TED@IBM
Adam Grant: Are you a giver or a taker?
Adam Grant: Da li ste davalac ili uzimalac?
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Na svakom radnom mestu postoje tri osnovna tipa ljudi: davaoci, uzimaoci i odmeravaoci. Organizacioni psiholog Adam Grant razlaže te ličnosti i nudi jednostavne strategije kojima se promoviše kultura darežljivosti i sprečavaju se sebični među zaposlenima da uzmu više nego što im sleduje.
Adam Grant - Organizational psychologist
After years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others. Full bio
After years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others. Full bio
Double-click the English transcript below to play the video.
00:12
I want you to look
around the room for a minute
around the room for a minute
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Želim da se osvrnete
za trenutak po prostoriji
za trenutak po prostoriji
00:15
and try to find the most
paranoid person here --
paranoid person here --
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i pokušate da otkrijete
najparanoičniju osobu ovde -
najparanoičniju osobu ovde -
00:17
(Laughter)
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(Smeh)
00:18
And then I want you to point
at that person for me.
at that person for me.
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I želim da mi pokažete prstom tu osobu.
(Smeh)
00:21
(Laughter)
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OK, nemojte to stvarno uraditi.
00:22
OK, don't actually do it.
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00:23
(Laughter)
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(Smeh)
Međutim, kao organizacioni psiholog,
00:25
But, as an organizational psychologist,
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provodim mnogo vremena na radnim mestima
00:26
I spend a lot of time in workplaces,
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00:28
and I find paranoia everywhere.
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i svuda zatičem paranoju.
00:31
Paranoia is caused by people
that I call "takers."
that I call "takers."
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Paranoju uzrokuju ljudi
koje nazivam "uzimaocima".
koje nazivam "uzimaocima".
00:33
Takers are self-serving
in their interactions.
in their interactions.
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Uzimaoci su sebični
u svojim interakcijama.
u svojim interakcijama.
00:36
It's all about what can you do for me.
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Samo je važno šta vi možete
da učinite za mene.
da učinite za mene.
00:38
The opposite is a giver.
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Suprotan mu je davalac.
00:40
It's somebody who approaches
most interactions by asking,
most interactions by asking,
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To je neko ko pristupa
većini interakcija pitajući:
većini interakcija pitajući:
00:43
"What can I do for you?"
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"Šta mogu da učinim za vas?"
00:45
I wanted to give you a chance
to think about your own style.
to think about your own style.
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Želeo sam da vam dam priliku
da razmislite o sopstvenom stilu.
da razmislite o sopstvenom stilu.
00:48
We all have moments of giving and taking.
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Svi imamo trenutke davanja i uzimanja.
00:50
Your style is how you treat
most of the people most of the time,
most of the people most of the time,
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Vaš stil je ono kako se većinom odnosite
prema većini ljudi,
prema većini ljudi,
00:53
your default.
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vi u osnovi.
00:54
I have a short test you can take
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Imam kratak test za vas
00:55
to figure out if you're more
of a giver or a taker,
of a giver or a taker,
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da otkrijete da li ste više
davalac ili uzimalac
davalac ili uzimalac
00:58
and you can take it right now.
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i možete odmah da ga uradite.
00:59
[The Narcissist Test]
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[Test za narcise]
01:01
[Step 1: Take a moment
to think about yourself.]
to think about yourself.]
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[Korak 1: Odvojite trenutak
da razmislite o sebi.]
da razmislite o sebi.]
01:03
(Laughter)
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(Smeh)
01:04
[Step 2: If you made it to Step 2,
you are not a narcissist.]
you are not a narcissist.]
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[Korak 2: ako ste stigli
do drugog koraka, niste narcis.]
do drugog koraka, niste narcis.]
01:07
(Laughter)
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(Smeh)
01:10
This is the only thing I will say today
that has no data behind it,
that has no data behind it,
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Ovo je jedina stvar koju ću danas reći
iza koje ne stoje podaci,
iza koje ne stoje podaci,
ali sam ubeđen da što vam je više potrebno
da se nasmejete ovom crtežu,
da se nasmejete ovom crtežu,
01:13
but I am convinced the longer it takes
for you to laugh at this cartoon,
for you to laugh at this cartoon,
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01:17
the more worried we should be
that you're a taker.
that you're a taker.
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više bi trebalo da ste zabrinuti
da ste uzimalac.
da ste uzimalac.
01:19
(Laughter)
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(Smeh)
01:20
Of course, not all takers are narcissists.
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Naravno, nisu svi uzmaoci narcisi.
01:22
Some are just givers who got burned
one too many times.
one too many times.
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Neki su prosto davaoci
koji su se opekli previše puta.
koji su se opekli previše puta.
01:25
Then there's another kind of taker
that we won't be addressing today,
that we won't be addressing today,
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Potom imamo još jedan tip uzimaoca
o kome nećemo danas govoriti,
o kome nećemo danas govoriti,
01:29
and that's called a psychopath.
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a to je psihopata.
01:31
(Laughter)
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(Smeh)
01:32
I was curious, though, about how
common these extremes are,
common these extremes are,
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Zanimalo me je, pak, to
koliko su zastupljeni ovi ekstremi,
koliko su zastupljeni ovi ekstremi,
01:35
and so I surveyed over 30,000
people across industries
people across industries
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pa sam ispitao preko 30000
ljudi iz raznih grana industrije
ljudi iz raznih grana industrije
01:38
around the world's cultures.
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širom svetskih kultura.
