ๋ฅผ ํ–ˆ์ฃ .
09:31
But no, Canadians voted for their new national slogan to be --
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09:34
I kid you not --
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๋†๋‹ด ์•„๋‹ˆ๊ณ ์š”.
09:35
"As Canadian as possible under the circumstances."
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"์–ด๋ ค์šด ์ƒํ™ฉ์—์„œ๋Š” ๊ฐ€๋Šฅํ•œํ•œ ์บ๋‚˜๋‹ค์ธ์ฒ˜๋Ÿผ."
09:38
(Laughter)
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(์›ƒ์Œ)
์ด์ œ ์—ฌ๋Ÿฌ๋ถ„ ์ค‘ ๋งค์šฐ ์šฐํ˜ธ์ ์ธ ๋ถ„์ด๋‚˜
09:42
Now for those of you who are highly agreeable,
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09:44
or maybe slightly Canadian,
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์•ฝ๊ฐ„์€ ์บ๋‚˜๋‹ค์ธ ๊ฐ™์€ ๋ถ„์€
09:45
you get this right away.
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๋ฐ”๋กœ ์™€ ๋‹ฟ์„ ๊ฑฐ์˜ˆ์š”.
09:47
How could I ever say I'm any one thing
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๋‚ด๊ฐ€ ๋‹ค๋ฅธ ์‚ฌ๋žŒ์„ ๊ธฐ์˜๊ฒŒ ํ•˜๋ ค๊ณ 
๊ฒŒ์† ์ ์‘ํ•ด ๊ฐˆ ๋•Œ ๋‹ค๋ฅธ ์–ด๋–ค ๊ฒƒ์„ ๋งํ•  ์ˆ˜ ์žˆ์„๊นŒ?
09:49
when I'm constantly adapting to try to please other people?
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09:52
Disagreeable people do less of it.
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๋ฌด๋š๋šํ•œ ์‚ฌ๋žŒ์€ ๊ฑฐ์˜ ์•ˆ ๊ทธ๋ž˜์š”.
09:54
They're more critical, skeptical, challenging,
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๊ทธ๋“ค์€ ๋” ๋น„ํŒ์ ์ด๊ณ , ํšŒ์˜์ ์ด๋ฉฐ, ๋„์ „์ ์ด์—์š”.
09:57
and far more likely than their peers to go to law school.
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๋ฒ•๋Œ€์— ๋‹ค๋‹ˆ๋Š” ๋™๋ฃŒ๋“ค๋ณด๋‹ค ํ›จ์”ฌ ๊ทธ๋ ‡์Šต๋‹ˆ๋‹ค.
10:00
(Laughter)
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(์›ƒ์Œ)
10:01
That's not a joke, that's actually an empirical fact.
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๋†๋‹ด ์•„๋‹ˆ์—์š”. ์‹ค์ œ ๊ฒฝํ—˜ํ•œ ์‚ฌ์‹ค์ž…๋‹ˆ๋‹ค.
(์›ƒ์Œ)
10:04
(Laughter)
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10:05
So I always assumed that agreeable people were givers
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๊ทธ๋ž˜์„œ ์ „ ๋Š˜ ์šฐํ˜ธ์ ์ธ ์‚ฌ๋žŒ์ด ์ฃผ๋Š” ์‚ฌ๋žŒ์ด๋ผ๊ณ  ์—ฌ๊ฒผ์–ด์š”.
10:07
and disagreeable people were takers.
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๋ฌด๋š๋šํ•œ ์‚ฌ๋žŒ๋“ค์€ ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด๊ณ ์š”.
10:09
But then I gathered the data,
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๊ทธ๋Ÿฌ๊ณ  ๋ฐ์ดํ„ฐ๋ฅผ ๋ชจ์•˜์ฃ .
10:11
and I was stunned to find no correlation between those traits,
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๊ทธ๋Ÿฐ๋ฐ ํŠน์ง•๋“ค ๊ฐ„์— ๊ด€๊ณ„๊ฐ€ ์—†์Œ์„ ์•Œ๊ณ  ์ •์‹ ์ด ๋ฉํ•ด์กŒ์Šต๋‹ˆ๋‹ค.
