Who among us who studies leadership and management has not used, or at least heard the label "Machiavellian Management?" The term is a mantra for a certain kind of management style, one where the ends, glory and honor, justify the means. Machiavelli's work is more than that though. His best known work, The Prince, which he published in 1513 is actually a discourse on international political affairs of the time. Machiavelli is often listed as one of the forefathers of management theory and no beginning course on the subject would be complete without commenting on his writing. So, how does his work on political science apply to management and leadership theory?

It's best to first understand where Machiavelli comes from. He was a diplomat in Florence, Italy from 1494 to 1512 but lost his office upon the rise of the Medici's. The Prince comes from his diplomatic experiences coupled with a study of history. This period of European history was quite different from today and political intrigue could easily end, or begin, at the point of the dagger. Machiavelli discusses how a ruler (Prince) could accomplish conquest and, just as importantly in those days, hold on to the prize in the face of both internal and external threats. Methods of those days are considered somewhat ruthless by today's standards, but this is where the parallels to management come forth.

There are two internal forces one must consider when governing; the people and the nobles, or those who are in leadership positions. The leader must keep a sharp eye on both and be careful of their power. At the same time, a leader must always remain armed against those external threats that are constantly emerging. Machiavelli gives many examples where leaders did not properly arm themselves and suffered the consequences. He specifically mentions that the best defense is in an army loyal to the leader rather than in a mercenary army.

These instructions for preparing for external threats form a set of rules that some may consider useful in the modern corporate situation and in many ways they are, though Machiavelli takes a somewhat draconian approach. Nevertheless, when taken in context with his times, that approach makes some sense. Machiavelli did not miss some very important points though. He understood the importance of regular people saying that leaders must not ignore the capabilities of the people, as they are the ones who ultimately keep the kingdom running. He goes so far as to say that "All these things considered then, I shall praise him who builds fortresses as well as him who does not, and I shall blame whoever, trusting in them, cares little about being hated by the people."

He also has words to say about the morality of leaders, though saying they should appear merciful, faithful, humane, religious, and upright, he also instructs them to be able to change to the opposite. His comments remind me of a saying credited to George Burns that sincerity is everything. If you can fake that, you've got it made.

Anyone who has achieved almost any level of leadership would be familiar with Machiavelli's warning against flattery. He counseled that, "there is no other way of guarding oneself from flatterers except letting men understand that to tell you the truth does not offend you." Unfortunately, he finished his advice by saying "but when everyone may tell you the truth, respect for you abates". So, he says, a leader should choose a few people who will tell you the truth and allow it from none others.

The Prince is not an easy read. In translating, W.K. Marriott attempted to faithfully reproduce the text, he admits that English of the day would itself need to be translated and so occasionally used more colloquial words to ensure the meaning was clear. Even so, it isn't a modern novel. It is; however, worth your time. Much like the works of Sun Tzu which at one time were so popular as a business manual, The Prince, when read carefully and with some reflection will provoke thought about how leaders should lead. You won't agree with Machiavelli much of the time, but you may well stop saying "Machiavellian Management"!

You can purchase reprints of The Prince but, being long out of any copyright, it is available through the Gutenberg Project as a downloadable file at http://www.gutenberg.org/files/1232/1232-h/1232-h.htm.

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