Archive | January, 2011

Persuading, Influencing and Negotiating Skills

29 Jan

Persuading

These skills are important in many jobs, especially areas such as marketingsalesadvertising and buying, but are also valuable in everyday life. You will often find competency-based questions on these skills on application forms and at interview, where you will be required to give evidence that you have developed these skills.

Persuading

One scenario where persuading skills can be important is the job interview, but the following tips are valuable in many other settings.

  • Focus on the needs of the other party. Take time to listen to them carefully and find out about their interests and expectations. This shows that you are really interested in them and they are then more likely to trust and respect you. It will also make it easier for you to outline the benefits of your poposal in terms they understand.
  • Argue your case with logic. Do careful research on your ideas and those of your competitors (if there are any) and make sure that any claims you make can be verified.
  • The more hesitant language you use such as “isn’t it”, “you know”, “um mm” and “I mean” the less people are likely to believe your argument. (Journal of Applied Psychology)
  • Use positive rather than negative language: instead of saying “You’re wrong about this”, say “That’s true but ….”, “That’s an excellent idea, but if we look more deeply …..” or “I agree with what you say but have you considered ….”.
  • Subtly compliment the other party. For example: “I see that you’ve done some really excellent research into this”. Even though they may realise this is being done, evidence shows that they will still warm to you and be more open to your proposals.
  • Mirroring the other person’s mannerisms (e.g. hand and body movements). A study at INSEAD Business School found that 67% of sellers who used mirroring achieved a sale compared to 12% who did not. People you mirror subconsciously feel more empathy with you. However, it can be very embarrassing if the other person detects conscious mirroring so it must be very subtle. You need to leave a delay of between two and four seconds before the mirroring action. See our body language quiz for more on this.
  • Try to remember the names of everyone you meet. It shows that you are treating them as an individual.

Negotiating to win

This involves pursuing your own interests to the exclusion of others: I win: you lose! Persuading someone to do what you want them to do and ignoring their interests: “keeping your cards hidden”. Pressure selling techniques involve this.

Whilst you might get short term gain, you will build up long term resentment which can be very disruptive if you ever need to work with these people again.

This involves coming to an agreement where everyone gets what they want,

  • reaching a mutually satisfactory agreement: win-win
  • You need to establish mutual trust, so it requires honesty and integrity from both parties.
  • Both sides work together to come up with a compromise solution to suit everyone’s best interests.
  • Each party tries to see things from the other’s perspective.
  • Assertiveness is the best way here: being passive or aggressive doesn’t help.

A strategy for successful negotiations

  • Listen carefully to the arguments of the other party and assess the logic of their reasoning
  • Clarify issues you are not clear about by asking how, why, where, when and what questions.
  • List all the issues which are important to both sides and identify the key issues. Identify any personal agendas. Question generalisations and challenge assumptions.
  • Identify any areas of common ground.
  • Understand any outside forces that may be affecting the problem.
  • Keep calm and use assertive rather than aggressive behaviour. Use tact and diplomacy to diffuse tensions.
  • Remember :NO is a little word with big power!
  • Use both verbal and non-verbal persuasion skills. Use open, encouraging body language such as mirroring, not defensive or closed.
  • Know when to compromise. Offer concessions where necessary, but minor ones at first.
    Distinguish between needs: important points on which you can’t compromise
    and interests where you can concede ground.
    Allow the other party to save face if necessary via small concessions.
  • Make sure there is an agreed deadline for resolution
  • Decide on a course of action and come to an agreement.
  • The final agreement needs to be summarised and written down at the conclusion of the negotiations.
  • Plan for alternative outcomes if you can’t reach agreement.

Sarah Connor – Real Love

25 Jan

Randomly found a nice song, it’s real love from Sarah Connor.  Although she looks awesomely ugly, but it’s a nice song…..

Specially for Mr IZ the Chong

25 Jan

Boy: I broke up with her.

His Best Friend: What happened?

Boy: She’s just too much for me.

His Best Friend: What makes you say that? What did she do wrong?

Boy: Well, for one.. She only cared about her appearance. Always had to look good, always took forever to get dressed! So insecure..

His Best Friend: So, you broke her heart because she wanted to keep your eyes locked on her? She wanted you to see that you have the prettiest girl under your sleeve and not think otherwise? I see..