10:14
because it turns out that agreeableness-disagreeableness
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๋“œ๋Ÿฌ๋‚œ ๊ฒฐ๊ณผ๋ฅผ ๋ณด๋‹ˆ ์šฐํ˜ธ์ ์ž„๊ณผ ๋ฌด๋š๋šํ•จ์€
๊ฒ‰์น˜์žฅ์ด์—ˆ๋˜ ๊ฑฐ์ฃ .
10:17
is your outer veneer:
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์—ฌ๋Ÿฌ๋ถ„๊ณผ ์†Œํ†ตํ•ด์„œ ์–ผ๋งˆ๋‚˜ ๊ธฐ์œ์ง€์š”.
10:18
How pleasant is it to interact with you?
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์ฃผ๋Š” ๊ฒƒ๊ณผ ๋ฐ›๋Š” ๊ฒƒ์€ ๋‚ด์  ๋™๊ธฐ์— ๋” ๊ฐ€๊น์Šต๋‹ˆ๋‹ค.
10:20
Whereas giving and taking are more of your inner motives:
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10:22
What are your values? What are your intentions toward others?
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์—ฌ๋Ÿฌ๋ถ„์˜ ๊ฐ€์น˜๋Š” ๋ฌด์—‡์ธ๊ฐ€์š”? ํƒ€์ธ๋“ค์„ ๋Œ€ํ•˜๋Š” ์˜๋„๋Š”์š”?
10:25
If you really want to judge people accurately,
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์‚ฌ๋žŒ์„ ์ •ํ™•ํ•˜๊ฒŒ ํŒ๋‹จํ•˜๋ ค๋ฉด
์ƒ๋‹ด์‹ค์˜ ๋ชจ๋“  ์ƒ๋‹ด์‚ฌ๊ฐ€ ๊ธฐ๋‹ค๋ฆฌ๋Š” ๊ทธ ์ˆœ๊ฐ„์œผ๋กœ ๋“ค์–ด๊ฐ€์•ผ ํ•ฉ๋‹ˆ๋‹ค.
10:28
you have to get to the moment every consultant in the room is waiting for,
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2x2 ํ‘œ ๊ทธ๋ฆฌ๊ธฐ.
10:31
and draw a two-by-two.
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10:32
(Laughter)
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(์›ƒ์Œ)
10:37
The agreeable givers are easy to spot:
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์šฐํ˜ธ์ ์ธ ์ฃผ๋Š” ์‚ฌ๋žŒ์€ ๋ฐœ๊ฒฌํ•˜๊ธฐ ์‰ฝ์Šต๋‹ˆ๋‹ค.
10:39
they say yes to everything.
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๋ชจ๋“  ๊ฒƒ์— '์˜ˆ'๋ผ๊ณ  ํ•ฉ๋‹ˆ๋‹ค.
10:43
The disagreeable takers are also recognized quickly,
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๋ฌด๋š๋šํ•œ ๋ฐ›๋Š” ์‚ฌ๋žŒ๋„ ๋นจ๋ฆฌ ๋ฐœ๊ฒฌํ•  ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
10:46
although you might call them by a slightly different name.
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์‚ด์ง ๋‹ค๋ฅธ ์ด๋ฆ„์œผ๋กœ ๊ทธ๋“ค์„ ๋ถ€๋ฅด๊ธด ํ•˜์ง€๋งŒ์š”.
10:50
(Laughter)
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(์›ƒ์Œ)
10:53
We forget about the other two combinations.
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๋‹ค๋ฅธ ๋‘ ๊ฐœ์˜ ์กฐํ•ฉ์€ ์žŠ๊ณ  ์žˆ์—ˆ๋Š”๋ฐ์š”.
10:55
There are disagreeable givers in our organizations.
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์กฐ์ง ๋‚ด์—๋Š” ๋ฌด๋š๋šํ•œ ์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์žˆ์Šต๋‹ˆ๋‹ค.
