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Buy-In: Saving Your Good Idea from Getting Shot Down Hardcover – October 6, 2010
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From the Back Cover
A good idea or the right decision needs support or it will not be accepted and implemented well. You or your allies present the plan. You present it well. Then, along with thoughtful issues being raised, come the confounding questions, inane comments, and verbal bullets-either directly at you or, even worse, behind your back. It matters not that the idea clearly makes sense. It matters not that the idea is needed, insightful, innovative, and logical. It matters not even if the issues involved are extremely important to a business, an individual, or even a nation. The proposal is still shot down, accepted but without sufficient support to gain all of its true benefits, or slowly dies a sad death. You've been there, both on and off the job. It can be maddening. You can end up flustered, embarrassed, or furious. All those who would benefit from the idea lose. You lose. In an extreme case, a whole company or nation may lose. Buy-in demonstrates that it doesn't have to be that way. --This text refers to an out of print or unavailable edition of this title.
About the Author
John P. Kotter is the Konosuke Matsushita Professor of Leadership, Emeritus, at Harvard Business School and is widely considered the world's foremost authority on leadership and change. Lorne A. Whitehead is Leader of Education Innovation at the University of British Columbia, where he has also been a professor and the NSERC/3M Chairholder in the Department of Physics and Astronomy.
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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.
"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.
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.
Most recent customer reviews
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