Boy: Oh.. Well.. She’d often call me or text me asking where I am, who I’m with, telling me not to smoke, not to drink. She’s so clingy!

His Best Friend: So, you broke her heart because she cares about your well being? Because she cares about you a lot? And her greatest fear is losing you. I see..

Boy: But.. Uhh.. Well, she’d always cry when I say something slightly mean. She can’t handle anything. She’s a crybaby!

His Best Friend: So, you broke her heart because she has feelings? And because she just wanted to hear you say you love her? I see..

Boy: I.. Well! You know, she’d get jealous easily. I could barely talk to other girls! She’s so annoying! I had to hide it from her so she wouldn’t bitch about it.

His Best Friend: So, you broke her heart because she just wanted you to commit to her? She thought you were faithful, but you lied so she could find out later and hurt even more? She just wanted the guy she loves the most to love only her. I see..

Boy: Well, she..

His Best Friend: You broke up with her because she’s good for you? She just wanted the best for you? She’s broken now because you were selfish. Are you proud?

Boy: I broke her heart.. Because I couldn’t see what was happening.. What happened to me?

His Best Friend: You lost the girl that loved you like no one else could. You see? You didn’t want her when all she ever wanted was you. THAT’S what happened.

___________________________________________________

Think about it, when she’s too much for you.. She just wants the best for you. Because to her YOU’RE the best. If you don’t like something, talk to her about it. You mean so much to her. Don’t just give up. Don’t just leave because you want the easy way out.

What to do when your friend is unhappy?

25 Jan

It started today when i arrived in my office and saw some of my friends getting moody and unhappy. But they just won’t tell me the reason for their unhappiness when i asked them. I really have no idea what to do besides trying my best to cheer all of them up .

Although i myself ain’t the cheerful type of person, but i always tried my best to cheer everyone up when they are upset. To me, just a simple smile or cheerful expression from my friends would actually give me strength and motivation to believe that life isn’t that stress after all.

XD, well i did tried my best today and i hope everyone will be cheerful and happy tomorrow.

Everyday, we were given at least 2 choice which is choice to be happy or unhappy. Attitude after all is everything.

Read this  

LET IT REALLY SINK IN......  
THEN CHOOSE   .   


John is the kind of guy you love to hate.   He is always in a good mood and

always has something positive to say.  When someone would ask him how he was

doing, he would reply, 'If I were any better, I would be twins!'  
He was a natural motivator.  


If an employee was having a bad day, John was there telling the employee how
to look on the positive side of the situation.  


Seeing this style really made me curious, so one day I went up and asked
him, 'I don't get it!'  


'You can't be a positive person all of the time.  How do you do  it?'  



He replied, 'Each morning I wake up and say to myself, you have   two

choices today.  You can choose to be in a good mood or...you can choose   to
be in a bad mood  


I choose to be in a good mood.'  


Each time something bad happens, I can choose to be a victim or...I can

choose to learn from it.  I choose to learn from it.  



Every time someone comes to me complaining, I can choose to accept their

complaining or...I can point out the positive side of life.  I choose the

positive side of life.  


'Yeah, right, it's not that easy,' I protested.  


'Yes, it is,' he said.  'Life is all about choices.  When you cut away all

the junk, every situation is a choice.  You choose how you react to

situations.  You choose how people affect your mood.  


You choose to be in a good mood or bad mood.  The bottom line:  It's your
choice how you live your life.'  


I reflected on what he said.  Soon hereafter, I left the Tower Industry to

start my own business.  We lost touch, but I often thought about him when I

made a choice about life instead of reacting to it.  


Several years later, I heard that he was involved in a serious accident,

falling some 60 feet from a communications tower.  


After 18 hours of surgery and weeks of intensive care, he was released from
the hospital with rods placed in his back.  


I saw him about six months after the accident.  


When I asked him how he was, he replied, 'If I were any better, I'd be
twins...Wanna see my scars?'  


 

I declined to see his wounds, but I did ask him what had gone through his

mind as the accident took place.  

 

'The first thing that went through my mind was the well-being of my

soon-to-be born daughter,' he replied.  'Then, as I lay on the ground, I

remembered that I had two choices:  I could choose to live or...I could

choose to die.  I chose to live.'  

 

'Weren't you scared?  Did you lose consciousness?'  I asked.  

 

He continued, '...the paramedics were great.  

