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Title: Generating Buy-In: Mastering the Language of Leadership by Mark S. Walton, William Ury ISBN: 0-8144-0788-9 Publisher: AMACOM Pub. Date: September, 2003 Format: Hardcover Volumes: 1 List Price(USD): $19.95 |
Average Customer Rating: 5 (2 reviews)
Rating: 5
Summary: Excellent Framework
Comment: Effective communication of the intended message with the objective of ensuring buy-in is a key requirement for leaders at all levels today. This book is an easy to use toolkit for performing this effectively.
The framework ( if I can use the word) for generating buy-in, is simple and powerful. Having determined the buy-in objective, it is important to establish a strategic story line. Humans think in pictures and images, and it is an appealing story that can capture attention about the vision and a positive future. The next step is to have three targeted chapters (based on the theory of Trilogy of Persuasion) , each directed at fulfilling the audience's future needs, wants and goals. Here the leader aligns his goals with that of the audience. Each targeted chapter is followed by supporting evidence to substantiate the statements in the targeted chapters. Buy-in is almost complete at this stage and now is the opportunity to call for action.
Each of these steps is clearly explained through very relevant examples. Excerpts from President George W. Bush's address to a joint session of Congress , September 20, 2001( to rally the nation in the wake of September 11 attacks), structured on this framework , is the best take away from this book.
A chapter at the end of the book is devoted to some FAQ's on the language of buy-in.
This is not a book that discusses theories of leadership and communication, but a practical guide for achieving results.
Highly recommended.
Rating: 5
Summary: Fast Read, Strong Lessons
Comment: My initial sense when I picked up this book is that is was thin, perhaps lightweight. In pounds, it is lightweight (good to stick in your briefcase for that next airplane trip). In content, it's heavyweight.
The premise of this book is that leaders send their messages, inspire their followers, and achieve results by using a particular type of language. The secret is astonishingly simple: tell stories, strategic stories. The key is to share a vision that people can buy into and they'll follow you to the ends of the Earth.
This disarmingly short book provides the insight into the technique, explains how this approach works, shows you how to use it, and encourages you to use the system. It seems so easy...one of those things that's right there in front of us, but we never saw it. Walton, a former CNN journalist, reports what he's learned, citing examples from the strategies of well-known executives.
Readers will benefit from clear explanations, how-to advice, and a sort of combination of enlightenment and inspiration. This book will stimulate your thinking and change the way you communicate. The illustrations, a glossary, and index provide added value.
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Title: Growing Your Company's Leaders: How Great Organizations Use Succession Management to Sustain Competitive Advantage by Robert M. Fulmer, Jay Alden Conger ISBN: 0814407676 Publisher: AMACOM Pub. Date: January, 2004 List Price(USD): $27.95 |
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Title: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, Bruce Patton ISBN: 0140157352 Publisher: Penguin USA (Paper) Pub. Date: December, 1991 List Price(USD): $14.00 |
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Title: Life Matters : Creating a Dynamic Balance of Work, Family, Time & Money by A. Roger Merrill, Rebecca Merrill ISBN: 0071422137 Publisher: McGraw-Hill Trade Pub. Date: 16 May, 2003 List Price(USD): $19.95 |
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Title: The First 90 Days: Critical Success Strategies for New Leaders at All Levels by Michael Watkins ISBN: 1591391105 Publisher: Harvard Business School Press Pub. Date: 18 September, 2003 List Price(USD): $24.95 |
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Title: Strategy Maps: Converting Intangible Assets into Tangible Outcomes by Robert S. Kaplan, David P. Norton ISBN: 1591391342 Publisher: Harvard Business School Press Pub. Date: 02 February, 2004 List Price(USD): $35.00 |
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