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HBR Guides to Managing Your Career Collection (6 Books)
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HBR Guides to Managing Your Career Collection (6 Books)

by Harvard Business Review
November 2019
Beginner content levelBeginner
1216 pages
20h 10m
English
Harvard Business Review Press
Content preview from HBR Guides to Managing Your Career Collection (6 Books)

Three Ways Not to Persuade

by Jay A. Conger

In my work with managers as a researcher and as a consultant, I’ve had the unfortunate opportunity to see executives fail miserably at persuasion. Here are three of the most common mistakes people make:

  1. They attempt to make their case with an up-front, hard sell. I call this the John Wayne approach. Managers strongly state their position at the outset, and then through a process of persistence, logic, and exuberance, they try to push the idea to a close. In reality, setting out a strong position at the start of a persuasion effort gives potential opponents something to grab onto—and fight against. It’s far better to present your position with the finesse and reserve of a lion tamer, who engages his ...
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Publisher Resources

ISBN: 9781633699281