 

They kept telling me I was going to be fine.  But when they wheeled me into

the ER and I saw the expressions on the faces of the doctors and nurses, I

got really scared.  In their eyes, I read 'he's a dead man'.  I knew I

needed to take action.'  

< BR> 

 

'What did you do?' I asked.  

 

'Well, there was a big burly nurse shouting questions at me,' said John.

'She asked if I was allergic to anything 'Yes, I replied.'  The doctors and

nurses stopped working as they waited for my reply.  I took a deep breath

and yelled, 'Gravity''  

 

Over their laughter, I told them, 'I am choosing to live.  Operate on me as

if I am alive, not dead.'  

 

He lived, thanks to the skill of his doctors, but also because of his

amazing attitude...I learned from him that every day we have the choice to

live fully.  

 

Attitude, after all, is everything .  

 

Therefore do not worry about tomorrow, for tomorrow will worry about

itself..  Each day has enough trouble of its own.'  

 

After all today is the tomorrow you worried about yesterday.  

Is love complicated?

23 Jan

The question came to me recently as a lot of my friends who advises me told me that love is very complicated. So how complicated can it be?

Some says, it is more complicated than women and maths (the two things proven to be the most complicated things in this world).  Some say it so complicated that it should be the 8th wonders of the world?

But is love that complicated as it seems?

Love is meant to be unconditional- so its pretty uncomplicated. Every person on this planet is in the same condition. We are all unique units seeking acceptance, understanding and validation. Because we are all the same, being unique, love for self and others should be doled out with abandon, expecting nothing in return. Its when we give love, we get love.

I Corinthians Chapter 13 puts it this way:

“ Love is long-suffering and kind. Love is not jealous, it does not brag, does not get puffed up, does not behave indecently, does not look for its own interests, does not become provoked. It does not keep account of the injury. It does not rejoice over unrighteousness, but rejoices with the truth. It bears all things, believes all things, hopes all things, endures all things.
Love never fails.

Mankind is the one who in following his own way, has complicated love.

So tell me, is love really that complicated or we choose to make it so complicated?

CRAP THERE MUST BE SOMETHING WRONG WITH ME FOR POSTING THINGS LIKE THIS……..

Spirit of Adventurous?

22 Jan

http://articles.cnn.com/2008-03-07/world/spiritof.adventure_1_adventurous-streak-swiss-family-robinson-safe-harbor/4?_s=PM:WORLD

“Twenty years from now you will be more disappointed by the things that you didn’t do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Explore. Dream. Discover.”

— Mark Twain

Adventure comes to those who seek it. Some are born with an adventurous streak, an insatiable curiosity that can only be quelled through discovery, while others seek out adventures as a means of conquering the demons within: fear, boredom, stagnation, a sort of dry rot of the soul.

We see adventurous people as being somehow different from ourselves: stronger, braver, tougher, fitter. They are versions of our best selves: the doers in life, the fearless, those who go over the mountain and come back to tell us what’s on the other side.

While we may think the true adventurers are a species apart, we are all adventurers at heart — yet sometimes the urge is stifled by modern life.

The lust for adventure is planted in childhood. How many of us sat enthralled under the blankets as our parents read us the adventures of the Famous Five, “Treasure Island,” “Where the Wild Things Are,” “The Swiss Family Robinson,” “Tarzan” and “Peter Pan”?

Children weaned on such stories may be forgiven for assuming adulthood is one long adventure that swings wildly between jungles, swamps, deserted islands and alpine heights.

Yet modern life is increasingly sedentary and safety-conscious. The desire for comfort and convenience ameliorates our contradictory urge to explore.

A few have it thrust upon them: stranded in an inhospitable place, lost in a jungle or called up for combat — and they find themselves dropped in an adventure that they may not have chosen; but for the main part, adventure comes to those who seek it.

Dr. James Thompson, a senior lecturer in psychology at University College London, says seeking adventure is more common “amongst people who are extroverted, who are outgoing, who are sociable, because one of the things they need — apart from the excitement of people — is excitement generally.”

But if you think adventure is something that only happens to other people; that you are too unfit to climb a mountain, too scared to sail across the open sea, too nervous to travel through a country where you can’t speak the language; perhaps you should rethink. After all, having an adventure could be good for you.

