Buy-in : saving your good idea from getting shot down by John P. Kotter and Lorne A. Whitehead
By: Kotter, John P.
Contributor(s): Whitehead, Lorne A.Publisher: Boston, MA, USA Harvard Business Review Press 2010Description: xi, 192 p. 22 cm.ISBN: 9781422157299.Subject(s): PSYCHOLOGY | HUMAN RELATIONS | DECISION MAKING | COMMUNICATION OF INFORMATION | Communications
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THE CENTREVILLE STORY: The death of a good plan ; Saving the day in centreville, part one ; Saving the day in centreville, part two ; Saving the day in centreville, part three ; THE METHOD: Four ways to kill a good idea ; A counterintuitive strategy for saving your good idea ; Twenty-four attacks and twenty-four responses ; A quick reference guide for saving good ideas ; APPENDIX: How the method helps large-scale change
Describes how to successfully explain and defend a proposal or idea. Illuminates the strategies naysayers utilize, such as fear mongering, character assassination and confusing the issue. Advocates respectfully engaging with adversaries by inviting discussion. Presents tools with which to anticipate attacks and turn them to your advantage using convincing responses.