Working with your colleagues and others outside the organization sometimes requires you to treat them as objects of influence, in addition to maintaining good relationships with them. This may sound a little harsh, but it is reality. Keep in mind that there are many styles of managing, selling, politicking and leading. You will need to develop the style that is both effective and comfortable for you. Practicing these skills now outside of the workplace in different settings like in groups, clubs, or at home is important, because it will give you the opportunity to find and develop your personal style through a process of trial and error.
Another theme in this chapter is the role of honesty and character in the actions you take as a manager, salesperson, politician and leader. All of these roles require you to convince others to do something that they would not otherwise do. Deceit and the arbitrary or unjust use of power are tempting in these situations, especially if you are faced with a roadblock or see others use these methods without facing consequences. Remember that dishonesty always catches up with you eventually, which is why it is important to learn how to control that temptation as soon as possible. Doing so will serve you well both professionally and personally in the long run.