A LEADER’S GUIDE TO WHY PEOPLE BEHAVE THE WAY THEY DO

8/18/2019 A LEADER’S GUIDE TO WHY PEOPLE BEHAVE THE WAY THEY DO

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A LEADER’S GUIDE TO WHY PEOPLE

BEHAVE THE WAY THEY DO

Effective leaders uderstad !"# t"e $e%$le

t"e# are tr#i& t% ifluece 'e"ave t"e !a#

t"e# d%( effective leaders’ )etal )%dels %f

leaders"i$ &% 'e#%d &ivi& %rders adassu)i& c%)$liace f%r )%etar# re!ards*

The Beginnings

W"e !e are '%r( !e 'e&i a t"ree t% si+

)%t"s $r%cess %f 'ec%)i& si)$l#( a!are %f

%ur idividualit#( t"at !e are se$arate( t"at !e

are % l%&er t%tall# ecased i t"e idetit# %f

a%t"er "u)a 'ei&* De$edi& % %ur

devel%$i& $ers%alit# ad its "%lis) !e ted

t% devel%$ strate&ies t% iflueci& %t"ers*

Solidifying the Tendencies

Leaders )ust ta,e it% acc%ut all %f t"islevels %f si)ilarit# ad dissi)ilarit#( !"et"er

%e is %$ei& a e! $lat %verseas %r tr#i&

t% )%tivate a uder$erf%r)i& e)$l%#ee t%

d% 'etter*

-e)es. are t"e ideas ad 'eliefs t"at $e%$le

devel%$ ad $ass % t% %t"ers %ver ti)e*

Motivation

T"e vailla leader’s vie! %f )%tivati%

&eerall# icludes t!% ideas/re!ards ad

$uis")ets*

The Rational-Emotive Model

T"e REB )%del icludes several ele)ets.

evets ad %ur $erce$ti%s %f t"e)( values ad

assu)$ti%s !e "ave a'%ut t"e !a# t"e !%rld

0s"%uld0 'e( c%clusi% %r 1ud&)et a'%ut t"e

$reset situati%( feeli& ad 'e"avi%r*

Events

T% $ara$"rase t"e c%))% street )e)e(

0t"i&s "a$$e*0 $e%$le s$ea, t% us* %r d%2t*

d%%rs %$e* %r cl%se*

Perception and Observationsa %'servati%s( as !e use it "ere )eas

si)$l# !"at !%uld 'e visi'le t% a

i)$ers%al( ue)%ti%al ca)era2s e#e* a

%'servati% is a descri$ti% as %$$%sed t% a

1ud&)et*

VABEs

!"e !e %'serve s%)et"i&( !e i))ediatel#

c%)$are t"at evet !it" %ur $ers%al set %f

Values( Assu)$ti%s( Beliefs( adE+$ectati%s 3VABEs4 a'%ut t"e !a# t"e

!%rld s"%uld 'e* if t"ere is a &a$ 'et!ee

!"at !e %'serve ad !"at !e e+ce$t( !e "ave

a $r%'le)* if t"ere is % &a$( t"i&s are as t"e#

s"%uld 'e %r t"e !a# %t"er $e%$le s"%uld

'e"ave*

Eternal !oncl"sions

t"e ,e# t% uderstadi& !"# $e%$le 'e"ave

t"e !a# t"e d% is i t"e c%)$aris% %f !"at

t"e# see ad !"at t"e# 'elieve %u&"t t% 'e( t"e

c%)$aris% 'et!ee %e2s $erce$ti%s ad%e2s VABEs* it is %t evets t"at ta,e $lace

ar%ud us t"at deter)ie !"at !e d%5 rat"er( it

is t"e c%)$aris% !e )a,e 'et!ee !"at t"at

$lace ar%ud us ad %ur $ers%al( 'asic

assu)$ti%s a'%ut !"at %u&"t t% 'e ta,i&

$lace t"at )%tivates %ur activit#*

#nternal !oncl"sions

"u)a als% "ave t"e ca$acit# t% %'serve ad

1ud&e t"e)selves* !e ca call t"e %'servati%s

!e )a,e a'%ut %urselves %ur self/i)a&e* !e

)a,e self/1ud&)et %r c%clusi% '#

c%)$ari& !"at !e 'elieve !e s"%uld 'e !it"

!"at t"e see %urselves d%i&( t"at !e are &%%d

fat"ers( &%%d &%lfers( $%%r driver( terri'le

$%ets ad s% %* t"e c%clusi% ca affect %ur

'e"avi%r % a u)'er !a#s*

$eelings

W"et"er %ur c%clusi% are iteral %r

e+teral t"e# ted t% &eerate e)%ti%s*

Behavior

'e"avi%r is a%t"er result %f t"e c%)$aris%!e )a,e 'et!ee evets ad %ur VABEs*

'e"avi%r is as !e2re usi& it "ere si)$le !"at

$e%$le sa# ad d%* it is t"at !"ic" !e %r a

ca)era ca %'serve*

-A6AGI6G O6ESEL7

8%! !"at #%u are &%%d at* a $ers% ca

$erf%r) %l# fr%) stre&t"s* %e ca%t 'uild

$erf%r)ace % !ea,esses( let al%e

s%)et"i& %ce ca%t d% at all*

7eed'ac, Aal#sis.

