You've got a good idea. You know it could make a crucial difference for
you, your organization, your community. You present it to the group, but
get confounding questions, inane comments, and verbal bullets in return.
Before you know what's happened, your idea is dead, shot down. You're
furious. Everyone has lost: Those who would have benefited from your
proposal. You. Your company. Perhaps even the country.
It doesn't have to be this way, maintain John Kotter and Lorne
Whitehead. In Buy-In, they reveal how to win the support your idea needs
to deliver valuable results. The key? Understand the generic attack
strategies that naysayers and obfuscators deploy time and time again.
Then engage these adversaries with tactics tailored to each strategy. By
"inviting in the lions" to critique your idea--and being prepared for
them--you'll capture busy people's attention, help them grasp your
proposal's value, and secure their commitment to implementing the
solution.
The book presents a fresh and amusing fictional narrative showing attack
strategies in action. It then provides several specific
counterstrategies for each basic category the authors have
defined--including:
- Death-by-delay: Your enemies push discussion of your idea so far into
the future it's forgotten.
- Confusion: They present so much data that confidence in your proposal
dies.
- Fearmongering: Critics catalyze irrational anxieties about your idea.
- Character assassination: They slam your reputation and credibility.
Smart, practical, and filled with useful advice, Buy-In equips you to
anticipate and combat attacks--so your good idea makes it through to
make a positive change.
