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on August 30, 2015
I highly recommend the audio version of this book, for anyone who either on a daily or occasional need to give presentations to teams or different groups to get their buy in on a proposed plan or opportunity. It is well worth listening to more than once, and you should make it a periodic treat for your ears and mind, to remind yourself of the pit falls of negativism by certain factions in your organization, who do not want change but only want to protect their own turf without regard to growing your organization.A good book on how to conquering negativism and foot draggers in meetings; and how to gain allies to get that needed buy in so your organization can move forward.
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VINE VOICEon November 20, 2010
Author John Kotter, Professor of Leadership, Emeritus, at Harvard has been studying transformational change for decades and his research has shown that "people, even experienced executives, are not very good at transformational change, or change of any significance." While much attention has been given to creating ideas warranting change, little has been given to gaining the buy-in required for change implementation. "Whether it's a big bill before Congress, an innovative corporate strategy, or tonight's plan for dinner, sensible ideas can be ignored, shot down or wounded so badly that they produce little gain."

Kotter has now collaborated with Lorne Whitehead, Leader of Education Innovation, University of British Columbia, in "Buy*In: *saving your good idea from being shot down" to provide a book focused on how to keep those really good ideas from being shot down.

The book begins with a story highlighting how good ideas get shot down and how "attacks" can be used to gain buy-in. The book continues with the four common attack strategies - fear mongering, delay, confusion, and ridicule - with an explanation of each, and then, the twenty-four generic attack tactics people most often use with advice on how to response to each.

Attack - "We've never done this in the past, and things have always been okay."
Response - "True. But surely we have all seen that those who fail to adapt eventually become extinct."

"Buy*In" also includes plenty of advice on how to use the material presented, "A quick reference guide for saving good ideas" and "The biggest challenges to buy-in."

There are generic behaviors we all see in our daily lives that are difficult to deal with because they appear to be sincere, reasonable, or logical; but, it is these behaviors that contribute to our failure to secure buy-in for worthy ideas. "Buy*In" provides us with a counterintuitive method of turning attacks into an advantage to get buy-in. This is a "must have" book for all who are in roles requiring transformative change.
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on November 26, 2017
I love that its getting me one step closer to graduation!
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on March 22, 2011
Many other "change management" books are either "10 step how to's" that are actionable but not memorable, or are a collection of case studies that are memorable, but are long and less actionable.

"Buy-in" is written in an entirely different way which I've found to be a lot more effective. It creates a believable but fictitious real-life situation, which is interesting, engaging, and memorable, and above all, does not feel artificial. It then weaves the "how to's" into the situation, as it unfolds. This puts the principles into action immediately, and lofty words immediately become helpful, actionable nuggets.

The choice of characters, their names, and the storytelling of the interaction, makes the whole methodology quite memorable. I enjoyed it a great deal, and have found it to have direct practical use.
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on June 19, 2017
Great book for those learning about developing people!
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on February 17, 2011
Format: Audio CD|Vine Customer Review of Free Product( What's this? )|Verified Purchase
The authors categorize the four types of attacks as confusion, fear mongering, death by delay, or ridicule and character assassination, and usually is just the 5% to 10% of the general audience. The book also list the 24 attacks and responses usually encountered when presenting a new idea or proposal.

The book is broken down into sections starting with a story and how the presenter along with his brother-in-law helped address the attacks from a handful of audience. The book then jumps into specific examples of the most frequently attacks people use to kill an idea and what to respond to addres the attack.

I went ahead and purchased the hardcopy version as the audio version was too hard to carry with me if I needed to refer to it.
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on January 9, 2014
This book provided good insight on leading an uncooperative group through change and gaining their support. Kotter discusses each difficult personality leaders typically come up against and makes recommendations on how to manage them. He also gives a list of potential arguments against a change idea to assist those of us who need to pitch a new concept. I recommend this book for anyone who finds themselves in a management position or needs to market a new idea to a challenging group.
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on July 27, 2013
This is another in a series of helpful books from John Kotter. similar to case studies this book is a series of vignettes that outline the problems you could face in gaining buy in and tactics for overcoming them. this isn't Kotter's best book, but it's very useful. it's also very fast read you can easily finish it in an afternoon.
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on September 6, 2012
While initially the book seems to be written in quite simple, even child-like language, it presents a set of very simple techniques to dealing with rather complicated political problems. This book is a very useful if you are new to management or are working in a highly political environment and still have a strong drive to get things done.
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on January 12, 2016
Required for a class. It was fine. One of the less painful reads.
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