• 7eed'ac, aal#sis is t"e %l# !a# t%idetif# #%ur stre&t"s

• Write d%! e+$ected %utc%)e f%r #%ur

,e# decisi%s ad acti%s* 9 t% :; )%t"s

later( c%)$are t"e) !it" t"e results*

• Acti% $la.

o Put #%urself !"ere #%ur stre&t"s ca

$r%duce results

o W%r, t% i)$r%ve #%ur stre&t"s



o Av%id itellectual arr%&ace( ac<uire

s,ills as re<uired

o Re)ed# 'ad "a'its( "ave % lac, %f

)aers

o 8%! !"at %t t% d%( idetif#

ic%)$etece areas ad av%id t"e)

D% %t tr# t% c"a&e #%urself 3t%% )uc"4istead( !%r, "arder t% i)$r%ve t"e !a# #%u

$erf%r)* T"e )irr%r test. et"ics re<uire t"at #%u

as, #%urself( 0!"at ,id %f $ers% d% I !at t%see i t"e )irr%r i t"e )%ri&=0

Pers%al value s#ste) s"%uld 'e c%)$ati'le

!it" t"at %f t"e %r&ai>ati%2s* t"e t#$ical

c%flicts t% av%id are.

• %r&ai>ati%2s c%))it)et t% e! vs* %ld

e)$l%#ees

• icre)etal i)$r%ve)ets %r ris,#

'rea,t"r%u&"s• e)$"asis % s"%rt ter) result vs* l%& ter)

&%als

• <ualit# vs* <uatit# ad &r%!t" vs*

susteaceI %t"er !%rds( values are( ad s"%uld 'e( t"e

ulti)ate test f%r #%ur c%)$ a'ilit# !it" a

%r&ai>ati%* -at"e)aticias( )usicia adc%%,s are usuall# )at"e)aticias( )usicia ad

c%%,s '# t"e ti)e t"e# are f%ur %r five #ears

%ld* Hi&"l# &ifted $e%$le )ust reali>e earl#

!"ere d% t"e# 'el%&( %r rat"er !"ere d% t"e#%t 'el%&*

Successful careers are %t $laed

• Successful careers devel%$ !"e $e%$le are

$re$ared f%r %$$%rtuities 'ecause t"e#

,%! t"eir stre&t" t"eir )et"%d %f !%r,

ad t"eir values

• 8%!i& !"ere %e 'el%&s ca trasf%r)

ad %rdiar# $ers%( "ard!%r,i& ad

c%)$etet 'ut %t"er!ise )edi%cre it% a

%utstadi& $erf%r)er*

A ,%!led&e !%r,er2s <uest % c%tri'uti%

iv%lves.

• W"at d%es t"e situati% re<uire=

• Give )# stre&t"s( )et"%ds( ad values(

!"at is 02t"e0 &reat c%tri'uti% t% !"at

eeds t% 'e d%e=

• W"at results "ave t% 'e ac"ieved t% )a,edifferece=It is rarel# $%ssi'le t% l%%, t%% far a"ead( :?

)%t"s s"%uld 'e $laed t%.

• Ac"ieve )eai&ful results ad )a,e a

differece

• Set stretc"ed ad difficult &%als t"at are

reac"a'le

• Gai visi'le ad )easura'le %utc%)e

Defie c%urse %f acti%( !"at t% d%( !"ere ad"%! t% start( ad !"at &%als( %'1ectives ad

deadlies t% set* B%sses are eit"er t"e 2title2 %t"e Or& c"art %r t"e 2fucti%2 t% ada$t t% !"at)a,es t"e '%ss )%re effective is t"e secret %f

