170 Capitalizing on Kindness Treating your employees, coworkers, competitors, and sup- pliers as if they are primarily rational and analytical misses the opportunity to create deep connections with them. Rather, find out what makes others tick. Figure out ways you can help them get what they want and need. Just what is the hid- den ambition of the department secretary who also holds the key to getting on the boss's calendar? Don't assume it is simply her paycheck at the end of the week. What motivates your contract ad agency to produce the most innovative marketing for your com- pany? Don't assume it is exclusively the payment at the end of the contract. Find ways to anticipate what inspires your boss; you'll have insights into how to help him achieve his true goals. When you connect with your colleagues and stakeholders, you do a tre-