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64 6 SECRETS TO STARTUP SUCCESS

they distinguish internal feelings of anxiety from more ob-
jective measures of actual risk.

9 Confident. They understand their own abilities and contri-
bution, optimistically but realistically. They are not easily
deterred by others’ negativity or criticism, and they demon-
strate high self-esteem and possess an internal locus of con-
trol, a belief that success will be due largely to their own
initiative and efforts rather than to external forces or chance
events.

9 Persuasive. They appeal to others’ motives and values by tun-
ing in to the needs and interests of others and adapting their
message and behavior to match.

9 Resilient. They persistently work to overcome obstacles and
do not allow setbacks to derail them. They persevere in the
face of adversity.

9 Reliable/Focused. They follow through, delivering on com-
mitments to others, as well as to themselves. This is a foun-
dational quality for execution, allowing a founder to gain
traction and get things done. In most startup situations, this
trait must be balanced with flexibility and openness (see
“Conceptual”) in order to adapt to new data and unfolding
events.

9 People Oriented. They value, understand, and leverage peo-
ple. They possess strong social antennae and are gifted at
working a room and building lasting relationships. This qual-
ity bundles together a number of related traits (amiability,
extroversion, empathy, sociability, etc.) that are shaped and
honed through early family and social life, as well as work
experience.

9 Ethical. They hold themselves to high personal and profes-
sional standards. Words and actions are aligned, forming the
cornerstone for building trust and credibility with customers,
team members, and partners.

American Management Association • www.amanet.org