01:39
And I found that most people
are right in the middle
are right in the middle
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I otkrio sam da je većina ljudi u sredini
01:42
between giving and taking.
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između davanja i uzimanja.
01:43
They choose this third style
called "matching."
called "matching."
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Oni biraju treći stil
koji se zove "odmeravanje".
koji se zove "odmeravanje".
Ako ste odmeravalac, pokušavate
da održavate ravnotežu davanja i uzimanja:
da održavate ravnotežu davanja i uzimanja:
01:46
If you're a matcher, you try to keep
an even balance of give and take:
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.
for you if you do something for me.
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quid pro quo - učiniću ti uslugu,
ako ti meni učiniš uslugu.
ako ti meni učiniš uslugu.
I to izgleda kao bezbedan način
da živite svoj život.
da živite svoj život.
01:52
And that seems like a safe way
to live your life.
to live your life.
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Ali da li je to najefikasniji
i najproduktivniji način da živite?
i najproduktivniji način da živite?
01:55
But is it the most effective
and productive way to live your life?
and productive way to live your life?
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Odgovor na to pitanje je veoma izričito...
01:58
The answer to that question
is a very definitive ...
is a very definitive ...
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02:00
maybe.
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možda.
02:02
(Laughter)
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(Smeh)
02:03
I studied dozens of organizations,
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Izučavao sam desetine organizacija,
02:05
thousands of people.
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hiljade ljudi.
02:06
I had engineers measuring
their productivity.
their productivity.
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Inženjeri su merili produktivnost za mene.
02:10
(Laughter)
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(Smeh)
02:12
I looked at medical students' grades --
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Posmatrao sam ocene studenata medicine -
02:15
even salespeople's revenue.
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čak i prihod trgovaca.
02:17
(Laughter)
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(Smeh)
02:19
And, unexpectedly,
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I, neočekivano,
02:20
the worst performers in each
of these jobs were the givers.
of these jobs were the givers.
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najgore rezultate u svim ovim poslovima
su imali davaoci.
su imali davaoci.
02:24
The engineers who got the least work done
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Inženjeri koji su najmanje posla obavljali
02:26
were the ones who did more favors
than they got back.
than they got back.
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su oni koji su više usluga davali
nego primali.
nego primali.
02:29
They were so busy doing
other people's jobs,
other people's jobs,
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Toliko su bili zauzeti radeći tuđe poslove
02:31
they literally ran out of time and energy
to get their own work completed.
to get their own work completed.
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da su bukvalno ostajali bez vremena
i energije da završe sopstveni posao.
i energije da završe sopstveni posao.
02:35
In medical school, the lowest grades
belong to the students
belong to the students
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U medicinskoj školi, najniže ocene
su pripadale đacima
su pripadale đacima
02:37
who agree most strongly
with statements like,
with statements like,
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koji se najsnažnije slažu
sa izjavama tipa:
sa izjavama tipa:
02:40
"I love helping others,"
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"Volim da pomažem drugima",
što nagoveštava da je doktor
kome treba da verujete
kome treba da verujete
02:43
which suggests the doctor
you ought to trust
you ought to trust
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02:45
is the one who came to med school
with no desire to help anybody.
with no desire to help anybody.
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onaj koji je završio medicinu
bez želje da pomogne bilo kome.
bez želje da pomogne bilo kome.
02:48
(Laughter)
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(Smeh)
02:49
And then in sales, too,
the lowest revenue accrued
the lowest revenue accrued
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Takođe i u trgovini, najniži prihod je bio
02:51
in the most generous salespeople.
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kod najdarežljivijih trgovaca.
02:53
I actually reached out
to one of those salespeople
to one of those salespeople
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Zapravo sam se obratio
jednom od tih trgovaca
jednom od tih trgovaca
koji se visoko kotirao kao davalac.
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 --"
you suck at your job --"
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Upitao sam ga: "Zašto si tako
loš u svom poslu -"
loš u svom poslu -"
03:00
I didn't ask it that way, but --
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nisam ga pitao tako, ali -
03:01
(Laughter)
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(Smeh)
03:02
"What's the cost of generosity in sales?"
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"Koja je cena darežljivosti u trgovini?"
03:05
And he said, "Well, I just care
so deeply about my customers
so deeply about my customers
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A on je rekao: "Pa, prosto mi je toliko
stalo do mojih mušterija
stalo do mojih mušterija
03:08
that I would never sell them
one of our crappy products."
one of our crappy products."
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da im nikad ne bih prodao
neki od naših loših proizvoda."
neki od naših loših proizvoda."
03:11
(Laughter)
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(Smeh)
03:12
So just out of curiosity,
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Iz čiste radoznalosti,
koliko vas se identifikuje više kao
davaoci, pa uzimaoci pa odmeravaoci?
davaoci, pa uzimaoci pa odmeravaoci?
03:14
how many of you self-identify more
as givers than takers or matchers?
as givers than takers or matchers?
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03:17
Raise your hands.
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Podignite ruke.
03:18
OK, it would have been more
before we talked about these data.
before we talked about these data.
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U redu, bilo bi vas više
pre nego što smo izneli ove podatke.
pre nego što smo izneli ove podatke.
03:22
But actually, it turns out
there's a twist here,
there's a twist here,
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No, zapravo, ispostavlja se
da ovde postoji preokret
da ovde postoji preokret
03:26
because givers are often
sacrificing themselves,
sacrificing themselves,
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zato što se davaoci često žrtvuju,
03:29
but they make their organizations better.
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oni unapređuju svoje organizacije.
