Getting to "YES"
We have all been in a business meeting presenting an idea that we are convinced will make our company more successful, reduce costs, or increase sales only to suddenly find ourselves back on our heels, defensive and stumbling as we retreat from a withering storm of criticism, questions and negativity. By the end of the meeting our idea is a smoldering wreck burning in the center of the board room table or has been banished to the purgatory of “committee study” doomed to be ignored, watered down or simply forgotten. What can we do to prevent our ideas from crashing and burning? How can we become bulletproof and take our good ideas with us? This is the central question posed in the book “Buy*in” by John P. Kotter. This little gem provides practical advice, verbal shields and effective diffusion methods that help you defend a good idea from those with their own agenda. Using a fictitious public meeting for a library technology proposal as the example, “Buy*in” introduces you to a...