10:59
There are people who are gruff and tough on the surface
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ํ‘œ๋ฉด์œผ๋กœ๋Š” ํˆฌ๋œ๋Œ€๊ณ  ๊ฑฐ์นœ ์‚ฌ๋žŒ์ž…๋‹ˆ๋‹ค.
11:01
but underneath have others' best interests at heart.
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ํ•˜์ง€๋งŒ ๋งˆ์Œ ๊นŠ์€ ๊ณณ์—์„œ๋ถ€ํ„ฐ ํƒ€์ธ์„ ๋ฐฐ๋ คํ•ฉ๋‹ˆ๋‹ค.
ํ•œ ์—”์ง€๋‹ˆ์–ด๊ฐ€ ๋งํ•œ ๋ฐ”๋กœ๋Š”
11:05
Or as an engineer put it,
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11:06
"Oh, disagreeable givers --
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"์˜ค, ๋ฌด๋š๋šํ•œ ์ฃผ๋Š” ์‚ฌ๋žŒ๋“ค์€
์šด์˜์ฒด๊ณ„๊ฐ€ ์ข‹์€๋ฐ ์‚ฌ์šฉ์ž ์ธํ„ฐํŽ˜์ด์Šค๊ฐ€ ๋ณ„๋กœ์ธ ์‚ฌ๋žŒ์ด์ฃ ."
11:08
like somebody with a bad user interface but a great operating system."
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(์›ƒ์Œ)
11:12
(Laughter)
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11:13
If that helps you.
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๋„์›€์ด ๋˜์…จ๋‚˜์š”.
11:14
(Laughter)
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(์›ƒ์Œ)
11:16
Disagreeable givers are the most undervalued people in our organizations,
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๋ฌด๋š๋šํ•œ ์ฃผ๋Š” ์‚ฌ๋žŒ์€ ์กฐ์ง ๋‚ด์—์„œ ๊ฐ€์žฅ ์ €ํ‰๊ฐ€๋œ ์‚ฌ๋žŒ๋“ค์ž…๋‹ˆ๋‹ค.
11:19
because they're the ones who give the critical feedback
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๊ทธ๋“ค์€ ๊ฒฐ์ •์ ์ธ ํ”ผ๋“œ๋ฐฑ์„ ์ฃผ๋Š” ์‚ฌ๋žŒ๋“ค์ด๊ธฐ ๋•Œ๋ฌธ์ด์—์š”.
11:22
that no one wants to hear but everyone needs to hear.
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์•„๋ฌด๋„ ๋“ฃ๊ณ  ์‹ถ์ง€ ์•Š์ง€๋งŒ ๋ชจ๋‘๊ฐ€ ๋“ค์–ด์•ผ ํ•˜์ฃ .
11:25
We need to do a much better job valuing these people
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์ด ์‚ฌ๋žŒ๋“ค์„ ํ‰๊ฐ€ํ•˜๋ ค๋ฉด ์ •๋ง ์ž˜ ํ•ด์•ผ ํ•ด์š”.
11:27
as opposed to writing them off early,
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์„ฑ๊ธ‰ํ•˜๊ฒŒ ๋‹จ๋…ํ•˜๋ฉด ์•ˆ ๋ผ์š”.
11:29
and saying, "Eh, kind of prickly,
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"๊นŒ๋‹ค๋กญ๊ธด. ์ด๊ธฐ์ ์ธ ๋ฐ›๋Š” ์‚ฌ๋žŒ์ด๊ฒ ๊ตฐ."
11:31
must be a selfish taker."
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์ด๋Ÿฌ๋ฉด์„œ ๋ง์ด์ฃ .
11:33
The other combination we forget about is the deadly one --
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์žŠ๊ณ  ์žˆ๋˜ ๋‹ค๋ฅธ ํ•œ ๊ฐ€์ง€ ์กฐํ•ฉ์€ ์น˜๋ช…์ ์ž…๋‹ˆ๋‹ค.
