<div><p><span><b>We all start out naively assuming that all business leaders make decisions based wholly on fact and merit. </b></span></p><p><span>The first challenge is to develop your "political sensitivity"--observe and ask questions about how things are done in your business, where the power bases are, and who might have hidden agendas.</span></p></div><div><h2></h2></div>

Identify political players

<div><p><span><b>Every individual and leader has their comfort zone--behaviors, values, attitudes, fears, and drives that result in productive relationships. </b></span></p><p><span>Actions outside these comfort zones will likely lead to feuds, hidden decisions, excessive arguing, counter-productive lobbying, and back-biting.</span></p></div>

Keep political players comfortable

<div><p><span><b>Before coming and launching a fully-fledged proposal at a committee or in a memorandum, it's smart to test opinion and find out how key people will react.</b></span></p></div><div><p>This enables you to anticipate counter-arguments and update your proposal to answer objections and to accommodate political realities.</p></div>

Align with decision-makers

<div><p><span><b>Focus your powers of persuasion on the right people and the right issues.</b></span></p></div><div><p>Politically insensitive business people often try to steam-roll others with emotion, a barrage of facts, or a claim of high-level support.</p></div><div><h2></h2></div>

Identify the norms for action

<div><p><span><b>When your integrity and values are at stake, do not fold. </b></span></p></div><div><p>There are obviously occasions when a subtle or indirect appeal, rather than a direct attack will pay bigger dividends in highly-charged political situations.</p></div>

Stand firm 

<p>... as often as you ask for support. If you are viewed as always demanding support, but never giving it, your effectiveness will be greatly reduced, even when you are right. </p><p><b>Always communicate the win-win element in every decision.</b></p>

Support others

<div><p><span><b>Just as you do your homework on the facts, it pays to do your homework by visiting the players in a given situation.</b></span></p></div><div><p>Effective management is the process of harmonizing individual interests with the goals of all business stakeholders.</p></div>

Work the network of key people on decisions

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