When to use it
Use it when you need help or support from people who do not report to you.
How to apply it
- Treat the other person as a potential ally rather than an obstacle.
- Clarify your own goals and what you need from them.
- Understand their world, including their pressures, goals and what they value.
- Identify currencies you can offer, such as information, recognition, support or resources.
- Make an exchange that works for both sides and look after the relationship afterwards.
Tip: If you do not know what they value, ask; guessing often leads to offering the wrong currency.