11:36
the agreeable taker, also known as the faker.
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์šฐํ˜ธ์ ์ธ ๋ฐ›๋Š” ์‚ฌ๋žŒ, ์ฆ‰ '์ฒ™ํ•˜๋Š” ์‚ฌ๋žŒ'์ด๋ผ๊ณ  ์•Œ๋ ค์ ธ ์žˆ์Šต๋‹ˆ๋‹ค.
11:40
This is the person who's nice to your face,
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๋ฉด์ „์—์„œ๋Š” ์นœ์ ˆํ•˜์ง€๋งŒ
11:42
and then will stab you right in the back.
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๊ทธ๋Ÿฌ๊ณ  ๋‚˜์„œ ๋’คํ†ต์ˆ˜๋ฅผ ์น˜์ฃ .
11:44
(Laughter)
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(์›ƒ์Œ)
11:46
And my favorite way to catch these people in the interview process
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๋ฉด์ ‘ ๊ณผ์ •์—์„œ ์ด๋Ÿฐ ์‚ฌ๋žŒ๋“ค์„ ํฌ์ฐฉํ•˜๋ ค๊ณ  ์ œ๊ฐ€ ์ฆ๊ฒจ ์“ฐ๋Š” ๋ฐฉ๋ฒ•์€
11:49
is to ask the question,
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์งˆ๋ฌธํ•˜๋Š” ๊ฒ๋‹ˆ๋‹ค.
"๋‹น์‹ ์˜ ๊ฒฝ๋ ฅ์„ ๊ทผ๋ณธ์ ์œผ๋กœ ํ–ฅ์ƒ์‹œํ‚จ
11:51
"Can you give me the names of four people
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๋„ค ๋ถ„์˜ ์ด๋ฆ„์„ ๋งํ•ด ์ฃผ์„ธ์š”."
11:53
whose careers you have fundamentally improved?"
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11:56
The takers will give you four names,
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๋ฐ›๋Š” ์‚ฌ๋žŒ์€ ์ด๋ฆ„ ๋„ค ๊ฐœ๋ฅผ ๋Œˆ ๊ฑฐ์˜ˆ์š”.
11:58
and they will all be more influential than them,
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ํ›จ์”ฌ ๋” ์˜ํ–ฅ๋ ฅ ์žˆ๋Š” ์‚ฌ๋žŒ๋“ค๋กœ์š”.
๋ฐ›๋Š” ์‚ฌ๋žŒ์€ ์•„์ฒจ๊ณผ ํ•˜๋Œ€์— ๋Šฅ์ˆ™ํ•˜๋‹ˆ๊นŒ์š”.
12:01
because takers are great at kissing up and then kicking down.
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12:04
Givers are more likely to name people who are below them in a hierarchy,
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์ฃผ๋Š” ์‚ฌ๋žŒ์€ ์„œ์—ด์—์„œ ๋” ์•„๋ž˜์— ์žˆ๋Š” ์‚ฌ๋žŒ๋“ค ์ด๋ฆ„์„ ๋Œˆ ๊ฒ๋‹ˆ๋‹ค.
12:08
who don't have as much power,
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ํ›จ์”ฌ ๋” ํž˜ ์—†๊ณ 
12:09
who can do them no good.
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๊ทธ๋“ค์—๊ฒŒ ๋„์›€๋„ ์•ˆ๋˜์ฃ .
12:11
And let's face it, you all know you can learn a lot about character
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์†”์งํžˆ ์—ฌ๋Ÿฌ๋ถ„ ๋ชจ๋‘ ์„ฑ๊ฒฉ์— ๋Œ€ํ•ด ๋งŽ์ด ๋ฐฐ์šธ ์ˆ˜ ์žˆ์–ด์š”.
12:14
by watching how someone treats their restaurant server
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์‹๋‹น ์ข…์—…์›์ด๋‚˜ ์šฐ๋ฒ„ ์šด์ „์‚ฌ๋ฅผ ์–ด๋–ป๊ฒŒ ๋Œ€ํ•˜๋Š”์ง€ ์ง€์ผœ๋ณด๋ฉด์„œ์š”.
