recentpopularlog in

Copy this bookmark:





to read

bookmark detail

Excerpt: Buy-In: Saving Your Good Idea from Getting Shot Down
October 8, 2010 | BusinessWeek | In an edited excerpt from
their new book, John Kotter and Lorne Whitehead introduce a
counterintuitive approach to turning skeptics into advocates for your
new idea, plan, or proposal....The true buying-in of a new idea is about
winning over hearts and minds--it is an emotional commitment. The
single biggest challenge faced when obtaining buy-in for a good idea is
getting people's attention. Don't try to overcome attacks with tons of
data or logic. Instead, do what might seem to be the opposite. Keep
responses short and above all, RESPECTFUL. Goal is to "win" the thoughts
and feelings of the majority, not the 1 or 2 critics so watch the crowd
very carefully. Don't try to wing it, even if you know all the facts
thoroughly, even if the idea seems bulletproof, and even if you expect a
friendly audience. Preparation can significantly build confidence and
reduce anxiety.
resistance  obstacles  excerpts  HBS  persuasion  John_Kotter  howto  ideas  books  Communicating_&_Connecting  pitches  life_skills  Managing_Your_Career  attention  attention_spans  preparation  emotional_commitment  self-confidence  buy-in  counterintuitive  skeptics  the_single_most_important 
march 2011 by jerryking
view in context