Leadership Transitions: The Watkins Collection (4 Items)

214 THE FIRST 90 DAYS

underrated. It can not only promote acceptance of difficult

decisions but also channel people’s thinking and frame choices.

Because the questions leaders ask and the ways they summarize

responses have a powerful effect on people’s perceptions, active

listening and framing are a potent persuasive technique.

Framing means carefully crafting your persuasive arguments

on a person-by-person basis. It’s well worth the time to get your

framing right. Indeed, if Alexia can’t develop and communicate

a compelling case in support of her proposed changes, nothing

else she does will have much impact. Your messages should take

an appropriate tone, resonate with the motivations of influential

players and the forces acting on them, and, ...