Description
Youve got a good idea. You know it could make a crucial difference for you, your organization, your community. You present it to the group, but get confounding questions, inane comments, and verbal bullets in return. Before you know whats happened, your idea is dead, shot down. Youre furious. Everyone has lost: Those who would have benefited from your proposal. You. Your company. Perhaps even the country.
It doesnt have to be this way, maintain John Kotter and Lorne Whitehead. In Buy-In, they reveal how to win the support your idea needs to deliver valuable results. The key? Understand the generic attack strategies that naysayers and obfuscators deploy time and time again. Then engage these adversaries with tactics tailored to each strategy. By inviting in the lions to critique your ideaand being prepared for themyoull capture busy peoples attention, help them grasp your proposals value, and secure their commitment to implementing the solution.
The book presents a fresh and amusing fictional narrative showing attack strategies in action. It then provides several specific counterstrategies for each basic category the authors have definedincluding:
Death-by-delay: Your enemies push discussion of your idea so far into the future its forgotten.
Confusion: They present so much data that confidence in your proposal dies.
Fearmongering: Critics catalyze irrational anxieties about your idea.
Character assassination: They slam your reputation and credibility.
Smart, practical, and filled with useful advice, Buy-In equips you to anticipate and combat attacksso your good idea makes it through to make a positive change.
Author: John P. Kotter, Lorne A. Whitehead
Binding Type: Hardcover
Publisher: Harvard Business Review Press
Published: 10/06/2010
Pages: 208
Weight: 0.7lbs
Size: 8.30h x 5.80w x 0.90d
ISBN: 9781422157299
Language: English
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