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Conversations in Management

Niccolò Machiavelli

Men in general judge more from appearances than from reality.

He may not have invented this idea, but Niccolò Machiavelli understood it better than anyone else. In fact, over the course of his career he would refine the concept to such a degree that it still resonates with readers today. Born to an affluent Florentine family in 1469, he benefited from an excellent education and made connections that greatly furthered his political aspirations. Those aspirations were realized when he entered government service and rose rapidly to the position of Chancellor and Secretary to the “Ten of Liberty and Peace.” These were tumultuous times of deep intrigue and intense power struggles. It was a time when the tiny Italian city-states competed aggressively with one another for domination and the super powers of the day—France and Spain—schemed for regional hegemony. Machiavelli was in the middle of it all and enjoying every minute. His good times, however, weren’t destined to last. When the Borgia’s were out maneuvered by the Medici’s, he found himself out of a job and exiled to his country estate. It was at this point—and in an effort to impress the Medici’s—that he wrote his now classic book on politics, The Prince.

The theory outlined in The Prince was unique because it decoupled politics and ethics. Up to this time politics were understood as a means of implementing moral behavior. Political actions, therefore, were judged in moral terms. But for Machiavelli, politics was all about power. His concern was with the process of gaining and keeping power. If this required unethical conduct, it may be unfortunate, but it wasn’t necessarily inappropriate. For Machiavelli, reality was about personal power while appearance was about getting others to willingly cede their power to you.

Fortunately for us, office politics aren’t quite as bloodthirsty as they were in Machiavelli’s day (in those days progressive discipline included torture!). There is, however, a serious decoupling of appearance and reality going on. In offices, schools and homes throughout the land, folks are creating problems for themselves because they aren’t taking the time to distinguish between what’s real and what’s not. They’re abandoning objectivity and instead letting their fears or desires control their reactions. In its simplest form you experience this when you observe two people whispering and assume they’re talking about you (and not favorably at that!). Things begin to get more complicated when you begin assuming the boss is out to get you, your co-workers hate you or that everyone wants to demean you. At that point you start looking for signs that reinforce your belief—you’ll find them—and begin acting accordingly. This often baffles those around you who have no earthly idea why you’re behaving so strangely. Moments like these call for a reality check.

A reality check means taking the time to assess whether you’re seeing things as they actually are or as you hope or fear they might be. It’s a pragmatic process in which you actively seek to authenticate your assumptions or perceptions. It asks you to be objective and analytical in sizing up people or events. It’s a matter of stepping back and considering why you’re thinking or feeling a certain way. In the end, a reality check aligns your experience with what’s actually going on. When you’ve aligned appearance and reality, you’ve taken control of your life. You’ll make better decisions, forge stronger relationships and sleep more soundly. It may not be what Machiavelli had in mind, but that’s the source of real power!

—Ebert