Contrary to popular opinion, passion is not the panacea when influencing up the food chain. In fact, it hinders your efforts. Top dogs view excess passion as anger and deem your future behavior unpredictable. When your influence prospects don’t know what to expect, they like you less, trust you less, and are less likely to say “yes” to your request. What’s the key? To pack away your passion and exercise self-control. Don’t say everything that pops into your head. Passion only works when your request either gains your prospect new allies and makes him or her look like a hero. Exercise self-control and use your passion to motivate your team vs. expending it on your influence prospect.
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