2)aa&i& t"e '%ss2* Ta,i& t"e res$%si'ilit# %f

c%))uicati& "%! #%u $erf%r) reduces

$ers%alit# c%flicts* Or&ai>ati%s are 'uilt %trust 'et!ee $e%$le( %t ecessaril# )eai&

t"at t"e# li,e eac" %t"er( 'ut t"at t"e#

uderstad %e a%t"er*I t"e ,%!led&e idustr#

• -%stl#( success is at 'est a a'sece %f

failure

• 8%!led&e !%r,ers %utlive t"e

%r&ai>ati%s

• 8%!led&e !%r,ers are )%'ile( ad )a#

%t sta# $ut

• T"e eed t% )aa&e %eself is t"eref%re

creati& a rev%luti% i "u)a affairs*

-aa&i& %eself re<uired e! ad

u$recedeted t"i&s fr%) t"e idividual t% t"e

$%it !"ere eac" ,%!led&e !%r,i& t"i,s

ad 'e"aves li,e a @EO*WHAT -A8ES A LEADER

Daiel G%le)a %$es "is article !it" a <uic, referece a'%ut a leader !"% fails ad a leader !"%s%ars !"e &ive si)ilar %$$%rtuities* W"at deter)ies !"% "as t"e ri&"t stuff t% 'e a trul# &reat

leader=

G%le)a 'elieves eac" leaders"i$ situati% is t% 'e studied as ui<ue 'ut %e c%))% t"read isudeia'leCa "i&" level %f e)%ti%al itelli&ece*



As su))ari>ed i t"e article( !"at disti&uis"es &reat leaders fr%) )erel# &%%d %es is e)%ti%al

itelli&ece 3EI4( a &r%u$ %f five s,ills t"at ea'le t"e 'est leaders t% )a+i)i>e t"eir %! ad t"eir

f%ll%!ers2 $erf%r)ace* T"e EI s,ills are.

• Self-a%areness / ,%!i& %e2s stre&t"s( !ea,esses( drives( values( ad i)$act % %t"ers

• Self-reg"lation / c%tr%lli& %r redirecti& disru$tive i)$ulses ad )%%ds

• Motivation / relis"i& ac"ieve)et f%r its %! sa,e

• Empathy / uderstadi& %t"er $e%$le2s e)%ti%al )a,eu$• Social s&ill / 'uildi& ra$$%rt !it" %t"ers t% )%ve t"e) i desired directi%s*

Dr* G%le)a %tes t"at !e are eac" '%r !it" certai levels %f EI s,ills( 'ut !e ca stre&t"e t"esea'ilities t"r%u&" $ersistece( $ractice( ad feed'ac, fr%) c%llea&ues %r c%ac"es*

U6DERSTA6DI6G @O--U6I@ATIO6 I6 O6E/O6/O6E RELATIO6SHIP

Ever#%e "as e+$erieced iter$ers%al c%flicts ad )isuderstadi&s i '%t" t"eir $ers%al ad

$r%fessi%al lives* S% $ervasive is t"is $"e%)e% t"at it ta,es u$ a dis$r%$%rti%atel# lar&e a)%ut

%f s$ace i t"e literature !ritte f%r ad '# )aa&ers* Ideed( t"e e+$ressi% 0c%))uicati% $r%'le)0is %! used s% c%))%l# t"at it is %fte a$$lied t% 1ust a'%ut a# difficult# t"at e+ists 'et!ee t!%

$e%$le( !"et"er %r %t a c%))uicati% $r%'le) actuall# e+ists* 6%t all iter$ers%al $r%'le)s %r

c%flicts are c%))uicati% $r%'le)s* T!% )aa&ers )a# "ave difficult# !%r,i& !it" eac" %t"er f%r )a# differet reas%s* T"e# )a# uderstad eac" %t"er e+tre)el# !ell 3ad t"eref%re %t "ave a

c%))uicati% $r%'le)45 "%!ever( %e )a# %t act as t"e %t"er !is"es*

'Effective' !omm"nication vers"s '(ood' !omm"nication

T"e )a1%r c%))% c%cer is !it" effective c%))uicati%* Ad it is a suita'le c%cer f%r $e%$le i)aa&e)et !"% are c%statl# tr#i& t% use c%))uicati% t% %'tai s$ecific results* W"e a

c%))uicati% d%es %'tai t"e iteded %utc%)es( it ca 'e $r%$erl# called 0effective*0 But effective

c%))uicati% re<uires i )%st istaces 0&%%d0 c%))uicati%( !"ic" )eas t"at $art# B "asuderst%%d a c%ce$t t"at $art# A !is"ed t% c%ve# t% B* G%%d c%))uicati% is a $rere<uisite 'ut

d%es %t isure effective c%))uicati%* I $ractice it is %t eas# t% se$arate t"e c%))uicati%

$r%cess itself fr%) %t"er $r%cesses iv%lved i effective c%))uicati%* But t"e c%))uicat%r s"%uld 'e alert t% t"is disticti%*

