Like English textile merchants, pharmaceutical executives and elected officials, the path of self-interest can provide short-term success, but the externalities of this self-focused perspective is not a recipe for sustained success. To achieve long-term sustainable transactions, be it financial, legislative, relational, or other, they must be friction free, not friction full. The fewer barriers we have between points A and B and C, the more A-Z benefit.
Requests are powerful tools for making things happen, and we often avoid them in our hyper-individualistic culture. Yet, to expand our impact, we must enroll others. When we make effective requests, expectations get clarified, needs get met and thus the objective and relational aspects of our work are improved.