03:32
We have a huge body of evidence --
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Imamo ogroman broj dokaza -
03:35
many, many studies looking
at the frequency of giving behavior
at the frequency of giving behavior
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mnoga, mnoga istraživanja koja su
razmatrala zastupljenost kulture davanja
razmatrala zastupljenost kulture davanja
03:38
that exists in a team
or an organization --
or an organization --
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koja postoji u ekipi ili organizaciji -
03:41
and the more often people are helping
and sharing their knowledge
and sharing their knowledge
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i što češće ljudi pomažu
i dele svoje znanje
i dele svoje znanje
03:44
and providing mentoring,
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i pružaju mentorstvo,
03:45
the better organizations do
on every metric we can measure:
on every metric we can measure:
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organizacije su sve bolje
po svim jedinicama mere:
po svim jedinicama mere:
03:48
higher profits, customer satisfaction,
employee retention --
employee retention --
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veći profit, zadovoljstvo mušterija,
zadržavanje radnika -
zadržavanje radnika -
03:50
even lower operating expenses.
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čak i niži troškovi rada.
03:53
So givers spend a lot of time
trying to help other people
trying to help other people
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Davaoci provode mnogo vremena
pokušavajući da pomognu drugima
pokušavajući da pomognu drugima
03:56
and improve the team,
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i unapređujući ekipu,
03:57
and then, unfortunately,
they suffer along the way.
they suffer along the way.
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a potom usput, nažalost, ispaštaju.
Želim da govorim o tome šta je potrebno
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.
actually get to succeed.
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da se izgrade kulture
u kojima davaoci zapravo uspevaju.
u kojima davaoci zapravo uspevaju.
04:05
So I wondered, then, if givers
are the worst performers,
are the worst performers,
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Pa sam se zapitao, dakle,
ako davaoci daju najgore rezultate,
ako davaoci daju najgore rezultate,
04:08
who are the best performers?
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ko daje najbolje rezultate?
04:11
Let me start with the good news:
it's not the takers.
it's not the takers.
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Započeću dobrim vestima:
ne radi se o uzimaocima.
ne radi se o uzimaocima.
04:14
Takers tend to rise quickly
but also fall quickly in most jobs.
but also fall quickly in most jobs.
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Uzimaoci imaju tendenciju brzog uspona,
ali i brzog pada na većini poslova.
ali i brzog pada na većini poslova.
04:17
And they fall at the hands of matchers.
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A dopadaju šaka odmeravaocima.
04:19
If you're a matcher, you believe
in "An eye for an eye" -- a just world.
in "An eye for an eye" -- a just world.
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Ako ste odmeravalac, verujete
u "oko za oko" - pravedan svet.
u "oko za oko" - pravedan svet.
04:23
And so when you meet a taker,
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Pa, kad upoznate uzimaoca,
04:24
you feel like it's your mission in life
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osećate da je vaša životna misija
04:26
to just punish the hell
out of that person.
out of that person.
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da kaznite i boga u toj osobi.
04:28
(Laughter)
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(Smeh)
04:29
And that way justice gets served.
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I na taj način se sprovodi pravda.
04:32
Well, most people are matchers.
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Pa, ljudi su uglavnom odmeravaoci.
04:34
And that means if you're a taker,
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A to znači da ako ste uzimalac,
04:35
it tends to catch up with you eventually;
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kad-tad će vas to sustići;
04:37
what goes around will come around.
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sve se vraća, sve se plaća.
04:39
And so the logical conclusion is:
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Te je logičan zaključak:
04:41
it must be the matchers
who are the best performers.
who are the best performers.
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mora da odmeravaoci
imaju najbolje rezultate.
imaju najbolje rezultate.
04:43
But they're not.
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Međutim nemaju.
Na svakom poslu, u svakoj organizaciji
koju sam ikad izučavao
koju sam ikad izučavao
04:45
In every job, in every organization
I've ever studied,
I've ever studied,
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04:48
the best results belong
to the givers again.
to the givers again.
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najbolji rezultati pripadaju
ponovo davaocima.
ponovo davaocima.
04:51
Take a look at some data I gathered
from hundreds of salespeople,
from hundreds of salespeople,
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Uzmite neke podatke koje sam sakupio
od stotina trgovaca,
od stotina trgovaca,
04:54
tracking their revenue.
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prateći njihov prihod.
04:56
What you can see is that the givers
go to both extremes.
go to both extremes.
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Ono što vidite je da davaoci
idu do oba ekstrema.
idu do oba ekstrema.
04:58
They make up the majority of people
who bring in the lowest revenue,
who bring in the lowest revenue,
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Sačinjavaju većinu ljudi
koji imaju najniže prihode,
koji imaju najniže prihode,
05:01
but also the highest revenue.
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ali i najveće prihode.
05:03
The same patterns were true
for engineers' productivity
for engineers' productivity
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Isti obrasci su tačni
za produktivnost inženjera
za produktivnost inženjera
05:06
and medical students' grades.
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i ocene studenata medicine.
05:07
Givers are overrepresented
at the bottom and at the top
at the bottom and at the top
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Davaoca ima previše na dnu i na vrhu
05:10
of every success metric that I can track.
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svakog merenja uspešnosti
koje sam preduzeo.
koje sam preduzeo.
05:12
Which raises the question:
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To povlači pitanje:
05:13
How do we create a world
where more of these givers get to excel?
where more of these givers get to excel?
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kako da stvorimo svet
u kome više ovih davaoca uspeva?
u kome više ovih davaoca uspeva?
