Power summary

When you see the President, you probably think to yourself: “Now that’s a natural leader! It looks like she was born to do this job.” This reflects a common mindset: we often believe that some people are naturally suited to power, as if they have some genetic gift for it.

But, in fact, anyone has the potential to become a great leader: you can learn leadership!

When it comes to building a career, most of us intuitively understand that a multinational bank probably offers better future prospects than a local grocery store.

And yet, the differences that exist between companies also exist within companies themselves, in different departments. And if you want to be on the path to power, it’s important to land in the right department.

There’s an old Japanese proverb, “the nail that sticks out gets hammered down.” The author turns this proverb on its head. Put yourself in the shoes of a manager trying to decide who should get a promotion: If you’re looking at a wooden plank with dozens of nails hammered into it, and there’s one nail sticking out, which nail would you choose?

Simply put: When it comes to career advancement, being more visible gets you noticed. But how can you achieve this?

Most of us can’t achieve power on our own; we need other people’s help to get to the top. But how can we get help?

First, you need to provide something of value in exchange. In other words, you need to have resources: social support, money, career advice — any kind of asset people want or need.

When you turn on any political talk show, you’ll see politicians quarreling with each other about whatever issue happens to be most controversial at the moment. Try to think of a moment when politicians from different sides of the aisle were able to agree about something.

Can’t think of anything? Well, there is one thing: politicians agree that the way they speak and behave can communicate authority and influence people.

At the 2001 California Medical Association, Albin Avgher, PhD, presented a theory of human communication. Throughout his talk, Avgher expounded on some ideas and theories that went against the accepted practices of other physicians and attorneys in the audience.

Nevertheless, most people stayed in their seats and listened attentively: They were truly interested in what this expert had to say. That is, they were interested until Avgher admitted that he wasn’t actually Albin Avgher, PhD, but rather a comedian named Charlie Varon — and that everything he had just said was completely made up.

Although most people are conflict-averse — that is, we try and avoid confrontation — the best leaders use a different tactic. These people realize that they’re bound to meet others with different goals and different values. And since they want to succeed, leaders figure out how to face these people head on and win them over.

But of course, this approach isn’t about going out and picking a fight with just anyone. There are a few important ground rules to keep in mind.