A !ase of Mis"nderstanding



A )isuderstadi& "ad ta,e $lace( t"e r%%ts %f !"ic" !e ca%t uderstad !it"%ut &etti& a 'etter

sese %f !"at Steve e+$erieced 'ef%re ad duri& "is deali&s !it" T%)* T% 'e&i !it"( Steve "ad %

seri%us iteti% %f )%vi& t% a%t"er c%)$a# util after t"e )e)% fr%) T%) arrived* O t"e

c%trar#( "e "ad 'ee ver# satisfied !it" "is career i t"e c%)$a#* He "ad e1%#ed "is !%r, ad "adreceived t!% $r%)%ti%s !it"i t"ree #ears*

W"ile T%) sa! t"e trasfer as a rec%&iti% %f Steve2s $erf%r)ace( Steve sa! it as a si& t"at "is $ast

$erf%r)ace !as %t &%%d e%u&"* Steve "ad reas%s % !"ic" t% 'ase t"is su$$%siti%* He "adacce$ted "is $r%)%ti%s ad T%)2s $raise as clear si&s %f a$$r%val 'ut %! !%dered if T%) "ad 'ee

less satisfied t"a "e "ad see)ed* T"e t"%u&"t t"at t"is )i&"t "ave 'ee t"e case a&ered "i)( sice

eit"er T%) %r "is area )aa&er "ad &ive "i) a# idicati% t"e# !ere u"a$$# !it" "is results*

)nderstanding the Mis"nderstanding

T% dia&%se ad $revet )isc%))uicati%s %f t"e t#$e 1ust descri'ed( !e eed s%)e )eas %f

uderstadi& !"at eac" $ers% e+$erieces duri& a e+c"a&e ad !"# eac" $ers% e+$erieces itdifferetl#* A relativel# si)$le 'ut effective !a# %f d%i& t"is is t% use a fra)e!%r, t"at descri'es

e+$erieci& i ter)s %f assu)$ti%s( $erce$ti%s( ad feeli&s* Assumptions are defied as t"e values(

attitudes( ad 'eliefs t"at a $ers% "as a'%ut "%! t"i&s 0%u&"t0 t% 'e i a &ive situati%* T"e 0%u&"t0

%f t"ese assu)$ti%s s"%uld 'e stressed 'ecause t#$icall# t"e assu)$ti%s t"at are at t"e r%%t %f )isuderstadi&s "ave '%t" a imperatives ad normative di)esi% t% t"e)* T"e# are seld%)

eutral %r value/free i ature*

B# perceptions !e )ea !"at t"e $ers% actuall# sees( "ears( %r %t"er!ise seses as ta,i& $lace i asituati% 3as c%)$ared !it" !"at "e %r s"e t"i,s %u&"t t% 'e %ccurri&4* Diss%ace results !"e a

$ers%2s $erce$ti%s are i c%flict !it" "is %r "er assu)$ti%s* Feelings are t"e e)%tive ad affective

res$%ses %f a $ers% i reacti% t% a &ive situati%5 t"e# are t"e e)%ti%s t"at are tri&&ered '# !"at a $ers% sees ta,i& $lace*

BUILDI6G E77E@TIVE O6/O6/O6E RELATIO6SHIP

Readi& t"e article it see)s t"at res%lvi& a c%flict i %e t% %e !%r, relati%s"i$ is %t t"at difficult(

1ust eed t% a$$l# s%)e si)$le <uesti%s t% i<uire %t"er’s vie!( "%!ever I 'elieve it eeds a !"%lelife leari& ti)e t% )aster it* 8%!i& %ur %! stre&t" %r !ea,ess c%uld "el$ us t% uderstad %ur

tedec# i %e t% %e !%r, relati%s"i$5 are !e eas# t% &% it% c%flict %r )%re it% c%flict av%idace

'e"avi%r As #%u advace i #%ur careers( e+cellet tec"ical c%)$etecies !ill %t 'e e%u&"* Y%ur success !ill

'e )%re ad )%re % #%ur "u)a c%)$etecies #%ur a'ilit# t% d% t"e i)$%rtat iter$ers%al !%r,

%f devel%$i& effective !%r, relati%s"i$ !it" ,e# idividuals* T"e <ualit# %f a )aa&er’s !%r, relati%s"i$ are es$eciall# critical at t"e u$$er fucti%al ad &eeral )aa&e)et levels* Bel%! are

,e# $%its fr%) t"e readi&.

