Everyone is Governed by Self-interest

Everyone you work with cares about one thing the most:

Themselves.

Your manager, your peers, your stakeholders, and your direct reports are looking out for their own self-interest, whether they know it or not. You can use this to your advantage. You can cater to their self-interest and make it easier for them to get what they want. When you do, your power grows.

Give others what they want and you'll get what you need.

What does your manager want?

You manager could want more power, reputation, or a high performing team.

Pay attention to the projects your boss is working on, what they are asking you to do, and the things they talk about on a regular basis. If you listen, you will uncover ways you can give your boss what she wants. When you do, she will be more likely to lean on you, give you challenging projects, and trust that you can handle more responsibility.

One of your primary goals in your career is to build a strong relationship with your boss.

There's no better way to do that than to give them what they want.

What do your peers want?

Depending on your level in your organization, you peers may want a promotion, to learn new skills, to lead projects, or to be left alone.

Each peer will want something different. Create a spreadsheet, list each person, and jot down what's important to them. The differences will become clear. You'll discover that you shouldn't work with each person in the exact same way.

• For the person who wants a promotion. How can you give them shine so they get recognized?
• For the person who wants to learn new skills. What skills do you have that you can teach them to increase their capability?
• For the person who wants to left alone. What responsibilities or tasks can you take off their plate so they can focus on the work they want to do?

When you start giving your peers what they want, you'll be considered an indispensable team player.

What do you want?

Don't forget that you are no exception.

You are also looking out for your best interest. You're trying to get promoted, get recognized, build your reputation, and grow your career. You always have a focus on your accomplishments.

The irony is that to get what you want, you must give everyone else what they want.

You must lead.

Next steps

Pick one person you can help.

Figure out how to appeal to their self-interest. Write down what they care about and what's important to them. Focus on them as a person, not only as an employee.

Then pick an action that you can take that will get them closer to their ideal self. Over time you'll find that they will return the favor and help you reach your goals.

To support the self-interest of others is to support your own self-interest.

Don't get it backwards.