The Necessary Art of Persuasion (Harvard Business Review Classics) [Paperback]

Jay A. Conger (Author)

Book Description

ISBN-10: 1422126714 | ISBN-13: 978-1422126714 | Publication Date: September 8, 2008

In an age when managers can no longer rely on formal power, persuading people is more important than ever. Persuasion is a process of learning from colleagues and employees and negotiating shared solutions to solving problems and achieving goals.

In The Necessary Art of Persuasion, Jay Conger describes four essential components of persuasion and explains how to master them, providing the information you need to fulfill your managerial mandate: getting work done through others.

Editorial Reviews

About the Author

Jay A. Conger is the Henry Kravis Research Professor of Leadership Studies at Claremont McKenna College. He is also Senior Research Scientist at the Center for Effective Organizations at the University of Southern California in Los Angeles and visiting Professor of Organizational Behavior at the London Business School.

Product Details

• Paperback: 64 pages
• Publisher: Harvard Business School Press (September 8, 2008)
• Language: English
• ISBN-10: 1422126714
• ISBN-13: 978-1422126714
• Product Dimensions: 6.5 x 4.3 x 0.2 inches
• Shipping Weight: 2.4 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
• Amazon Best Sellers Rank: #808,953 in Books (See Top 100 in Books)
  • #47 in Books > 4-for-3 Books > Business & Investing > Management & Leadership > Management
  • #82 in Books > 4-for-3 Books > Business & Investing > Management & Leadership > Leadership

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Customer Reviews

Most Helpful Customer Reviews

22 of 25 people found the following review helpful:

5.0 out of 5 stars Essential Reading for All Professionals, February 8, 2003

By 

M. A Netzley "mnetzley" (Singapore) - See all my reviews
(REAL NAME)   

This review is from: The Necessary Art of Persuasion (HBR OnPoint Enhanced Edition) (Digital)

Simply put: this is the best article on applied persuasion that I have read in years.

Conger takes a slightly different approach to persuasion than most authors. In a sense, I would suggest he is talking about how professionals can build and exercise influence. Based on his observations of many professionals, Conger delivers essential advice such as "persuasion is not a one-shot effort" and "persuasion is not about who has the best technical arguments." Instead, Conger talks about the reasons why we allow ourselves to be influenced by others. In my own words, these reasons are relationships and credibility.

When delivering an executive session on influence, this article is always the first that I select. I....

My advice is to skip the more recent influence articles from HBR and read this article instead. .... In a short period of time, you will get solid advice about influencing others that will serve you well inside the office and out.