:* Our reas%i& !it" re&ard t% iter$ers%al )atters s"%uld 'e as aal#tical( strate&ic( ad as data/drive as a# %t"er )aa&e)et disci$lie

;* Effective )aa&ers )ust ,%! "%! t% 'uild relati%s"i$( 'ased % )utual e+$ectati%s( trust( ad

ifluece( !it" t"e c%)$le+ et!%r, %f $e%$le %f !"%) t"e# are iterde$edet

* Alt"%u&" it is easier t% devel%$ relati%s"i$ !it" t"%se !"% s"are t"e sa)e 'ac,&r%ud( values(iterest( %r !%r,i& st#le( as a )aa&er #%u )ust 'e a'le t% dia&%se $%tetial 'arriers t%

esta'lis"i& )utuall# 'eeficial relati%s"i$ !it" differet idividuals( ad fid a 'asis u$% !"ic"

t% 'uild )%re effective relati%s"i$F* T"e de&ree %f relati%s"i$ ca 'e )easured 'ased % .

:4 -utual e+$ectati%s a'%ut $erf%r)ace( &%als ad $ri%rities

;4 -utual trust t"at devel%$s i a relati%s"i$4 -utuall# ifluece eac" %t"er 'e#%d !"at is acc%rded t% t"e) '# virtue %f t"eir r%les

* Effective relati%s"i$ is %e t"at )utual e+$ectati%s( trust ad ifluece &r%! %verti)e ad

'ec%)e )%re c%crete( tested ad &r%uded





$arad%+es )ust 'e uderst%%d( acce$ted( ad

as )uc" as $%ssi'le( 'alaced*0

E)'race idividual differeces ad c%llective

idetit# ad &%als* T"e first $arad%+ is t"eeed t% e)'race idividual differeces ad

$ursue a c%llective idetit# ad &%als* As

discussed earlier( tea) effectiveess usuall#

de)ads a )i+ %f diverse idividuals* 7%r t"e

tea) t% 'eefit fr%) t"e diversit#( t"e tea) "as

t% "ave a $r%cess t"at all%!s f%r t"e differetv%ices/$ers$ectives( $ri%rities( st#les/t% 'e

e+$ressed ad "eard*

-A6AGI6G -ULTI@ULTURAL TEA-S

-ulticultural tea)s %fte &eerate frustrati&

)aa&e)et dile))as* @ultural differeces

ca create su'statial %'stacles t% effective

tea)!%r,C'ut t"ese )a# 'e su'tle ad

difficult t% rec%&i>e util si&ificat da)a&e

"as alread# 'ee d%e* T"e c"alle&e i

)aa&i& )ulticultural tea)s effectivel# is t%

rec%&i>e uderl#i& cultural causes %f c%flict(

ad t% itervee i !a#s t"at '%t" &et t"e tea) 'ac, % trac, ad e)$%!er its )e)'ers t% deal

!it" future c"alle&es t"e)selves* T"e &%%d

e!s is t"at cultural c"alle&es are )aa&ea'le

if )aa&ers ad tea) )e)'ers c"%%se t"e ri&"t

strate&# ad av%id i)$%si& si&le/culture/

'ased a$$r%ac"es % )ulticultural situati%s*

The !hallenges

Pe%$le ted t% assu)e t"at c"alle&es %)ulticultural tea)s arise fr%) differi& st#les

%f c%))uicati%* But t"is is %l# %e %f t"e

f%ur cate&%ries t"at ca create 'arriers t% a

tea)’s ulti)ate success* T"ese cate&%ries are

direct versus idirect c%))uicati%5 tr%u'le

!it" accets ad fluec#5 differi& attitudes

t%!ard "ierarc"# ad aut"%rit#5 ad c%flicti&

%r)s f%r decisi% )a,i&*

1irect vers"s indirect comm"nication

I cr%ss/cultural e&%tiati%s( t"e %/

Westerer ca uderstad t"e direct

c%))uicati%s %f t"e Westerer( 'ut t"e

Westerer "as difficult# uderstadi& t"e

idirect c%))uicati%s %f t"e %/Westerer*

T"e differeces 'et!ee direct ad idirect

c%))uicati% ca cause seri%us da)a&e t%relati%s"i$s !"e tea) $r%1ects ru it%

$r%'le)s* @%))uicati% c"alle&es create

'arriers t% effective tea)!%r, '# reduci&

if%r)ati% s"ari&( creati& iter$ers%al

c%flict( %r '%t"* I Ja$a( a t#$ical res$%se t%

direct c%fr%tati% is t% is%late t"e %r)

vi%lat%r*

Tro"ble %ith accents and fl"ency

Alt"%u&" t"e la&ua&e %f iterati%al 'usiess

is E&lis"( )isuderstadi&s %r dee$

frustrati% )a# %ccur 'ecause %f %ative

s$ea,ers’ accets( lac, %f fluec#( %r $r%'le)s

!it" traslati% %r usa&e* T"ese )a# als%

ifluece $erce$ti%s %f status %r c%)$etece*

6% fluet tea) )e)'ers )a# !ell 'e t"e )%st

e+$ert % t"e tea)( 'ut t"eir difficult#

c%))uicati& ,%!led&e )a,es it "ard f%r

t"e tea) t% rec%&i>e ad utili>e t"eir e+$ertise*If tea))ates 'ec%)e frustrated %r i)$atiet