Psychologists have linked adventure-seeking with a range of positive qualities. Adventure can:

shape personality traitsteach resilience and help you cope with adversity increase your capacity for risk-taking sharpen your judgments about risk-taking assist in problem solving and teamwork promote psychological toughness increase your appreciation of nature promote strength and fitness give you optimism and confidence in your abilities

Following the stories of this age’s greatest adventurers such as polar explorer Douglas Mawson, Everest climber Edmund Hillary and mountaineer Reinhold Messner, we are encouraged not just to follow their paths up mountains or along rock faces — they also inspire us to take more risks, to seize more from each day.

Who could fail to be inspired after watching CNN interview the world’s greatest living mountaineer, Reinhold Messner?

In 1980, Messner was the first person to ascend Mount Everest alone without supplementary oxygen.

Later, he crossed Antarctica on skis.

He tells CNN anchor Becky Anderson: “I’m a normal person, a totally normal person, and I was really lucky in my life to have to have the opportunity to follow my dreams. So in the beginning I was a rock climber, and all my enthusiasm, my energy and my willpower went into rock climbing.”

Many young people are naturally adventurous — throwing their energy and enthusiasm behind sport, hobbies and travel. Witness the explosion of school leavers taking gap years (a year off in between school and university or the workforce), with the destinations becoming more and more exotic and activities accompanying the travel designed to expand their mind as well as their horizons.

But later in life, we can wake up and find our lives leeched of adventure. We may be loaded down with a mortgage, kids or a demanding job.

Adventure then becomes something we prefer to read about rather than live.

We fall into the trap of the armchair traveler and become transfixed by all the journeys we didn’t make.

Instead of setting out on our own expeditions, we read Joe Simpson’s account of his near-death mountaineering experiences in “Touching the Void.” Or we follow Sebastian Junger’s account of wild sea adventures in “The Perfect Storm.”

But while we are great armchair adventurers, a craving for the real thing can stir in us when we feel the need to change and shake things up.

Women in their 40s are leading the charge towards adventure.

A survey released by the Adventure Travel Trade Association in March 2007 said today’s typical adventure traveler was “female and fortyish.”

“Women make up the majority of adventure travelers (52 percent) worldwide, with the most common destination being South America,” said the trade association.

The survey of travelers from 35 countries also found that people aged 41 to 60 are the highest participating age group in adventure travel.

A survey by YouGov in the UK has identified a new subset of British — the Nifty Fifties. They’ve had the responsible jobs and raised their children — and now they want adventure.

Tesco Life Insurance has noticed: “They’ve decided to take the five star version of the student gap year, encompassing all of the adventure with none of the discomforts. Neither burgeoning waistlines nor graying hair is going to hold them back.”

Some older people are inspired to seek adventure by their children’s gap year experiences. Others just want to spend their kids’ inheritances.

In a survey of older people carried out by Tesco Life Insurance they compiled the Nifty Fifty wish list. Adventure is a common component to their aspirations, the most popular of which are noted below:

World travel to far flung places like Nepal and the Arctic CircleDrive a convertibleWrite a novelHave a hot affairTake part in ocean yacht racingTake up racing car drivingSky divingWhite water rafting

Tony Wheeler, one of the founders of guidebook giant “Lonely Planet,” is now an aging baby-boomer, yet he still pops up in Iran, a place that has recently dominated headlines the world over for all the wrong reasons.

In a recent piece in UK newspaper The Observer, he also recommends holidays in North Korea, Iraq and Afghanistan.

Messner now is 63 years old and although he no longer has the strength of his youth, he is still setting himself challenges.

“So my challenge today is this one (setting up a museum), I will finish this one and afterwards I will invent a new challenge and it will be not on Everest and not in Antarctica it will be probably in a mental dimension because mentally we can go very far also in later years,” he told CNN.

But the yearning for adventure can strike at all ages.

Dave Wroe, 33, and Penny Bradfield, 28, both gave up exciting jobs in the Australian media to travel. They are spending April and May in Iran and have already braved trekking in the Amazon, train travel across India, diving in Syria and traveling in Columbia.

“I see adventure as going beyond something you feel comfortable with. If you are uncomfortable going to the end of your street and you go beyond this, then you are being adventurous,” said Wroe.

Wroe has a point. You don’t have to emulate the deeds of Messner to be an adventurer.

The spirit of adventure can infiltrate all areas of your life.