12:17
or their Uber driver.
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12:19
So if we do all this well,
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์šฐ๋ฆฌ ๋ชจ๋‘ ์ด๊ฒƒ์„ ์ž˜ํ•˜๋ฉด
12:20
if we can weed takers out of organizations,
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์กฐ์ง์—์„œ ๋ฐ›๋Š” ์‚ฌ๋žŒ์„ ์†Ž์•„๋‚ผ ์ˆ˜ ์žˆ๋‹ค๋ฉด
12:22
if we can make it safe to ask for help,
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์•ˆ์ „ํ•˜๊ฒŒ ๋„์›€์„ ์ฒญํ•˜๊ฒŒ ํ•˜๊ณ 
12:24
if we can protect givers from burnout
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์ฃผ๋Š” ์‚ฌ๋žŒ๋“ค์˜ ํƒˆ์ง„์„ ๋ง‰์„ ์ˆ˜ ์žˆ๋‹ค๋ฉด
12:26
and make it OK for them to be ambitious in pursuing their own goals
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์ฃผ๋Š” ์‚ฌ๋žŒ๋“ค๋กœ ํ•˜์—ฌ๊ธˆ ์•ผ๋ง์„ ๊ฐ–๊ณ  ๋‹ค๋ฅธ ์‚ฌ๋žŒ๋“ค์„ ๋„์šฐ๋ฉด์„œ
12:29
as well as trying to help other people,
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๋ชฉํ‘œ๋ฅผ ์ข‡์„ ์ˆ˜ ์žˆ๊ฒŒ ํ•œ๋‹ค๋ฉด
์‹ค์ œ ์‚ฌ๋žŒ๋“ค์ด ์„ฑ๊ณต์„ ์ •์˜ํ•˜๋Š” ๋ฐฉ์‹์„ ๋ฐ”๊ฟ€ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
12:32
we can actually change the way that people define success.
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๊ฒฝ์Ÿ์—์„œ ์ด๊ธฐ๋Š” ์–˜๊ธฐ๋ฅผ ํ•˜๋Š” ๋Œ€์‹ 
12:35
Instead of saying it's all about winning a competition,
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12:38
people will realize success is really more about contribution.
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์„ฑ๊ณต์€ ๋•๋Š” ๊ฒƒ์— ๊ฐ€๊น๋‹ค๊ณ  ๊นจ๋‹ซ๊ฒŒ ๋  ๊ฒƒ์ž…๋‹ˆ๋‹ค.
12:42
I believe that the most meaningful way to succeed
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์ €๋Š” ๊ฐ€์žฅ ์˜๋ฏธ์žˆ๊ฒŒ ์„ฑ๊ณต์„ ์ด๋ฃจ๋Š” ๋ฐฉ๋ฒ•์ด
ํƒ€์ธ์˜ ์„ฑ๊ณต์„ ๋•๋Š” ๊ฑฐ๋ผ ๋ฏฟ์–ด์š”.
12:45
is to help other people succeed.
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๊ทธ ๋ฏฟ์Œ์„ ์šฐ๋ฆฌ๊ฐ€ ํผ๋œจ๋ฆฐ๋‹ค๋ฉด
12:47
And if we can spread that belief,
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12:48
we can actually turn paranoia upside down.
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์‹ค์ œ๋กœ ๊ณผ๋Œ€๋ง์ƒ์„ ๋’ค์ง‘์„ ์ˆ˜ ์žˆ์Šต๋‹ˆ๋‹ค.
12:51
There's a name for that.
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์ด๋Ÿฐ ๋ง์ด ์žˆ์–ด์š”.
12:52
It's called "pronoia."
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'ํ”„๋กœ๋…ธ์ด์•„'
ํ”„๋กœ๋…ธ์ด์•„๋Š” ๋‹ค๋ฅธ ์‚ฌ๋žŒ์ด
12:55
Pronoia is the delusional belief
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12:56
that other people are plotting your well-being.
