The HBR Guides Collection (8 Books) (HBR Guide Series)

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When the Direct

Approach

Backfi res, Try

Indirect Infl uence

by Martha Craumer

How do you get people who don’t work for you to work

for you?

When direct management techniques don’t work—

especially with those over whom you have no authority—

you may have better luck with these, more subtle,

approaches.

1. Talk less, listen more. When you try to persuade

people, you can spend too much time explaining

your position, and not enough time asking ques-

tions, listening, and understanding other points

of view.

Adapted from reprint #U0608D

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Managing Across

186

Your colleagues are less likely ...