Compelling People
The Hidden Qualities that Make Us Influential
Editorial Review
People who project both strength and warmth impress us as knowing what they are doing and having our best interests at heart, so we trust them and find them persuasive. They seem willing (warm) and able (strong) to look out for our interests, so we look to them for leadership and feel comfortable knowing they are in charge. Strength and warmth are the principal criteria on which all our social judgments hinge.
Book Reviews
Books on Related Topics
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Wisdom to Share
The simple truth is that if you want to be admired, you have to be liked. And if you want to be liked, you have to like people.
Leading people demands satisfying two needs for the group: projecting enough strength to protect it from threats, and projecting enough warmth to recruit others who will help realize the group’s vision.
Emotional intelligence enables leaders to understand themselves and others in a way that allows them to move people to action. Nye notes that emotional intelligence has two components: mastery of oneself (control and strength) and outreach to others (warmth).
Communications can project both strength and warmth. The skill of being an effective communicator is an aspect of leader’s strength, while the ability to connect with stakeholders is an exercise in warmth.
Organizational skills allow leaders to understand, design, and implement systems that direct the resources needed to keep an organization running effectively. The net effect of having superb organizational skills is one of strength.
Vision is a leader’s way of describing the present and articulating an idea for how to arrive at a (presumably better) future state. The ability to create a compelling vision is a powerful way to establish a sense of shared interests that we equate with warmth.
Organizational skills allow leaders to understand, design, and implement systems that direct the resources needed to keep an organization running effectively. The net effect of having superb organizational skills is one of strength.
Machiavellian political skills are perhaps the most easily identifiable manifestation of strength. It is the ability to size up others for wheeling and dealing in what Nye calls “hard power” situations that require either incentives or coercion, carrots or sticks.
Contextual intelligence is the ability to read a situation and determine an appropriate approach to the leadership challenge that it poses. As Nye points out, this requires aptitude in dealing with organization culture (warmth), power politics (strength), the needs of people within an organization (warmth), and information flows (strength).
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