Good leaders must uncover the basic human desires of their teams so together they can reach greater heights. Here’s how to do it.

Many leaders struggle with gaining insight into what their teams really want. They find it difficult because the power that comes from their rank and authority often creates a distance and mistrust that prevents people from opening upThis decreases the leader’s motivation to pay sufficient attention to them.

Yet it is essential for you to uncover what matters to people so that you can become a better leader. It’s a matter of responsibility and of power. As we define it, power is the ability to influence the behavior of others. But what determines this ability? The answer is surprisingly simple. What enables one person to influence another is control over access to resources that the other person values. Take this idea seriously, and you will realize that influencing others in any situation requires answering a not-so-simple question: what do people value? 

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