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According to conventional wisdom, leading people requires vision, charisma, and a palpable self-confidence —but not negotiation skills. Negotiation is for use outside the firm—for instance, in cutting deals with partners, customers, and suppliers.
Charisma is rooted in values and feelings. To persuade others, you must use powerful and reasoned rhetoric, establish personal and moral credibility, and then rouse followers’ emotions and passions.
Charisma is not all innate; it’s a learnable skill or, rather, a set of skills that have been practiced since antiquity.
Ordering someone in the office to come to you may feel like you have authority but can damage their respect for you.
Instead, saying in a calm voice, "Would you mind if we chatted for a bit?" or "May I talk to you?" is more effective as people feel they can act of their free will.
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