Getting them to see things your way.
Summary
Managers can take a number of steps to persuade others to their own way of thinking. These include developing an understanding of the perceptions of the individual to be persuaded, creating a sound strategy for persuasion that is based on the beliefs of the other person rather than one's own, overriding existing perceptions by creating new ones and enticing the other person to negotiate by appearing reasonable to negotiation.
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Extract
Getting them to see things your way.
Based on the new book, When Talking Makes Things WORSE!
The prevailing view about how to persuade someone is that you've got to be a great communicator. Your personality has to be so charming and your arguments have to be so polished that you win over the other side. The Wall Street Journal did a profile of chief executive officers who had lost their jobs after high-profile failures, only to be rehired as top executives someplace else. Take the example of Frank Lorenzo. He was CEO of Eastern Airlines. They went bankrupt. He was CEO of Continental Airlines. They went bankrupt. So what happened to Lorenzo? According to the Journal, he got invest...See the full content of this document
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