When you develop a reputation as an unbiased and thoughtful observer, others are more likely to seek you out for consultation. As more people consult you, your leverage will increase.

Wishes put the focus on what we want “them” to do. Goals highlight what we can do ourselves. Wishes take us out of the power position by implying that we are at the mercy of others. Goals give us power by describing results that we intend to accomplish. When converted to goals, the wishes see here would look like this:

my first question is always the same: “What are your personal goals in this situation?”

Never advance your own interests by harming the business or hurting other people.

People whose eyes glaze over when asked about their goals often find it much easier to answer this question: “How would you like things to be different?”

Winners not only take steps to enhance teamwork in their own area, but also try to build bridges to those in other functions.

The Organizational Facts of Life • OFOL #1: Organizations are not democracies. • OFOL #2: Some people have more power than others. • OFOL #3: Virtually all decisions are subjective. • OFOL #4: Your boss has control over much of your life. • OFOL #5: Fairness is an impossible goal.

genuinely trying to understand and appreciate others’ problems shows that you are not solely concerned with yourself.

The person with the most power wins.