Wolf J. Rinke

<p>Managing people is tough business that requires a tough manager --- and a soft approach. I have found that the most effective "soft" managers apply the following five laws:</p>

<p>The Law of Liking maintains that people are more likely to like people who like them. People who are liked generate affection and good feeling. And people who feel good about themselves are more likely to comply with your wishes. Managers can master this law by sending out liking signals (i.e. smiling), becoming active listeners, and finding what they have in common with others and letting them know about it.</p>

<p>The Law of Reciprocity declares that whatever you give is what you´re going to get. It seems so simple, yet so powerful. If you want more of something --- may it be performance, trust, or even love --- you have to give it before you get it. Managers who want their team members to trust, respect and cooperate with them must model the behavior.</p>

<p>The Law of Commitment contends that people are more likely to do what they commit to, especially if the commitment is in writing. The second key to make this law work is to make the commitment public.</p>

<p>The Law of Expertise states that people are more likely to heed the advice of experts. People who are perceived as experts have a greater ability to persuade others. Managers should make their expertise more visible by sharing their prior experience and expertise with their team members and customers (but be sure to do this in a way that cannot be perceived as bragging).</p>

<p>The Law of Scarcity maintains that that people want more of what they can´t have. Study after study has demonstrated that that which is less available is perceived as more valuable. Managers can take advantage of this Law by letting their employees know that only the top five achievers will be selected to be on a certain team, or that only those who demonstrate a certain level of performance during the next six months will be selected for training.</p>

<p>Managers who use these five laws in tandem will quintuple their ability to persuade and influence people ---- and won´t find a need to be a tough manager ever again.</p>

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