You Need Two Things

Building a genuine relationship with another person depends on at least two abilities. The first is seeing the world from another person's perspective. The second ability is being able to think about how you can collaborate with and help the other person rather than thinking about what you can get.

We're not suggesting that you be so saintly that a self-interested thought never crosses your mind. What we're saying is that your first move should always be to help. A study on negotiation found that a key difference between skilled and average negotiators was the time spent searching for shared interests and asking questions of the other person.

Follow that model. Start with a friendly gesture and genuinely mean it. Dale Carnegie's classic book on relationships, despite all its wisdom, has the unfortunate title How to Win Friends and Influence People. This makes Carnegie widely misunderstood. You don't "win" a friend. A friend is not an asset you own; a friend is an ally, a collaborator. When you can tell that someone is attempting sincerity, it leaves you cold. It is like the feeling you have when someone calls you by your first name repeatedly in conversation.

Reid Hoffman, The Start-Up of You

Disenchantment

The lesson of disenchantment begins with the discovery that if you want to change – really to change, and not just to switch positions – you must realize that some significant part of your old reality was in your head, not out there. The flawless parent, the noble leader, the perfect wife, and the utterly trustworthy friend are an inner cast of characters looking for actors to play the parts. One person is on the lookout for someone older and wiser, and another is seeking an admiring follower. And when they find each other they fit like the interlocking pieces of a puzzle.

Or almost. Actually, the misfit is greater than either person knows, or even wants to know. The thing that keeps this misperception in place is an “enchantment,” a spell cast by the past on the present. Most of the time, these enchantments work fairly well, but at life’s turning points they break down. Almost inevitably, we feel cheated at such times, as though someone were trying to trick us. But usually the earlier enchanted view was as “real” as we could manage a the time. It corresponded to a self-image and a situation and it could not change without affecting ourselves and others.

William Bridges, Transitions