Tailor-Made Persuasion (HBR Article Collection)
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Book Summary Information
Edition: DigitalAudio: English (Published)
Format: Download: PDF
Published: 2002-05-01
ISBN: N/A
Number of pages: 39
Publisher: Harvard Business Review
Summary of Tailor-Made Persuasion (HBR Article Collection)
A manager's job is to get things done--through others. But in nonhierarchical, cross-functional workplaces, you may not have formal authority over everyone important to your goals. Moreover, much work gets done through informal means--hallway conversations, presentations, meetings. So how can you best mobilize people? Masterly persuaders excel at flexibility: They know there isn't one best way to sway an audience--any style might be perfect or disastrous, depending on the circumstances. Also, we all speak different "languages" when expressing our ideas (e.g., using "we" versus "I" when describing achievements)--and we listen for different kinds of information when evaluating others' ideas (e.g., numerical data versus expert testimony). But we also share fundamental needs that shape our responses to one another's thinking (e.g., tending to follow people who are like us). This collection presents the linguistic and decision-making styles reflected in today's workplace, helping you customize your own delivery style for maximum persuasive power. The 3 articles in this collection: "Change the Way You Persuade" by Gary A. Williams and Robert B. Miller (original HBR reprint R0205D), "The Power of Talk: Who Gets Heard and Why" by Deborah Tannen (original HBR reprint 95510), and "Harnessing the Science of Persuasion" by Robert B. Cialdini (original HBR reprint R0109D).General Books
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