05:16
I want to talk about how to do that,
not just in businesses,
not just in businesses,
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Želim da govorim
kako da to postignemo, ne samo u poslu,
kako da to postignemo, ne samo u poslu,
već i u neprofitnim
organizacijama, školama -
organizacijama, školama -
05:19
but also in nonprofits, schools --
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05:21
even governments.
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čak i vladama.
05:22
Are you ready?
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Da li ste spremni?
05:24
(Cheers)
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(Klicanje)
05:25
I was going to do it anyway,
but I appreciate the enthusiasm.
but I appreciate the enthusiasm.
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Svejedno bih to uradio,
ali cenim vaš entuzijazam.
ali cenim vaš entuzijazam.
05:28
(Laughter)
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(Smeh)
05:29
The first thing that's really critical
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Prva stvar koja je ključna
05:31
is to recognize that givers
are your most valuable people,
are your most valuable people,
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je spoznaja da su vam davaoci
najdragoceniji ljudi,
najdragoceniji ljudi,
05:34
but if they're not careful, they burn out.
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ali ako nisu pažljivi, istroše se.
05:36
So you have to protect
the givers in your midst.
the givers in your midst.
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Pa morate da zaštitite davaoce u središtu.
05:39
And I learned a great lesson about this
from Fortune's best networker.
from Fortune's best networker.
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A naučio sam sjajnu lekciju o ovome
od najboljeg mrežnog radnika firme Forčun.
od najboljeg mrežnog radnika firme Forčun.
05:44
It's the guy, not the cat.
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Radi se o momku, ne mački.
05:46
(Laughter)
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(Smeh)
05:47
His name is Adam Rifkin.
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Zove se Adam Rifkin.
05:49
He's a very successful serial entrepreneur
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Veoma je uspešan serijski preduzetnik
05:51
who spends a huge amount
of his time helping other people.
of his time helping other people.
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koji provodi veoma mnogo svog vremena
pomažući drugima.
pomažući drugima.
05:54
And his secret weapon
is the five-minute favor.
is the five-minute favor.
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A njegovo tajno oružje
je petominutna usluga.
je petominutna usluga.
05:57
Adam said, "You don't have to be
Mother Teresa or Gandhi
Mother Teresa or Gandhi
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Adam kaže: "Ne morate da budete
Majka Tereza ili Gandi
Majka Tereza ili Gandi
da biste bili davalac.
05:59
to be a giver.
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Prosto morate da nađete
sitne načine da dodate veliku vrednost
sitne načine da dodate veliku vrednost
06:01
You just have to find small ways
to add large value
to add large value
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06:03
to other people's lives."
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životima drugih ljudi."
06:05
That could be as simple
as making an introduction
as making an introduction
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To može biti prosto
kao upoznavanje dvoje ljudi
kao upoznavanje dvoje ljudi
06:07
between two people who could
benefit from knowing each other.
benefit from knowing each other.
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koji bi mogli da imaju koristi
od međusobnog poznanstva.
od međusobnog poznanstva.
Moglo bi biti deljenje znanja
ili pružanje nešto povratnih informacija.
ili pružanje nešto povratnih informacija.
06:10
It could be sharing your knowledge
or giving a little bit of feedback.
or giving a little bit of feedback.
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Ili bi moglo da bude nešto
tako elementarno kao reči:
tako elementarno kao reči:
06:13
Or It might be even something
as basic as saying,
as basic as saying,
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06:16
"You know,
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"Znate,
06:17
I'm going to try and figure out
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pokušaću da otkrijem
06:18
if I can recognize somebody
whose work has gone unnoticed."
whose work has gone unnoticed."
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da li mogu da prepoznam
nekoga čiji je posao prošao neprimećeno."
nekoga čiji je posao prošao neprimećeno."
06:22
And those five-minute favors
are really critical
are really critical
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A te petominutne usluge su zaista ključne
06:24
to helping givers set boundaries
and protect themselves.
and protect themselves.
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u pomaganju davaocima
da podese granice i da se zaštite.
da podese granice i da se zaštite.
Druga važna stvar,
06:27
The second thing that matters
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ako želite da izgradite kulturu
gde davaoci uspevaju
gde davaoci uspevaju
06:29
if you want to build a culture
where givers succeed,
where givers succeed,
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je da zapravo trebate kulturu
u kojoj je traženje pomoći norma;
u kojoj je traženje pomoći norma;
06:31
is you actually need a culture
where help-seeking is the norm;
where help-seeking is the norm;
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06:34
where people ask a lot.
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gde ljudi mnogo pitaju.
06:36
This may hit a little too close
to home for some of you.
to home for some of you.
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Ovo će izgledati suviše blisko
nekima od vas.
nekima od vas.
06:39
[So in all your relationships,
you always have to be the giver?]
you always have to be the giver?]
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[Dakle, u svim svojim vezama
uvek morate da budete davalac?]
uvek morate da budete davalac?]
06:42
(Laughter)
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(Smeh)
06:43
What you see with successful givers
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Ono što vidite kod uspešnih davaoca
06:45
is they recognize that it's OK
to be a receiver, too.
to be a receiver, too.
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je da prepoznaju
da je u redu biti i primalac.
da je u redu biti i primalac.
06:48
If you run an organization,
we can actually make this easier.
we can actually make this easier.
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Ako upravljate organizacijom,
zapravo možemo to da olakšamo.
zapravo možemo to da olakšamo.
06:51
We can make it easier
for people to ask for help.
for people to ask for help.