!it" a lac, %f fluec#( iter$ers%al c%flicts

ca arise* 6%ative s$ea,ers )a# 'ec%)e less

)%tivated t% c%tri'ute( %r a+i%us a'%ut t"eir

$erf%r)ace evaluati%s ad future career

$r%s$ects*

1iffering attit"des to%ard hierarchy and

a"thority

A c"alle&e i"eret i )ulticultural tea)!%r,

is t"at '# desi&( tea)s "ave a rat"er flat

structure* But tea) )e)'ers fr%) s%)e

cultures( i !"ic" $e%$le are treated differetl#

acc%rdi& t% t"eir status i a %r&ai>ati%( are

uc%)f%rta'le % flat tea)s*





t%!ard #%u( #%ur idea( %r #%ur $r%duct* Pe%$le eed %t %l# t% li,e #%u 'ut t% feel c%))itted t% !"at

#%u !at t"e) t% d%*

The principle of a"thority

Pe%$le defer t% e+$erts( e+ecutive s"%uld esta'lis" t"eir %! e+$ertise 'ef%re t"e# atte)$t t% e+ertifluece*

The principle of scarcity

Pe%$le !at )%re %f !"at t"e# ca "ave less %f( stud# said t"at ite) ad %$$%rtuit# are )%re valua'leif t"e# 'ec%)e less availa'le* T"e $%!er %f e+clusivit# is ver# effective t% raise ite) %r if%r)ati%

value( eve dull if%r)ati% !it" t"e t%uc" %f e+clusivit# ca 'e ver# s$ecial*

P"tting it all together

T"e rules %f et"ic a$$l# t% t"e sciece %f s%cial ifluece 1ust as t"e# d% t% a# %t"er tec"%l%&#* T"e

c%))it)ets ever felt v%lutar#( s% t"e de$art)et "eads ever f%ll%!ed t"r%u&"( ad as a result t"e

vice $residet iitiatives all 'le! u$ %r $etered %ut*

THE USES A6D ABUSES O7 I67LUE6@E

T"e a'ilit# t% $ersuade %t"ers t% c%tri'ute t% #%ur eff%rts is a ,e# s,ill f%r )aa&ers( f%r tea)

)e)'ers ad f%r a#%e !"% !ats t% elevate t"e $r%'a'ilit# %f success* Researc" $reseted i t"eHarvard Busiess Revie! '# leadi& s%cial scietist ad t"e aut"%r %f Ifluece( R%'ert @ialdii( "as

f%ud t"at $ersuasi% !%r,s '# a$$eali& t% certai dee$l# r%%ted "u)a res$%ses* Si+ %f t"e

res$%ses iclude.

:* Li,i&* If $e%$le li,e #%u 'ecause t"e# sese t"at #%u li,e t"e)( %r 'ecause %f t"i&s #%u "ave

i c%))% t"e#’re )%re a$t t% sa# #es t% #%u*

;* Reci$r%cit#* Pe%$le ted t% retur fav%rs* If #%u "el$ $e%$le( t"e#’ll "el$ #%u* If #%u 'e"ave

3c%%$erativel#4( t"e#’ll res$%d i ,id*

* S%cial Pr%%f* Pe%$le !ill d% t"i&s t"e# see %t"er $e%$le d%i& es$eciall# if t"%se $e%$le see)

si)ilar t% t"e)*

F* @%))it)et ad c%sistec#* Pe%$le !at t% 'e c%sistet( %r at least t% a$$ear t% 'e* If t"e#

)a,e a $u'lic( v%lutar# c%))it)et( t"e#’ll tr# t% f%ll%! t"r%u&"*

* Aut"%rit#* Pe%$le defer t% e+$erts ad t% t"%se i $%siti%s %f aut"%rit# 3ad t#$icall#

uderesti)ate t"eir tedec# t% d% s%4*

* Scarcit#* Pe%$le value t"i&s )%re if t"e# $erceive t"e) t% 'e scarce*

I67LUE6@E WITHOUT AUTHORITY

W"et"er s%)e%e is a'%ve #%u %r 'el%! #%u it"e c%r$%rate "ierarc"#( #%u %fte eed t%

)%tivate t"e) t% &et !%r, d%e* Eve if #%u2re

t"e t%$ $ers%( 1ust %rderi& s%)e%e t% d%

s%)et"i& !%2t ecessaril# !%r,( as a# @EO

!it" a visi% f%r )a1%r c"a&e ca attest*At t"e "eart %f e+erti& ifluece are t"ese si+

,e# c%ce$ts.

