THE FUNDAMENTAL QUESTION FOR LEADERS IS, “How can I move people to do what needs to be done?”For some people, exerting influence seems to come naturally. We all know people like that. When they enter a room, they immediately become the focal point. Others defer to them automatically as though instinctively bestowing leadership status upon them. Then there are those who struggle desperately to be heard and followed. They do all they know to do to wield influence on others, but their efforts are in vain. They grow more and more frustrated because no one seems to listen to them. No one seems to value the expertise and wisdom they have to offer. But much of what passes as leadership, conspicuous position-taking without followers or follow through, posturing on various public stages, manipulation without general purpose, authoritarianism, is no more leadership than the behavior of small boys marching in front of a parade, who continue to strut along main street after the procession has turned down a side street. Leadership is influence, it is the ability of one person to influence others.
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