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Možemo da olakšamo ljudima da traže pomoć.
Nekoliko kolega i ja
smo izučavali bolnice.
smo izučavali bolnice.
06:53
A couple colleagues and I
studied hospitals.
studied hospitals.
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Otkrili smo da na određenim spratovima
medicinske sestre često traže pomoć,
medicinske sestre često traže pomoć,
06:56
We found that on certain floors,
nurses did a lot of help-seeking,
nurses did a lot of help-seeking,
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dok su na drugim spratovima
veoma retko to radile.
veoma retko to radile.
06:59
and on other floors,
they did very little of it.
they did very little of it.
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07:01
The factor that stood out on the floors
where help-seeking was common,
where help-seeking was common,
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3346
Uočiv faktor na spratovima
gde je bilo uobičajeno traženje pomoći,
gde je bilo uobičajeno traženje pomoći,
07:04
where it was the norm,
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1151
gde je to bila norma,
bilo je prisustvo jedne sestre
čiji je jedini posao
čiji je jedini posao
07:06
was there was just one nurse
whose sole job it was
whose sole job it was
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07:08
to help other nurses on the unit.
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bio da pomaže drugim sestrama iz jedinice.
Kad je ta uloga bila dostupna,
07:10
When that role was available,
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07:11
nurses said, "It's not embarrassing,
it's not vulnerable to ask for help --
it's not vulnerable to ask for help --
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3657
sestre su govorile: "Nije sramota,
nije ranjivost tražiti pomoć -
nije ranjivost tražiti pomoć -
07:15
it's actually encouraged."
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zapravo je podsticajno."
07:18
Help-seeking isn't important
just for protecting the success
just for protecting the success
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Traženje pomoći nije važno
samo radi zaštite uspešnosti
samo radi zaštite uspešnosti
07:21
and the well-being of givers.
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i dobrobiti davalaca.
Takođe je i ključno za navođenje
više ljudi da delaju kao davaoci
više ljudi da delaju kao davaoci
07:22
It's also critical to getting
more people to act like givers,
more people to act like givers,
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2932
07:25
because the data say
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1189
jer podaci otkrivaju
07:26
that somewhere between 75 and 90 percent
of all giving in organizations
of all giving in organizations
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434705
3400
da negde između 75 i 90 procenata
sveg davanja u organizacijama
sveg davanja u organizacijama
07:30
starts with a request.
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započinje zahtevom.
07:31
But a lot of people don't ask.
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1448
Međutim, mnogi ljudi ne pitaju.
07:33
They don't want to look incompetent,
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1748
Ne žele da izgledaju nesposobno,
07:35
they don't know where to turn,
they don't want to burden others.
they don't want to burden others.
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3027
ne znaju kome da se obrate,
ne žele da opterećuju druge.
ne žele da opterećuju druge.
Ipak, ako niko nikad ne traži pomoć,
07:38
Yet if nobody ever asks for help,
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1709
07:40
you have a lot of frustrated givers
in your organization
in your organization
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2675
imate mnogo isfrustriranih davalaca
u svojoj organizaciji
u svojoj organizaciji
07:42
who would love to step up and contribute,
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1983
koji bi voleli da istupe i doprinesu,
07:44
if they only knew
who could benefit and how.
who could benefit and how.
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2166
kad bi samo znali
ko bi i kako imao koristi.
ko bi i kako imao koristi.
07:47
But I think the most important thing,
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1798
Ali mislim da je najvažnije,
07:49
if you want to build a culture
of successful givers,
of successful givers,
197
457235
2476
ako želite da izgradite kulturu
uspešnih davalaca,
uspešnih davalaca,
07:51
is to be thoughtful about who
you let onto your team.
you let onto your team.
198
459735
2802
da budete pažljivi kod toga
koga primate u ekipu.
koga primate u ekipu.
07:54
I figured, you want a culture
of productive generosity,
of productive generosity,
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Otkirio sam, želite li kulturu
produktivne darežljivosti,
produktivne darežljivosti,
07:57
you should hire a bunch of givers.
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465601
1972
trebalo bi da zaposlite gomilu davalaca.
07:59
But I was surprised to discover, actually,
that that was not right --
that that was not right --
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3670
Ali sam bio zatečen otkrićem
da zapravo to nije tačno -
da zapravo to nije tačno -
08:03
that the negative impact
of a taker on a culture
of a taker on a culture
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2475
da je negativan uticaj uzimaoca na kulturu
08:06
is usually double to triple
the positive impact of a giver.
the positive impact of a giver.
203
474214
2869
obično dvostruko ili trostruko veći
od pozitivnog uticaja davaoca.
od pozitivnog uticaja davaoca.
08:09
Think about it this way:
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1150
Mislite o tome ovako:
08:10
one bad apple can spoil a barrel,
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1664
kamenčić zamuti bistar potok,
08:12
but one good egg
just does not make a dozen.
just does not make a dozen.
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2826
ali jedna lasta ne čini proleće.
08:15
I don't know what that means --
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1552
Ne znam šta to znači -
08:17
(Laughter)
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485518
1119
(Smeh)
08:18
But I hope you do.
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1373
Ali se nadam da vi znate.
08:20
No -- let even one taker into a team,
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3322
Ne - pustite samo jednog uzimaoca u ekipu
08:23
and you will see that the givers
will stop helping.
will stop helping.
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2854
i videćete da davaoci prestaju da pomažu.
08:26
They'll say, "I'm surrounded
by a bunch of snakes and sharks.
by a bunch of snakes and sharks.