You can infuse life’s “ordinariness” with an adventure: cooking a meal that you may not have tried before, walking to work on a different route, striking up conversation with someone at the office whom you perceive to be intimidating.

Successfully pushing your natural boundaries can lead to increased confidence.

“The general things which determine whether you start being adventurous is your personality and your youth. But once you start noticing that you have been able to overcome a challenge, it becomes a reward in its own right,” said Dr. Thompson.

For Messner, adventure now takes place on the ground, with establishing a climbing museum and being elected a member of the European Parliament.

Speaking to CNN with the mighty mountains behind him, there was a restless but playful look in his eyes.

He said he wasn’t the type to sit around, drink beer and collect his pension in his old age. Adventure is so much a part of his life, it seems, that it is an urge that can only be extinguished by death. And so while the strength in his body diminishes, the adventures will take place in his mind.

Messner is an extraordinary man, and while most of us would struggle to climb Everest with or without oxygen, we can still emulate his spirit of adventure in our daily lives.

What to do when you’re lost – to partner

20 Jan

“There is no map.” – Seth Godin

You hear people like me give this advice all the time. They say it proudly: step forward, embrace the unknown, that’s how you live a remarkable life, that’s how you make an impact. And they wear it as an opportunity and a trailblazer’s badge of honor, because it is.

I do too, most of the time. But you know what?

Sometimes the unknown sucks. Sometimes not knowing the future isn’t so much exciting as it is frustrating. Sometimes I’d give anything to turn life into an equation I could solve on a chalkboard.

It’s hard, sometimes, to accept that you can’t really get life “right.”

Blogging and writing can make me feel that way. See, I love this work. I do. It keeps me accountable and it makes me come alive when I have an idea to share. But it’s also immensely frustrating because there isn’t a clear-cut formula for success. There’s no one out there to say, “If you do this, and write this, then your dream is guaranteed.”

One of the risks of caring passionately about your work is that it can hurt you. If you care, it’s harder to brush off failures and mistakes and criticism. When I encourage you to follow your dreams, to do work that matters to you, to lead with your life and your passion, understand that this kind of life doesn’t come without risk.

On the contrary, it’s incredibly risky, because what you’re putting on the line is you. Yourself. Your soul, your pride, your raison d’etre.

But you win what you wager. So if your goal is to live a life of purpose, a life that makes a difference in the world, your raison d’etre is exactly what you have to put on the table.

But all this begs the question:

When you’re suffering from the pain of uncertainty, here’s how you can face it, own it, and move forward:

1. Understand that you can’t think your way out of it. This has been the hardest truth for me to accept – that I can know exactly why I shouldn’t feel this way, but it doesn’t actually stop me from feeling it.

The pain of uncertainty is an emotional challenge, not a mental one. You can’t logic your way out of it. In fact, logic usually makes things worse, as you berate yourself for being silly.

2. Stop comparing. The pain of uncertainty usually strikes when you start thinking that everyone but you has things figured out.

There are plenty of times where competition is healthy and invigorating and inspiring. This is not one of those times. You don’t need to compare your accomplishments with anyone else right now – not even people “below” you. You don’t need an ego boost; you need time to recover yourself.

3. Know the difference between needing advice and needing affirmation. When people feel lost, they often go around asking for advice, when they actually need affirmation.

The distinction is important. When you’re trying to decide between two course of action, you need advice.

But when you’re wondering whether to press onward or give up entirely, what you need is affirmation. You need someone to tell you that you’re doing a good job, that you’re on the right path, that you are as good as you think you are. Don’t ask your friends for advice; ask for companionship and encouragement.

4. Don’t run from the pain. When I have bad days, it often helps to get some alone time and stop running from the uncertainty. I’m also more of an introverted person, so your mileage may vary on this one.

I will say this: there’s a fine line between accepting uncertainty and wallowing in it. If you can learn to accept the pain and bear it, often it goes away by itself.

5. Seek little actions. Whenever you feel lost, remember that action is the best cure for uncertainty. To get yourself out of the doldrums, you need to look for a way to get moving.

Note that finding an action is not the same as finding the answer. You don’t need to look for the peak of the mountain, just for the next step. One cause of uncertainty is trying to plan too far ahead. Focus instead on the present and the very near future, and be content with taking the small steps. Big opportunities will find you soon enough.

6. Find a constructive outlet for your frustration. That doesn’t mean screaming into a pillow. Simply venting your frustration only encourages you to focus more on how terrible you feel.

