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

Publisher: Harvard Business School Publishing
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Book Summary of Buy-In: Saving Your Good Idea from Getting Shot Down

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.

About The Author
John Kotter is a world-recognized expert on change management and leadership. He is the Konosuke Matsushita emeritus professor of leadership at Harvard Business School, and co-founder of consultancy Kotter International.

He is the author of eighteen books, eleven of which have been business best sellers and two New York Times best sellers.

In A Force for Change (1990), Kotter identified the human elements behind great leadership. He followed with Leading Change (1996). The eight-step process for implementing successful transformations outlined in the book is widely used by managers around the world and was listed by Time Magazine as one of the 25 most influential books ever written on business management.

Our Iceberg Is Melting (2006) revisits the ideas in the eight-step process in the context of an allegory about the survival of a group of penguins.

Subsequent books return to the human world. In A Sense of Urgency (2008), Kotter encourages us to avoid complacency and cultivate a sense of urgency instead.

More recently Kotter has written Buy In: Saving Your Good Idea from Being Shot Down (2010) (with Lorne Whitehead).

Details of Book: Buy-In: Saving Your Good Idea from Getting Shot Down (BSID:1997)

Book Buy-In: Saving Your Good Idea from Getting Shot Down
Author John P Kotter, Lorne A Whitehead
ISBN 1422157296
ISBN-13 9781422157299, 978-1422157299
Binding Hardcover
Publisher Harvard Business School Publishing
Publishing Date 2010
Number of Pages 192
Language English
Dimensions 8.38 x 5.8 x 0.8 inches
Weight 331 grams

Reviews of Buy-In: Saving Your Good Idea from Getting Shot Down (0 Reviews) Have you Read this Book Write a Review

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Gregory November 28, 2010 review from Goodreads

Good ideas -- even terrific ideas -- often fail to get adopted when an advocate lacks the verbal communication skills to make persuasive presentations. As every public speaker knows, no two presentations are exactly alike -- but for the most part, the reasons a verbal communication fails to persu...

Oleg June 30, 2012 review from Goodreads

Kotter and Whitehead use the story of a community member lobbying for a private-public partnership in order to purchase new computers for a neighborhood library to teach how to handle a crowd when pitching a new idea. Obviously, I was hooked by the library in the plot but I kept reading because t...

David August 22, 2011 review from Goodreads

I "read" this as an audiobook (CDs), and though I was driving while listening, I don't think I missed much because the book is rather simply laid out and just goes from one thing to another.I will write more when I have time, but the reason I gave this 3stars was because it was interesting and I...

Bart-Jan May 17, 2012 review from Goodreads

An interesting book around a checklist to use when you need buy-in on your idea(s). The first half is written as a business fable and the second half explains the theory behind it all. It reminds me of a book I read in Dutch ('De 50 manieren om dwars te liggen', translated: 50 ways to block a pla...

Jeremy February 08, 2011 review from Goodreads

I'm generally a fan of the One Minute Manager style of teaching through story telling, but I thought that the story taking up most of the first half of this book was fairly worthless. I would recommend anyone wanting to read this book to skip the narrative, read the section describing the basic f...


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