But power doesn’t really work that way. Most CEOs reach the top because they know how to pick the right battles to fight. And they know how to win.
Win by losing
I define politics as the judicious use of power. You have to determine the best time to push hard for what you want and when you should lay back and hold your punches.
Here’s an example. My company bid for a prize account that would have led to many growth opportunities. My best salespeople spent weeks trying to seal the deal. But we didn’t get the business.
Yet when I heard how my sales manager handled the bad news, I cheered up. When he was told that we weren’t going to get the account, he said, “I’m sorry we weren’t your first choice—can you tell me why we weren’t?”
Then he kept quiet, listened and...(register to read more)