Instead, look for ways to put that frustrated energy to use. Do something that’s productive and requires concentration, such as writing about your situation, helping someone else with their homework, or practicing martial arts or yoga.

Don’t force yourself to forget. As you sink into this new activity, the pain and frustration will gradually fade away.

Suffering and pain are neither signs of weakness nor trophies of martyrdom. They’re simply part of the cycle, and they’re a sign that you’re doing work that matters.

So it’s okay to get hurt. And it’s okay to get discouraged. It doesn’t mean you’re a poor leader or the wrong person for the job. It means you care, and it means you’re pushing for greatness.

Fellow changemakers, how do you deal with uncertainty and pain and frustration?

Greatness is not measured by what a man or woman accomplishes, but by the opposition he or she has overcome to reach his goals – Dorothy heights

Source taken from : http://artofgreatthings.com/2010/05/what-to-do-when-youre-lost-6-ways-to-conquer-uncertainty/

Jokes about P&C

19 Jan

A film production team had held a press conference for their new movies

Reporter: Could you briefly tell us what is your new movie about?

Director: I wish i could but i shall not reveal the content here to prevent leak of spoiler

Reporter: Then could you tell us who are the main actors of the film?

Director: I’m sorry but their identity is P&C

Reporter: How about sharing with us how much did you pay to the actors of this film?

Director: I wish i could but Salary issues are strictly P&C

Reporter: Then how about telling us what are your criteria in selecting the actors of the film?

Director: P&C

Reporter: Then what is the title of the movie?

Director: P&C

Reporter: Are you the movie director or the HR representative of the company ???……..

Director: I am not that P&C compare to HR

Reporter: Speechless…..

Not Feeling Well Again

18 Jan

Not feeling well for the whole day….. having heavy headache, sore throat and actually quite high fever. Visited a doctor after work and found out that i had a very high fever .. it’s 39 degree Celsius XD…..I’m surprise that not much people notice that i am actually in a very bad condition for the day except a few of my colleague….. i swear that it’s a lie when people tell you girls are more caring and observant compare to guys…… that’s actually bullshit.

Am actually very moody for the day due to the constant headache, but i must thanks my Partner Azlan and Shafiq for cheering me up…… and especially all the jokes. Feel very grateful for the concern and companion for the day.

Well, guess i am a normal mortal being made from flesh and blood after all. Hopefully i will recover after taking a rest tonight and hopefully tomorrow will be another good day.

The Way I “ROCK”

17 Jan

Well i think i had been quite lost for the past few weeks due to various circumstances but i finally find back my “STYLE” today. In Life or organization, there is always two types of person. One that gives out the orders and one who execute the orders.  So which one am i ???? Nah, i happen to realize today that i am actually stupid to be bound by the choice they provide me with till i forgotten who i am. I realized that i am neither of it.

I ROCK not by giving people orders nor executing people orders perfectly. I Rock by innovating my own orders and executing it together with the executioner.

Knowing who i am today really cheers me up and motivates me a lot. And the most interesting things that happen today is that, my current working partner actually reminds me of something that i almost forgotten of. He told me that, there’s something unique about me and i should not let the environment change that personality of me. In facts, we’re facing different challenges and struggling in our working environment everyday. Those factors will force us to adapt ourself to fit into the environment. But however, by adapting to the environment… sometimes we lost our personalities and uniqueness that others couldn’t see. We tend to follow the crowd by being part of them thus, unconsciously we turn ourself into a follower. Therefore, what my working partner told me today reminds me of what type of person i “WANT” to be instead of what others “Need” me to be.

In the future, i believe i will face more and more challenges again. Some might crush my confidence some might trash my personality. But for me, it doesn’t matters cause I believe deep in my heart about my capabilities and strengths, I knew very well my weakness, I exploit my own opportunities around and I am very confident that i can handle all the threats i am facing.

Leader-Follower

Leader presumes follower. Follower presumes choice. One who is coerced to the purposes, objectives, or preferences of another is not a follower in any true sense of the word, but an object of manipulation. Nor is the relationship materially altered if both parties accept dominance and coercion. True leading and following presume perpetual liberty of both leader and follower to sever the relationship and pursue another path. A true leader cannot be bound to lead. A true follower cannot be bound to follow. The moment they are bound, they are no longer leader or follower. The terms leader and follower imply the freedom and independent judgment of both. If the behavior of either is compelled, whether by force, economic necessity, or contractual arrangement, the relationship is altered to one of superior/subordinate, management/employee, master/servant, or owner/slave. All such relationships are materially different than leader-follower.