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2930
Reći će: "Okruženi smo
gomilom hijena i harpija.
gomilom hijena i harpija.
08:29
Why should I contribute?"
213
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1366
Zašto bismo doprinosili?"
08:30
Whereas if you let one giver into a team,
214
498992
1976
Dok, ako pustite jednog davaoca u ekipu,
08:32
you don't get an explosion of generosity.
215
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2122
nećete dobiti eksploziju darežljivosti.
08:35
More often, people are like,
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1421
Češće su ljudi u fazonu:
08:36
"Great! That person can do all our work."
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504583
2138
"Odlično! Ta osoba
će da mi radi sav posao."
će da mi radi sav posao."
08:39
So, effective hiring and screening
and team building
and team building
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507077
2746
Pa efikasno zapošljavanje
i proveravanje i ekipna izgradnja
i proveravanje i ekipna izgradnja
08:41
is not about bringing in the givers;
219
509847
2136
nisu o dovođenju davaoca;
08:44
it's about weeding out the takers.
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512007
2214
već se radi o iskorenjivanju uzimaoca.
08:47
If you can do that well,
221
515036
1151
Ako to dobro obavite,
08:48
you'll be left with givers and matchers.
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516211
1942
ostaće vam davaoci i odmeravaoci.
Davaoci će da budu darežljivi
08:50
The givers will be generous
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1365
08:51
because they don't have to worry
about the consequences.
about the consequences.
224
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2634
jer neće morati da brinu za posledice.
08:54
And the beauty of the matchers
is that they follow the norm.
is that they follow the norm.
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3113
A lepota odmeravaoca je da prate normu.
08:57
So how do you catch a taker
before it's too late?
before it's too late?
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2768
Pa, kako da uhvatite uzimaoca na vreme?
09:00
We're actually pretty bad
at figuring out who's a taker,
at figuring out who's a taker,
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2887
Zapravo smo prilično loši
u prepoznavanju uzimaoca,
u prepoznavanju uzimaoca,
09:03
especially on first impressions.
228
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1826
naročito kod prvih utisaka.
09:05
There's a personality trait
that throws us off.
that throws us off.
229
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2308
Ima jedna crta ličnosti koja nas zavara.
09:07
It's called agreeableness,
230
535838
1305
Naziva se prijatnošću,
09:09
one the major dimensions
of personality across cultures.
of personality across cultures.
231
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2621
to je jedna od glavnih dimenzija
ličnosti širom kultura.
ličnosti širom kultura.
09:11
Agreeable people are warm and friendly,
they're nice, they're polite.
they're nice, they're polite.
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539812
3485
Prijatni ljudi su topli i druželjubivi,
fini su i pristojni.
fini su i pristojni.
09:15
You find a lot of them in Canada --
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1791
Zateći ćete ih mnogo u Kanadi -
09:17
(Laughter)
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545136
1603
(Smeh)
09:18
Where there was actually
a national contest
a national contest
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3497
Gde je zapravo bio nacionalni konkurs
09:22
to come up with a new Canadian slogan
and fill in the blank,
and fill in the blank,
236
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3030
da se smisli novi kanadski slogan
i popuni praznina:
i popuni praznina:
09:25
"As Canadian as ..."
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1575
"Kanadski kao..."
09:26
I thought the winning entry
was going to be,
was going to be,
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2084
Mislio sam da će pobednički unos biti:
09:29
"As Canadian as maple syrup,"
or, "... ice hockey."
or, "... ice hockey."
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557045
2471
"Kanadski kao javorov sirup"
ili "... hokej na ledu".
ili "... hokej na ledu".
09:31
But no, Canadians voted
for their new national slogan to be --
for their new national slogan to be --
240
559540
2985
Ali ne, Kanađani su izglasali
da im novi slogan bude -
da im novi slogan bude -
09:34
I kid you not --
241
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1161
ne zezam vas -
09:35
"As Canadian as possible
under the circumstances."
under the circumstances."
242
563734
2431
"Kanadski koliko je to moguće
u datim okolnostima."
u datim okolnostima."
09:38
(Laughter)
243
566189
3213
(Smeh)
09:42
Now for those of you
who are highly agreeable,
who are highly agreeable,
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570020
2371
Vi, koji ste izuzetno prijatni
09:44
or maybe slightly Canadian,
245
572415
1393
ili malčice Kanađani,
09:45
you get this right away.
246
573832
1373
odmah ovo razumete.
09:47
How could I ever say I'm any one thing
247
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1817
Kako ikada mogu reći da sam nešto
09:49
when I'm constantly adapting
to try to please other people?
to try to please other people?
248
577070
2826
kad se stalno prilagođavam
kako bih ugodio drugima?
kako bih ugodio drugima?
09:52
Disagreeable people do less of it.
249
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1823
Neprijatni ljudi to ređe rade.
09:54
They're more critical,
skeptical, challenging,
skeptical, challenging,
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2937
Više su kritični, skeptični, zahtevni
09:57
and far more likely than their peers
to go to law school.
to go to law school.
251
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3054
i daleko skloniji od svojih vršnjaka
da pohađaju pravo.
da pohađaju pravo.
10:00
(Laughter)
252
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1143
(Smeh)
10:01
That's not a joke,
that's actually an empirical fact.
that's actually an empirical fact.
253
589453
2655
To nije šala,
to je zapravo empirijska činjenica.
to je zapravo empirijska činjenica.
