Effective leaders realize that they need to know people as individuals to truly understand their interests. Some of your peers care more about shoring up their power in the short term than they do about their units’ long-term health. Some individuals care more about long-term career development than about compensation. When you understand where the other person’s true interests lie, you can then shape your messages and your actions to accommodate those interests in ways that will achieve your leadership goals.
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Character and leadership often separate the good performance from the great performance.
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