Читать книгу Influence Without Authority - Cohen Allan R. - Страница 11

This may sound calculating – and it is. But it is deliberate planning about how to get work done, not calculation for your personal benefit. If people perceive you as interested only in your own advancement or success, they will be wary, resistant, or go underground to retaliate later. In this way, influence in organizations over time goes to the sincere, those genuinely interested in the welfare of others, those who make lots of connections and often engage in mutually profitable exchanges. Machiavellian, self-seeking behavior may work for a while but eventually creates enemies or lack of interest in being helpful, which renders you ineffective. Someone who wants to get you can trade negative actions for your behavior, and this payback can be unpleasant. If your organization has a negative culture where only self-seeking gets rewarded, it eventually suffers and declines. People who care about the organization's objectives get disenchanted and leave as soon as they can, and those who stay spread bitterness.