ABSTRACT
ONE OF THE most valuable things you can learn in your climb to senior management is 'how to win friends and influence people'. These friends are like 'assets', or money in the bank, to be drawn upon when the need arises. In case you feel squeamish about the use of friends in this way, remember two things: it is an accepted part of managerial life, and everyone else is doing it to you. Successful managers learn to have two types of 'friends'. The first are your real friends-those you have usually had since childhood or for a long time and who will stand by you at all times. The second are acquaintances and contacts made during the course of your career and who may desert you any time, even when you most need them.
