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Loading... Buy-In: Saving Your Good Idea from Getting Shot Downby John P. Kotter, Lorne A. Whitehead
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Sign up for LibraryThing to find out whether you'll like this book. No current Talk conversations about this book. Excellent book to help you get your idea accepted. This is not a sales or negotiation book while some of the ideas can be applied for both. It starts with a story that anyone can relate to. He then breaks the story down with his theory. When you finish the book the main points are on his website. It's like a lesson plan for implementing his techniques. This book is not a page turner but it is short, clear and concise. One counter intuitive concept I really liked was that it can be beneficial to let the attackers of your idea into the group discussion. This is because they create drama and your greatest enemy is lack of attention. That said you need to be prepared for them and this book arms you with some ways to do that. Highly recommended. ( ) Kotter breaks down common argumentative techniques used to object to ideas into four major categories - death by delay, fear mongering, confusion, and character assassination - and illustrates them with 24 common common "objections." Unlike many other books of this type he provides clear and concise responses for each of the arguments. While a few fall short of the mark (Argument #24 is "We are not equipped to do this," and his suggested response is "We have much of what we'll need and we'll get the rest," most of his suggestions are on the mark for keeping a discussion on point. He provides examples setting the arguments and suggested responses in context, and (using the same technique as in Our Iceberg is Melting), wraps it around the fable of trying to obtain more computers for the Centerville Library. A short, readable book, I actually found myself wanting much, much more. Highly recommended. Tis a great little book (like Elements of Style). I'm a sucker for a story, especially a self described hokey one. Places emphasis on the objectives of personal politics in tangible terms. They rightly paint the lowly committee as the place where most of us will make the biggest impression on others in our lifetimes, beyond the color we paint our houses. Great take away, timing, focus & trade secrets of town meetings. no reviews | add a review
You've 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 what's happened, your idea is dead, shot down. You're furious. Everyone has lost: Those who would have benefited from your proposal. You. Your company. Perhaps even the country. It doesn't 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 idea--and being prepared for them--you'll capture busy people's attention, help them grasp your proposal's 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 defined--including: · Death-by-delay: Your enemies push discussion of your idea so far into the future it's 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 attacks--so your good idea makes it through to make a positive change. No library descriptions found. |
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Google Books — Loading... GenresMelvil Decimal System (DDC)650.1Technology Management and auxiliary services Business Personal success in businessLC ClassificationRatingAverage:
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