Induced behavior is the essence of leader-follower. Compelled behavior is the essence of all the others. Where behavior is compelled, there lies tyranny, however benign. Mere behavior is induced, there lies leadership, however powerful. Leadership does not imply constructive, ethical, open conduct. It is entirely possible to induce destructive, malign, devious behavior and to do so by corrupt means. Therefore, a clear, meaningful purpose and compelling ethical principles evoked from all participants should be the essence of every relationship, and every institution.

A compelling question is how to ensure that those who lead are constructive, ethical, open, and honest. The answer is to follow those who will behave in that manner. It comes down to both the individual and collective sense of where and how people choose to be led. In a very real sense, followers lead by choosing where to be led. Where a community will be led is inseparable from the conscious, shared values and beliefs of the individuals of which it is composed.

True leaders are those who epitomize the general sense of the community — who symbolize, legitimize, and strengthen behavior in accordance with the sense of the community — who enable its conscious, shared values and beliefs to emerge, expand, and be transmitted from generation to generation-who enable that which is trying to happen to come into being. The true leader’s behavior is induced by the behavior of every individual who chooses where they will be led.

The important thing to remember is that true leadership and induced behavior can be constructive or destructive, but have an inherent tendency to good, while tyranny and compelled behavior have an inherent tendency to evil.

Over the years, I have frequently had long, unstructured discussions with hundreds of groups of people at every level in diverse organizations about any subject of concern to them. The conversations most often gravitate to management; either aspirations to it, dissatisfaction with it, or confusion about it. To avoid ambiguity, I ask each person to describe the single most important responsibility of any manager. The incredibly diverse responses always have one thing in common. All are downward looking. Management inevitably has to do with exercise of authority — with selecting employees, motivating them, training them, appraising them, organizing them, directing them, controlling them. That perception is mistaken.

The first and paramount responsibility of anyone who purports to manage is to manage self, one’s own integrity, character, ethics, knowledge, wisdom, temperament, words, and acts. It is a complex, never-ending, incredibly difficult, oft-shunned task. Management of self is something at which we spend little time and rarely excel precisely because it is so much more difficult than prescribing and controlling the behavior of others. Without management of self, no one is fit for authority, no matter how much they acquire. The more authority they acquire the more dangerous they become. It is the management of self that should have half of our time and the best of our ability. And when we do, the ethical, moral, and spiritual elements of managing self are inescapable.

Asked to identify the second responsibility of any manager, again people produce a bewildering variety of opinions, again downward-looking. Another mistake. The second responsibility is to manage those who have authority over us: bosses, supervisors, directors, regulators, ad infinitum. In an organized world, there are always people with authority over us. Without their consent and support, how can we follow conviction, exercise judgment, use creative ability, achieve constructive results, or create conditions by which others can do the same? Managing superiors is essential. Devoting a quarter of our time and ability to that effort is not too much.

Asked for the third responsibility, people become a bit uneasy and uncertain. Yet, their thoughts remain on subordinates. Mistaken again. The third responsibility is to manage one’s peers — those over whom we have no authority and who have no authority over us — associates, competitors, suppliers, customers — the entire environment, if you will. Without their support, respect, and confidence, little or nothing can be accomplished. Peers can make a small heaven or hell of our life. Is it not wise to devote at least a fifth of our time, energy, and ingenuity to managing peers?

Asked for the fourth responsibility, people have difficulty coming up with an answer, for they are now troubled by thinking downward. However, if one has attended to self, superiors, and peers, there is little else left. The fourth responsibility is to manage those over whom we have authority. The common response is that all one’s time will be consumed managing self, superiors, and peers. There will be no time to manage subordinates. Exactly! One need only select decent people, introduce them to the concept, induce them to practice it, and enjoy the process. If those over whom we have authority properly manage themselves, manage us, manage their peers, and replicate the process with those they employ, what is there to do but see they are properly recognized, rewarded, and stay out of their way? It is not making better people of others that management is about. It’s about making a better person of self. Income, power, and titles have nothing to do with that.