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๋‹น์‹ ์˜ ํ–‰๋ณต์„ ์กฐ์ข…ํ•œ๋‹ค๋Š” ๋ง์ƒ์  ์‹ ๋…์ž…๋‹ˆ๋‹ค.
12:59
(Laughter)
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(์›ƒ์Œ)
13:02
That they're going around behind your back
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๋“ฑ ๋’ค์—์„œ ๊ทธ๋“ค์ด ์–ด์Šฌ๋ ๊ฑฐ๋ฆฌ๊ณ  ์žˆ์œผ๋ฉฐ
13:05
and saying exceptionally glowing things about you.
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์—ฌ๋Ÿฌ๋ถ„์— ๊ด€ํ•ด ์˜ˆ์™ธ์ ์œผ๋กœ ๋น›๋‚˜๋Š” ๊ฒƒ์„ ๋งํ•˜๊ณ  ์žˆ์ฃ .
13:09
The great thing about a culture of givers is that's not a delusion --
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์ฃผ๋Š” ์‚ฌ๋žŒ ๋ฌธํ™”์˜ ์œ„๋Œ€ํ•œ ์ ์€ ๋ง์ƒ์ด ์•„๋‹ˆ๋ผ๋Š” ์ ์ž…๋‹ˆ๋‹ค.
13:13
it's reality.
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ํ˜„์‹ค์ด๋ผ๋Š” ์ ์ด์ฃ .
13:15
I want to live in a world where givers succeed,
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์ €๋Š” ์ฃผ๋Š” ์‚ฌ๋žŒ์ด ์„ฑ๊ณตํ•˜๋Š” ์„ธ์ƒ์—์„œ ์‚ด๊ณ  ์‹ถ์Šต๋‹ˆ๋‹ค.
13:18
and I hope you will help me create that world.
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์—ฌ๋Ÿฌ๋ถ„์ด ๊ทธ๋Ÿฐ ์„ธ์ƒ์„ ๋งŒ๋“ค๋„๋ก ๋„์™€์ฃผ์‹ญ์‹œ์˜ค.
13:20
Thank you.
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๊ฐ์‚ฌํ•ฉ๋‹ˆ๋‹ค.
13:21
(Applause)
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(๋ฐ•์ˆ˜)
์ด ์›น์‚ฌ์ดํŠธ ์ •๋ณด

์ด ์‚ฌ์ดํŠธ๋Š” ์˜์–ด ํ•™์Šต์— ์œ ์šฉํ•œ YouTube ๋™์˜์ƒ์„ ์†Œ๊ฐœํ•ฉ๋‹ˆ๋‹ค. ์ „ ์„ธ๊ณ„ ์ตœ๊ณ ์˜ ์„ ์ƒ๋‹˜๋“ค์ด ๊ฐ€๋ฅด์น˜๋Š” ์˜์–ด ์ˆ˜์—…์„ ๋ณด๊ฒŒ ๋  ๊ฒƒ์ž…๋‹ˆ๋‹ค. ๊ฐ ๋™์˜์ƒ ํŽ˜์ด์ง€์— ํ‘œ์‹œ๋˜๋Š” ์˜์–ด ์ž๋ง‰์„ ๋”๋ธ” ํด๋ฆญํ•˜๋ฉด ๊ทธ๊ณณ์—์„œ ๋™์˜์ƒ์ด ์žฌ์ƒ๋ฉ๋‹ˆ๋‹ค. ๋น„๋””์˜ค ์žฌ์ƒ์— ๋งž์ถฐ ์ž๋ง‰์ด ์Šคํฌ๋กค๋ฉ๋‹ˆ๋‹ค. ์˜๊ฒฌ์ด๋‚˜ ์š”์ฒญ์ด ์žˆ๋Š” ๊ฒฝ์šฐ ์ด ๋ฌธ์˜ ์–‘์‹์„ ์‚ฌ์šฉํ•˜์—ฌ ๋ฌธ์˜ํ•˜์‹ญ์‹œ์˜ค.

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