10:04
(Laughter)
254
592132
1059
(Smeh)
Pa sam uvek preptostavljao
da su prijatni ljudi davaoci,
da su prijatni ljudi davaoci,
10:05
So I always assumed
that agreeable people were givers
that agreeable people were givers
255
593215
2549
10:07
and disagreeable people were takers.
256
595788
1947
a da su neprijatni ljudi uzimaoci.
10:09
But then I gathered the data,
257
597759
1430
No onda sam sakupio podatke
10:11
and I was stunned to find
no correlation between those traits,
no correlation between those traits,
258
599213
3113
i bio sam zatečen saznanjem
da ne postoji veza između ovih osobina
da ne postoji veza između ovih osobina
10:14
because it turns out
that agreeableness-disagreeableness
that agreeableness-disagreeableness
259
602350
2659
jer se ispostavlja
da je prijatnost-neprijatnost
da je prijatnost-neprijatnost
10:17
is your outer veneer:
260
605033
1163
vaša spoljna fasada:
10:18
How pleasant is it to interact with you?
261
606220
1941
koliko je prijatno interagovati s vama?
10:20
Whereas giving and taking
are more of your inner motives:
are more of your inner motives:
262
608185
2692
Dok su davanje i uzimanje
pre vaše unutrašnje motivacije:
pre vaše unutrašnje motivacije:
10:22
What are your values?
What are your intentions toward others?
What are your intentions toward others?
263
610901
2892
koje su vaše vrednosti?
Koje su vaše namere prema drugima?
Koje su vaše namere prema drugima?
Ako zaista želite
precizno da procenjujete ljude,
precizno da procenjujete ljude,
10:25
If you really want to judge
people accurately,
people accurately,
264
613817
2192
10:28
you have to get to the moment every
consultant in the room is waiting for,
consultant in the room is waiting for,
265
616033
3517
morate da stignete do trenutka
koji svaki savetnik iščekuje
koji svaki savetnik iščekuje
i nacrtate dva-sa-dva tabelu.
10:31
and draw a two-by-two.
266
619574
1165
10:32
(Laughter)
267
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2098
(Smeh)
10:37
The agreeable givers are easy to spot:
268
625648
2007
Prijatne davaoce je lako zapaziti:
10:39
they say yes to everything.
269
627679
2634
oni na sve kažu da.
10:43
The disagreeable takers
are also recognized quickly,
are also recognized quickly,
270
631740
2873
Neprijatne uzimaoce je takođe lako uočiti,
10:46
although you might call them
by a slightly different name.
by a slightly different name.
271
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3907
iako biste ih nazvali
malčice drugačijim imenom.
malčice drugačijim imenom.
10:50
(Laughter)
272
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1864
(Smeh)
10:53
We forget about the other
two combinations.
two combinations.
273
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2072
Zaboravljamo druge dve kombinacije.
10:55
There are disagreeable givers
in our organizations.
in our organizations.
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643924
3335
Postoje neprijatni davaoci
u našim organizacijama.
u našim organizacijama.
10:59
There are people who are gruff
and tough on the surface
and tough on the surface
275
647283
2641
Postoje ljudi
koji su osorni i grubi spolja,
koji su osorni i grubi spolja,
ali ispod površine
imaju tuđe interese u srcu.
imaju tuđe interese u srcu.
11:01
but underneath have
others' best interests at heart.
others' best interests at heart.
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649948
2538
Ili kako je to inženjer sročio:
11:05
Or as an engineer put it,
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11:06
"Oh, disagreeable givers --
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"Ah, neprijatni davaoci -
11:08
like somebody with a bad user interface
but a great operating system."
but a great operating system."
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kao neko lošeg korisničkog interfejsa,
ali sjajnog operativnog sistema."
ali sjajnog operativnog sistema."
11:12
(Laughter)
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(Smeh)
11:13
If that helps you.
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Ako vam to pomaže.
11:14
(Laughter)
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(Smeh)
11:16
Disagreeable givers are the most
undervalued people in our organizations,
undervalued people in our organizations,
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Neprijatni davaoci su najpotcenjeniji
ljudi u našim organizacijama
ljudi u našim organizacijama
11:19
because they're the ones
who give the critical feedback
who give the critical feedback
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jer oni pružaju
kritičke povratne informacije
kritičke povratne informacije
11:22
that no one wants to hear
but everyone needs to hear.
but everyone needs to hear.
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koje niko ne želi da čuje,
ali svako mora da ih čuje.
ali svako mora da ih čuje.
11:25
We need to do a much better job
valuing these people
valuing these people
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Moramo biti mnogo bolji
u cenjenju ovih ljudi
u cenjenju ovih ljudi
11:27
as opposed to writing them off early,
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nasuprot tome što ih rano otpisujemo
11:29
and saying, "Eh, kind of prickly,
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i govorimo: "Ah, nekako su drski,
11:31
must be a selfish taker."
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mora da su sebični uzimaoci."
11:33
The other combination we forget about
is the deadly one --
is the deadly one --
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Druga kombinacija,
koju zaboravljamo, je smrtonosna -
koju zaboravljamo, je smrtonosna -
11:36
the agreeable taker,
also known as the faker.
also known as the faker.
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prijatni uzimalac, poznat i kao folirant.
11:40
This is the person
who's nice to your face,
who's nice to your face,
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To je osoba koja je naoko fina,
11:42
and then will stab you right in the back.
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ali će vam zabosti nož u leđa.
