When you need others to give their best efforts in the face of differing ideas and opinions, you need leverage — and powerful people use several strategies to advance their agendas.
1. Leverage Resources.
Whenever you have discretionary control over resources — money, equipment, space and/or information — you can use them to build a power base.
Helping people evokes reciprocity, a universal drive to want to repay a favor — even without making it explicit that there’s a quid pro quo.
Money is not the sole source of leverage. Access to information or key people can be even more valuable.
2. Shape Behaviors with Rewards and Punishments.
In international companies and governments, leaders reward those who help them and punish those who stand in their way. You may disagree with this approach, but it remains an important tool for building a power base.
Leaders who effectively wield influence make it clear that subordinates will reap rewards if they help and problems if they refuse to pitch in.
3. Make the Vision Compelling.
It’s easier to exercise power when you’re aligned with a compelling, socially valuable objective. Similarly, power struggles inside companies seldom revolve around blatant self-interest. At the moment of crisis and decision, clever combatants typically invoke shareholders’ interests, company values and mission, and causes greater than short-term or personal interests.