Buy-In: Saving Your Good Idea from Getting Shot Down

Buy-In: Saving Your Good Idea from Getting Shot Down

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Overview

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

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.

Product Details

ISBN-13: 9781422170717
Publisher: Harvard Business Review Press
Publication date: 10/06/2010
Sold by: Barnes & Noble
Format: NOOK Book
Pages: 208
Sales rank: 764,864
File size: 362 KB

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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Buy-In: Saving Your Good Idea from Getting Shot Down 3.7 out of 5 based on 0 ratings. 11 reviews.
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RolfDobelli More than 1 year ago
John P. Kotter and Lorne A. Whitehead excel in the field of consulting and strategy for leadership and change. In this bantering, conversational guide, they convincingly demonstrate how to present any new idea, how to prepare for likely attacks on that idea and how to guide the concept to triumph despite the attacks. In the first half of the book, the authors illustrate these principles with their fictional narrative, "Saving the Day in Centerville," in which two protagonists present a proposal to equip the town's library with computers. The story introduces a range of attacker personalities, from "Pompus Meani" to "Bendi Windi," and the four attack strategies, "confusion, delay, ridicule and fear mongering." Throughout this tale and in the analysis that follows, the gist of the authors' strategies emerges with clarity. The lessons read quickly, and while the first half of the book seems nowhere near as necessary as the second, getAbstract recommends this guide to anyone who has to persuade anybody, anywhere, in order to get anything done. And that's everyone, isn't it?
Anonymous More than 1 year ago
Anonymous More than 1 year ago
I read this book in the BN store because the Nook price is 30% higher than other ebook prices. This seems to be happening more & more. BN should respond. To date, nothing. It may be more economical to sell my Nook, download a free app & get ebooks from another seller.