11:44
(Laughter)
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(Smeh)
11:46
And my favorite way to catch
these people in the interview process
these people in the interview process
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A moj omiljeni način hvatanja
ovih ljudi tokom intervjua
ovih ljudi tokom intervjua
11:49
is to ask the question,
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je tako što ih pitam:
11:51
"Can you give me the names of four people
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"Možete li da imenujete četvoro ljudi
11:53
whose careers you have
fundamentally improved?"
fundamentally improved?"
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čije ste karijere temeljno unapredili?"
11:56
The takers will give you four names,
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Uzimaoci će da vam daju četiri imena,
11:58
and they will all be more
influential than them,
influential than them,
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i to će da budu uticajniji ljudi od njih
12:01
because takers are great at kissing up
and then kicking down.
and then kicking down.
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jer su davaoci dobri u ulizivanju,
a potom u srozavanju.
a potom u srozavanju.
12:04
Givers are more likely to name people
who are below them in a hierarchy,
who are below them in a hierarchy,
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Davaoci će pre da imenuju ljude
koji su hijerarhijski niže od njih,
koji su hijerarhijski niže od njih,
12:08
who don't have as much power,
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koji nemaju jednaku moć,
12:09
who can do them no good.
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koji im ne mogu pomoći.
12:11
And let's face it, you all know
you can learn a lot about character
you can learn a lot about character
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I da se ne lažemo, svi znate
da možete da saznate mnogo o karakteru
da možete da saznate mnogo o karakteru
posmatrajući kako se neko
odnosi prema konobaru u restoranu
odnosi prema konobaru u restoranu
12:14
by watching how someone
treats their restaurant server
treats their restaurant server
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12:17
or their Uber driver.
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ili prema svom taksisti.
12:19
So if we do all this well,
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Ako sve dobro odradimo,
ako uspemo da iskorenimo
uzimaoce iz organizacija,
uzimaoce iz organizacija,
12:20
if we can weed takers
out of organizations,
out of organizations,
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12:22
if we can make it safe to ask for help,
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ako obezbedimo traženje pomoći,
ako uspemo da zaštitimo
davaoce od razočaranja
davaoce od razočaranja
12:24
if we can protect givers from burnout
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12:26
and make it OK for them to be ambitious
in pursuing their own goals
in pursuing their own goals
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i omogućimo im da budu ambiciozni
u ostvarivanju ciljeva
u ostvarivanju ciljeva
12:29
as well as trying to help other people,
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kao i u pomaganju drugim ljudima,
12:32
we can actually change the way
that people define success.
that people define success.
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zapravo možemo da promenimo
to kako ljudi određuju uspeh.
to kako ljudi određuju uspeh.
12:35
Instead of saying it's all about
winning a competition,
winning a competition,
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Umesto da tvrdimo da se sve svodi
na pobedu na takmičenju,
na pobedu na takmičenju,
12:38
people will realize success
is really more about contribution.
is really more about contribution.
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ljudi će da shvate da se kod uspeha
više radi o doprinosu.
više radi o doprinosu.
12:42
I believe that the most
meaningful way to succeed
meaningful way to succeed
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Verujem da je najsmisleniji način uspeha
12:45
is to help other people succeed.
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pomaganje drugima da uspeju.
12:47
And if we can spread that belief,
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Ako uspemo da raširimo to uverenje,
12:48
we can actually turn paranoia upside down.
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zapravo ćemo
preokrenuti paranoju naglavačke.
preokrenuti paranoju naglavačke.
12:51
There's a name for that.
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Postoji naziv za to.
12:52
It's called "pronoia."
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Naziva se "pronoia".
12:55
Pronoia is the delusional belief
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Pronoia je pogrešno verovanje
12:56
that other people
are plotting your well-being.
are plotting your well-being.
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da su se drugi ljudi
urotili zarad vaše dobrobiti.
urotili zarad vaše dobrobiti.
12:59
(Laughter)
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(Smeh)
13:02
That they're going around behind your back
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Da vam idu iza leđa
13:05
and saying exceptionally
glowing things about you.
glowing things about you.
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i govore izvanredno
blistave stvari o vama.
blistave stvari o vama.
13:09
The great thing about a culture of givers
is that's not a delusion --
is that's not a delusion --
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Sjajno kod kulture davaoca
je da to nije obmana -
je da to nije obmana -
13:13
it's reality.
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već stvarnost.
13:15
I want to live in a world
where givers succeed,
where givers succeed,
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Želim da živim u svetu
u kom davaoci uspevaju
u kom davaoci uspevaju
i nadam se da ćete mi pomoći
da stvorimo taj svet.
da stvorimo taj svet.
13:18
and I hope you will help me
create that world.
create that world.
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13:20
Thank you.
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Hvala vam.
13:21
(Applause)
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(Aplauz)
ABOUT THE SPEAKER
Adam Grant - Organizational psychologistAfter years of studying the dynamics of success and productivity in the workplace, Adam Grant discovered a powerful and often overlooked motivator: helping others.
Why you should listen
In his groundbreaking book Give and Take, top-rated Wharton professor Adam Grant upended decades of conventional motivational thinking with the thesis that giving unselfishly to colleagues or clients can lead to one’s own long-term success. Grant’s research has led hundreds of advice seekers (and HR departments) to his doorstep, and it’s changing the way leaders view their workforces.
Grant's book Originals: How Non-Conformists Move the World examines how unconventional thinkers overturn the status quo and champion game-changing ideas.
Grant is the host of the TED original podcast WorkLife, taking us inside unconventional workplaces to explore the ideas we can all use to make work more meaningful and creative.
Adam Grant | Speaker | TED.com