:* Ifluece is a'%ut trades( e+c"a&i&

s%)et"i& %f value f%r !"at #%u !at*



;* Relati%s"i$s )atter5 t"e )%re &%%d %es

#%u "ave( t"e &reater t"e %dds %f fidi&

s%)e%e #%u ca trade !it"*

* Ifluece re<uires t"at #%u ,%! !"at#%u2re d%i&( "ave reas%a'le $las( ad are

c%)$etet e%u&" f%r t"e tas, at "ad*

F* T% 'e effective( #%u "ave t% use ifluecef%r t"e ulti)ate &%%d %f t"e %r&ai>ati%(

%t 1ust f%r #%urself*

* T"e 'i&&est difficult# !it" "avi& ifluece%fte resides !it" #%u*

* We are all $%tetiall# )%re ifluetial t"a

!e t"i, !e are*

Y%u ca lear "%! t% 'e )%re effective '#

devel%$i& true ifluece %ver t"e $e%$le !it"

!"%) #%u !%r,* I t"is su))ar#( !e !ille+$l%re t"e f%ll%!i& t%$ics.

• 7irst( !e !ill %utlie t"e c%re ifluece

)%del( icludi& idetif#i& #%ur allies(

clarif#i& #%ur &%als( ad fidi& t"etrade%ffs t"at ca "el$ #%u reac" t"%se

&%als*

• Sec%d( !e !ill ta,e #%u t"r%u&" eac" %f

t"e sta&es %f t"e ifluece )%del( fr%)

leari& !"at #%u "ave t"at2s !%rt" tradi&(

t% !"at $%tetial allies value f%r tradi& $ur$%ses( t% 'uildi& effective relati%s"i$s(

ad )a,i& )utuall# $r%fita'le trades*

• T"ird( !e2ll e+a)ie "%! #%u ca a$$l# t"e

ifluece )%del t% fa)iliar situati%s* 7iall#( t"ere are five )a1%r tra$s t% av%id !"e

)a,i& trades* T"e# are.

• 7ailure t% d% #%ur "%)e!%r, % !"at t"e

%t"er $ers% cares a'%ut*

• 7ailure t% let &% %f #%ur $revi%us aal#sis it"e face %f e! evidece i real ti)e*

• Bluffi& fr%) a l%! $%!er $%siti%*

• Bei& s% afraid %f e&ative reacti%s t"at

#%u d%2t use all $%ssi'le e+c"a&e t%%ls*

• G%i& all/%ut t% !i at t"e e+$ese %f t"e

relati%s"i$*T"ere are t"ree cetral $rici$les t% f%ll%! i

iflueci& #%ur '%ss( % )atter !"at

currecies are at #%ur dis$%sal %r !"at #%ur '%ss2s $ers%al st#le.

• 7irst( s"%! #%ur '%ss t"at it is i "is iterest

t% c"a&e "is 'e"avi%r*

• Sec%d( s"%! #%ur '%ss t"at it is i "is

iterest f%r #%u t% 'e successful ad

satisfied( 'ecause t"is !ill &et t"e 'est !%r,

%ut %f #%u*

• T"ird( deliver #%ur $referece i a st#le t"at

is c%)$ati'le !it" #%ur '%ss2s st#le*

W"atever t"e &r%u$( ad !"atever its culture

ad la&ua&e( "ere are si+ ,e# $%its t%

c%sider !"e tr#i& t% ifluece t"e).• 7irst( treat t"e) as if t"e# !ere cust%)ers*

• Sec%d( ta,e t"e &r%u$2s $%it %f vie!( %t

#%ur %!*

• T"ird( av%id stere%t#$i&*

• 7%urt"( d%2t 'e afraid t% air c%flicts ad

%! u$ t% t"e $art #%ur &r%u$ )a# "ave

$la#ed i t"e)*

• 7ift"( 'ef%re 'e&ii&( deter)ie t"e

)ii)u) c%%$erati% #%u !ill eed t%

ac"ieve #%ur &%als( ad t"e $%tetial

'eefits fr%) full c%lla'%rati%*• Si+t"( d%2t let failure disc%ura&e #%u

POWER DY6A-I@S I6 ORGA6IKATIO6S

*hat is Po%er+

P%!er defie as t"e $%tetial %f a idividual 3%r &r%u$4 t% ifluece a%t"er idividual %r &r%u$* Is

ieffective f%r t"e idividual= Is it effective f%r t"e %r&ai>ati%= Is it et"ical= T"ese are t"ree <uesti%s

as iterrelated criteria t"at !e s"%uld a$$l# i evaluati& a idividual2s e+ercise %f $%!er ad



ifluece* I as!eri& t"%se <uesti%s( '%t" t"e s"%rt/ ad l%&/ter) c%se<ueces %f a idividual2s

acti%s s"%uld 'e assessed*

Organi2ations as Political Entities

P%litical c%flict %ver scarce %r ,e# %r&ai>ati%al res%urces is ievita'le( &ive t"e c"alle&es %f )aa&i& i c%te)$%rar# %r&ai>ati%s* I Realities %f -aa&erial Life t"ere are T"e @"alle&e ad