The obvious question then always erupts. How do you manage superiors-bosses, regulators, associates, customers? The answer is equally obvious. You cannot. But can you understand them? Can you persuade them? Can you motivate them? Can you disturb them, influence them, forgive them? Can you set them an example? Eventually the proper word will emerge. Can you lead them?

Of course you can, provided only that you have properly led yourself. There are no rules and regulations so rigorous, no organization so hierarchal, no bosses so abusive that they can prevent us from behaving this way. No individual and no organization can prevent such use of our energy, ability, and ingenuity. They may make it more difficult, but they can’t prevent it. The real power is ours, not theirs.

There is an immense difficulty in this perception of things. Failure is constant and certain. If one’s conduct, intelligence, and effort are deficient, as at times they inevitably must be, it is a failure of the first magnitude. If one fails to gain the confidence, consent, and support of superiors, it is a failure of the second magnitude. If one is subverted by peers, dominated by competitors, or hamstrung by mindless regulators, it is a failure of the third magnitude. If those over whom we have authority are not induced to understand, accept, and practice the concept, it is a failure of the fourth magnitude. One must look to self for every failure.

At first, it seems an impossible burden to bear. Upon reflection, it is neither to be dreaded nor feared. It is no burden at all. Success, while it may provide encouragement, build confidence, and be joyful indeed, often teaches an insidious lesson-to have too high an opinion of self. It is from failure that amazing growth and grace so often come, provided only that one can recognize it, admit it, learn from it, rise above it, and try again. There is no reason to be discouraged by shortcomings. True leadership presumes a standard quite beyond human perfectibility, and that is quite all right, for joy and satisfaction are in the pursuit of an objective, not in its realization. The only question of importance is whether one constantly rises in the scale.

It is easy to test this concept. Reflect a moment on group endeavors of which you are an observer rather than participant. If your interest runs to ballet, you can undoubtedly recall when the corps seemed to rise above the individual ability of each dancer and achieve a magical, seemingly effortless performance. If your interest runs to sports, the same phenomenon is apparent. Teams whose performance transcends the ability of individuals. The same phenomenon can be observed in the symphony, the theater, in fact, every group endeavor, including business and government.

Every choreographer, conductor, and coach, or for that matter, corporation president, has tried to distill the essence of such performance. Countless others have tried to explain, and reduce to a mechanistic, measurably controlled process, that which causes the phenomenon. It has never been done and it never will be. It is easily observed, universally admired, and occasionally experienced. It happens, but cannot be deliberately done. It is rarely long sustained but can be repeated. It arises from the relationships and interaction of those from which it is composed. Some organizations seem consistently able to do so, just as some leaders seem able to cause it to happen with consistency, even within different organizations.

To be precise, one cannot speak of leaders who cause organizations to achieve superlative performance, for no one can cause it to happen. Leaders can only recognize and modify conditions that prevent it; perceive and articulate a sense of community, a vision of the future, a body of principle to which people can become passionately committed, then encourage and enable them to discover and bring forth the extraordinary capabilities that lie trapped in everyone struggling to get out.

Without question, the most abundant, least expensive, most underutilized, and constantly abused resource in the world is human ingenuity. The source of that abuse is mechanistic, Industrial Age, dominator concepts of organization and the management practices they spawn.

In the deepest sense, distinction between leaders and followers is meaningless. In every moment of life, we are simultaneously leading and following. There is never a time when our knowledge, judgment, and wisdom are not more useful and applicable than that of another. There is never a time when the knowledge, judgment, and wisdom of another are not more useful and applicable than ours. At any time that “other” may be superior, subordinate, or peer.

Everyone is a born leader. Who can deny that from the moment of birth they were leading parents, siblings, and companions? Watch a baby cry and the parents jump. We were all born leaders; that is, until we were compelled to go to school and taught to be managed and to manage.

People are not “things” to be manipulated, labeled, boxed, bought, and sold. Above all else, they are not “human resources.” They are entire human beings, containing the whole of the evolving universe, limitless until we start limiting them. We must examine the concept of leading and following with new eyes. We must examine the concept of superior and subordinate with increasing skepticism. We must examine the concept of management and labor with new beliefs. And we must examine the nature of organizations that demand such distinctions with an entirely different consciousness.

It is true leadership; leadership by everyone; leadership in, up, around, and down this world so badly needs, and dominator management it so sadly gets.