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Buy-In: Saving Your Good Idea from Getting Shot Down
John P. Kotter and Lorne A. Whitehead


9781422157299
Retail Price: $22.00
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Format: Hardcover, 176pp.
ISBN: 9781422157299
Publisher: Harvard Business Press
Pub. Date: October 6, 2010

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Description and Reviews
From The Publisher:

You've got a good idea. You know it could make a crucial difference for you, your organization, your community. You present it to the group, but get confounding questions, inane comments, and verbal bullets in return. Before you know what's happened, your idea is dead, shot down. You're furious. Everyone has lost: Those who would have benefited from your proposal. You. Your company. Perhaps even the country.

It doesn't have to be this way, maintain John Kotter and Lorne Whitehead. In Buy-In, they reveal how to win the support your idea needs to deliver valuable results. The key? Understand the generic attack strategies that naysayers and obfuscators deploy time and time again. Then engage these adversaries with tactics tailored to each strategy. By "inviting in the lions" to critique your idea--and being prepared for them--you'll capture busy people's attention, help them grasp your proposal's value, and secure their commitment to implementing the solution.

The book presents a fresh and amusing fictional narrative showing attack strategies in action. It then provides several specific counterstrategies for each basic category the authors have defined--including:
  • Death-by-delay: Your enemies push discussion of your idea so far into the future it's forgotten.
  • Confusion: They present so much data that confidence in your proposal dies.
  • Fearmongering: Critics catalyze irrational anxieties about your idea.
  • Character assassination: They slam your reputation and credibility.
Smart, practical, and filled with useful advice, Buy-In equips you to anticipate and combat attacks--so your good idea makes it through to make a positive change.


 
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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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Table of Contents

 
Preface
 
Part One: The Centerville Story
1The Death of a Good Plan12
2Saving the Day in Centerville, Part 121
3Saving the Day, Part II54
4Saving the Day, Part III72
 
Part Two: The Method
5Four Ways to Kill Good Ideas73
6A Counterintuitive Strategy for Saving Your Good Idea89
724 Attacks & 24 Responses109
8How The Method Helps Large-scale Change133
9A Quick Reference Guide for Saving Good Ideas143



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