0T"e S%luti%* Iterde$edec#( diversit#( ad $%!er &a$ are icluded it% T"e @"alle&e ad T"e

S%luti% c%sists %f La! %f Reci$r%cit# ad 6et!%r,s* Or&ai>ati%s c%sist %f iterde$edetidividuals3ad &r%u$s4 !it" diver&et iterests !"% )ust fi&ure %ut "%! t% rec%cile t"ese iterests*

T"e )%re iterde$edece( diversit#( ad res%urce scarcit# i a %r&ai>ati%( t"e )%re $%litical

c%flict* T"ere are $reveti% fact%rs t"at "el$ t% reduce t"e a)%ut %f c%flict suc" as t"e c%sistec#%f %r&ai>ati% successfull# e&%tiati& !i/!i res%luti%s* T"ere are $reci$itati& fact%rs t"at

e+acer'ate t"e c%flict i a %r&ai>ati% t"%u&"* W"e su$er %rdiate &%als ad values d% %t e+ist it

ca 'e $%litical c%flict i %r&ai>ati%s* S"ared &%als ad values ca 'e lac,i& f%r a variet# %f reas%s( f%r istace( !"e % s"ared culture e+ists %r str%& leaders fail t% defie a visi% 'e"id

!"ic" $e%$le are ali&ed ad )%tivated* T% eli)iate $%litical c%flict( )aa&ers !%uld "ave t%

eli)iate diversit#( icludi& t"e divisi% %f la'%r ad s$eciali>ati%* Diversit# ad c%flict are

essetial i&rediets f%r creativit# ad i%vati%* P%!er ad ifluece are t"e )ec"ais)s '# !"ic"t"e ievita'le $%litical c%flicts i %r&ai>ati%s &et res%lved* T"e distri'uti% %f $%!er ad ifluece

i %r&ai>ati%s is &eerall# ali&ed !it" t"e realities t"e# face ad ca 'ec%)e istituti%ali>ed ad

t"ere'# edure !ell 'e#%d its usefuless*

*here 1oes Po%er !ome $rom+

A $ers%2s $%!er is deter)ied '# t!% sets %f fact%rs. $%siti%al ad $ers%al c"aracteristics* T"e

s%urces %f $%siti%al $%!er are f%r)al aut"%rit#( relevace( cetralit#( aut%%)# ad visi'ilit#* Ade+$ertise( trac, rec%rd( attractiveess ad eff%rt are t"e s%urces %f $ers%al $%!er*

Assessing Po%er 1ynamics

I assessi& t"e $%!er d#a)ics i a &ive situati%( #%u eed t%.

:* Idetif# t"e iterde$edecies a)%& t"e relevat $arties* W"% is de$edet % !"%) ad f%r !"at= W"%se c%%$erati% is eeded= W"%se c%)$liace=

;* Deter)ie t"e s%urces %f $%!er %f t"e relevat $arties*

* After t"e iterde$edet $arties "ave 'ee idetified( aal#>e t"e relevat differeces a)%& t"e)*W"at are t"e uderl#i& fact%rs t"at "ave created %r are reif%rci& t"%se differeces= H%! )i&"t

t"ese differeces lead t% %t"er assu)$ti%s %r $erce$ti%s a'%ut t"e curret situati%= Ar%ud !"at

issues ca #%u e+$ect c%flict=F* Aal#>e t"e 'r%ader c%te+t* H%! )uc" $%tetial f%r $%litical c%flict e+ists= W"ere are t"e )a1%r

alliaces= T"e )a1%r rivalries= Are t"ere a# $reci$itati& fact%rs= Are t"ere a# $reveti%

fact%rs= H%! are ,e# $la#ers li,el# t% res$%d t% c%flict= Will t"eir res$%se )%st li,el# lead t%c%structive %r destructive c%se<ueces=

* Peri%dicall# u$date #%ur dia&%sis* P%!er d#a)ics are 1ust t"at d#a)ic*

Documents

A LEADER’S GUIDE TO WHY PEOPLE BEHAVE THE WAY THEY DO