Why should those you are supposed to lead follow you?

They will not unless it is in their interest to do so.

Just as people negotiate for their interests, they follow a leader for their interests. Ask yourself:

Have you got something they want?
Could you do something they wish to avoid?

Your charisma, C-level office, or vision may get their attention but are not reasons enough to follow you.

Skilled negotiators uncover the other side’s interests, needs, and motives to make a deal. Influential leaders seek to understand the same of those they wish to lead and find ways of satisfying them to achieve organizational goals.

Effective leaders know people as individuals. Some care more about long-term career growth, for instance than compensation.

When you understand the would-be followers’ true interests, you can structure your messages and actions to be consistent with their interests and achieve your goals.

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