40. The Law of Empathy

The Laws of Business Success

Under the Laws of Leadership

Leaders are sensitive to and aware of the needs, feelings, and motivations of those they lead.

Leaders have high levels of "interpersonal intelligence." They are constantly aware of the thoughts, feelings, and possible reactions of others to the things they do and say. They take time to think about the effects of their decisions on their people before they make them. They recognize that how people feel will largely determine how well they perform.

Leaders are good listeners. They listen carefully to what others say and they seek to understand what is being said between the lines. They are open to feedback from their people, and they are willing to change their decisions based on new information. They are flexible rather than rigid.

As a leader, you realize that different people require different things from each leadership situation. Sometimes, they require that you be clear and direct. Other times, they require that you be more relaxed and participatory. The required leadership behavior will vary from person to person and from situation to situation.

Leaders vary their approaches to people depending on what different people need to perform at their best. Leaders recognize that their own personal behaviors of consideration, courtesy, caring, and kindness toward their people are critical determinants of individual performance.

For people to perform at their best, they need to know exactly what is expected of them. Leaders take time to make job assignments and responsibilities clear. They make sure everyone knows exactly what he or she is expected to do, how important it is, and when it is supposed to be completed.

Everyone wants to feel good about himself or herself. Leaders continually look for ways to use praise, approval, and positive reinforcement to elicit the very best from their people. Leaders continually create situations that empower people, that make people feel stronger and more confident. They lead by encouragement and commitment rather than by fear and threats. Leaders encourage people to speak freely and openly about their real thoughts and concerns. They realize that the quality of a relationship between two people can be measured by how freely
each feels to speak honestly to the other and to express their true opinions.

How you can apply this law immediately:

1.Make a list of the people who report to you and then consider the kind of direction and supervision they need from you to perform at their best. How could you adjust your leadership style to be more effective with each of them?

2. Be a good listener. Practice asking more questions of your people and then listening quietly and attentively to the answers. Remember that you do not need to comment or to reply to everything that people say. You only need to listen well.

3. Ask the people around you for their advice, ideas, and input. Encourage people to be open and direct with you. Think of how you could improve your relationships with your people by being more relaxed and receptive to the different ideas and viewpoints they might have.

Source: Brian Tracy, The 100 Absolutely Unbreakable Laws of Business Success, Berrett-Koehler Publishers, Inc, (San Francisco, 2000).