1. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Three Fundamental Laws
of Power & Influence
Historical lessons and tactics that
drive leadership success…
Austin Business Journal (ABJ) Smart Series
May 11, 2016

2. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Paradise Lost
Pursuit of quality…
Malcolm Baldridge Award
Surrounded by key advisors
The Baby Blues
Violated the Laws of
Power & Influence =
Resignation

3. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Why understand the Laws of Power
& Influence?
Life requires it…

4. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Why understand the Laws of Power
& Influence?
Careers require it…

5. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
A career spent observing and
using the Laws…
• Leadership and management development
• Executive Assistant
• Executive Succession Planning
• Global Skills Leader
• Entrepreneur / Business Leader Mentor

6. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
In appreciation…(great reference!)

7. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Why you should care about
The Three Fundamental Laws of Power
& Influence
1. See it coming & protect
yourself
2. Learn to use it for your life
& career success

8. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
The Three Fundamental Laws of
Power & Influence are…
1. When asking for help, appeal to people’s self-
interest, never to their mercy or gratitude
2. Do not build fortresses to protect yourself –
isolation is dangerous
3. Assume formlessness

9. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Why Power & Influence fascinates
As children we
admire leaders…

10. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Why Power & Influence fascinates
As adults we
admire leaders…

11. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Our FIRST Fundamental Law of
Power & Influence
When asking for help, appeal to people’s self-
interest, never to their mercy or gratitude
Castruccio Castracani
14th Century
Lord of Lucca, Italy
Castracani felt that he
“owed” the people who
helped him acquire power.
And he didn’t like “owing”
anyone…

12. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Law of Power & Influence #1
When asking for help, appeal to people’s
self-interest, never to their mercy or
gratitude
Lessons from history…
! Past debts carry an obligation
! Gratitude is often a terrible burden
Lessons for today…
! There is an art to asking for help…do not confuse your needs
with theirs
! Appeal to their self interests and do not be subtle

13. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Developing Power & Influence
Skills
" Master your emotions
• Anger clouds vision and causes ripple effects
• Love and affection blind you to self serving interests
" Distance yourself from the present moment
• Think objectively about the past – learn from those before you
• Think objectively about the future – so you’re not caught by
surprise
" See “circumstances” rather than good or evil
• Remember…Power is a game
• Do not judge your opponents by their intentions but by the
effect of their actions

14. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Our SECOND Fundamental Law of
Power & Influence
Do not build fortresses to protect yourself –
isolation is dangerous
Ch’in Shih Huang Ti
221-210 B.C.
China’s First Emperor
Emperor Huang Ti hid
himself so well that no one
knew he died…
His ministers profited from
this “secret.”

15. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Law of Power & Influence #2
Do not build fortresses to protect yourself
– isolation is dangerous
Lessons from history…
! While designed to defend you, a fortress cuts you off from
help and flexibility
! It provides no protection and actually creates more problems
than it solves
Lessons for today…
! You must use your natural tendency to social interaction and
circulation
! Power is inevitably increased by contact with other people

16. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Power & Influence Tips…
• Half of your power & influence mastery comes
from what you do not do and what you do not
allow yourself to get dragged into
• Judge all things by what they cost you
• Develop the ability to study and understand
people and their hidden motives

17. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Our THIRD Fundamental Law of
Power & Influence
Assume formlessness
The Spartan way of
life disintegrated
after they conquered
Athens.
Money has a way of
changing things

18. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Law of Power & Influence #3
Assume formlessness
Lessons from history…
! Humans are constant creators of form with emotions
expressed through that form
! The forms that rigidify look like death and we destroy them
Lessons for today…
! First requirement of formlessness – take nothing personally
! Second, when faced with rigidity, allow the momentary victory;
by being formless and adaptable you take them off guard

19. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
The Three Fundamental Laws of
Power & Influence are…
1. When asking for help, appeal to people’s self-
interest, never to their mercy or gratitude
2. Do not build fortresses to protect yourself –
isolation is dangerous
3. Assume formlessness

20. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
YOU get to use Power & Influence
Let’s put what you’ve learned to use with some real
examples!
Take a couple of minutes to think about, debate and
determine which law applies to the following
scenarios…
Ready?

21. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Which Law of Power & Influence?
Scenario #1 – Purchasing a car at a dealership
This is a well known situation of who has the greater
level of power and influence. Even though you are the
final arbiter because you choose and pay, the shifts
begin to occur the minute you step onto the lot.
Which law assures that you’re in the drivers seat for
this transaction…and why?

22. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Which Law of Power & Influence?
Scenario #2 – High visibility project
Your company has just acquired a high visibility
contract that includes a major project that will
deliver tremendous revenue.
You have the experience and the leadership for the
project, yet you know your colleagues are
competing as well.
Which law gives you the right level of visibility,
power and influence…and why?

23. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Next steps
" Use your new Power & Influence SKILLS to:
- see it coming and protect yourself
- use effectively in your life and career
" Master your emotions
" Distance yourself from the present moment
and think objectively about the past & future
" See “circumstances” rather than good or evil

24. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Want to learn more?
Ask me about customized offerings!
" Seminars and workshops like this one, that
creates greater leadership skills
" No cost, high return employee retention and
engagement strategies to attract and keep
GREAT employees
Connect with me:
Chris@ChrisMakell.com or
512-986-7307
to talk about how to get started!

25. Getwhat’sinyourway,outofthewaysothatyoucanbefarmoresuccessful
Thank you!
Chris Makell
Spark Of Brilliance Consulting
www.ChrisMakell.com
Chris@ChrisMakell.com