The Necessary Art of Persuasion (HBR OnPoint Enhanced Edition)
by Jay Conger
Our Price: $6.50
Availability: Available for download now
Category: Book
See more book details and other editions
Book Summary Information
Author: Jay CongerEdition: Digital
Format: Download: PDF
Published: 2000-02-01
ISBN: N/A
Number of pages: 15
Publisher: Harvard Business Review
Book Reviews of The Necessary Art of Persuasion (HBR OnPoint Enhanced Edition)
Book Review: Essential Reading for All Professionals
Summary: 5 Stars
Simply put: this is the best article on applied persuasion that I have read in years. Conger takes a slightly different approach to persuasion than most authors. In a sense, I would suggest he is talking about how professionals can build and exercise influence. Based on his observations of many professionals, Conger delivers essential advice such as "persuasion is not a one-shot effort" and "persuasion is not about who has the best technical arguments." Instead, Conger talks about the reasons why we allow ourselves to be influenced by others. In my own words, these reasons are relationships and credibility.
When delivering an executive session on influence, this article is always the first that I select. I....
My advice is to skip the more recent influence articles from HBR and read this article instead. .... In a short period of time, you will get solid advice about influencing others that will serve you well inside the office and out.
Summary of The Necessary Art of Persuasion (HBR OnPoint Enhanced Edition)
This article defines and explains the four essential elements of persuasion. Business today is largely run by teams and populated by authority-averse baby boomers and Generation Xers. That makes persuasion more important than ever as a managerial tool. But contrary to popular belief, author Jay Conger (director of the University of Southern California's Marshall Business School's Leadership Institute) asserts, persuasion is not the same as selling an idea or convincing opponents to see things your way. It is instead a process of learning from others and negotiating a shared solution. To that end, persuasion consists of these essential elements: establishing credibility, framing to find common ground, providing vivid evidence, and connecting emotionally. Persuasion can be a force for enormous good in an organization, but people must understand it for what it is: an often painstaking process that requires insight, planning, and compromise.This is an enhanced edition of HBR article 98304, originally published in May/June 1998. HBR OnPoint articles save you time by enhancing an original Harvard Business Review article with an overview that draws out the main points and an annotated bibliography that points you to related resources. This enables you to scan, absorb, and share the management insights with others. This article defines and explains the four essential elements of persuasion. Business today is largely run by teams and populated by authority-averse baby boomers and Generation Xers. That makes persuasion more important than ever as a managerial tool. But contrary to popular belief, author Jay Conger (director of the University of Southern California's Marshall Business School's Leadership Institute) asserts, persuasion is not the same as selling an idea or convincing opponents to see things your way. It is instead a process of learning from others and negotiating a shared solution. To that end, persuasion consists of these essential elements: establishing credibility, framing to find common ground, providing vivid evidence, and connecting emotionally. Persuasion can be a force for enormous good in an organization, but people must understand it for what it is: an often painstaking process that requires insight, planning, and compromise.
Business & Investing Books
Book Subjects
- Arts & Photography
- Audiobooks on Cassette
- Audiobooks on CD
- Biographies & Memoirs
- Business & Investing
- Children's Books
- Comics & Graphic Novels
- Computers & Internet
- Cooking, Food & Wine
- e-Books
- Engineering
- Entertainment
- Gay & Lesbian
- Health, Mind & Body
- History
- Home & Garden
- Horror
- Law
- Literature & Fiction
- Medicine
- Mystery & Thrillers
- Nonfiction
- Outdoors & Nature
- Parenting & Families
- Professional & Technical
- Reference
- Religion & Spirituality
- Romance
- Science
- Science Fiction & Fantasy
- Sports
- Teens
- Travel
Most talked about in Reasoning the cradle of our civilization
Harnessing the Science of Persuasion (HBR OnPoint Enhanced Edition)by Robert B. Cialdini
Harvard Business Review; Published: 2001-10-01; Digital; Book
Best price: $6.50
The Necessary Art of Persuasion (HBR OnPoint Enhanced Edition)by Jay Conger
Harvard Business Review; Published: 2000-02-01; Digital; Book
Best price: $6.50
Elements of Reasoning, The (2nd Edition) (The Elements of Composition Series)by Edward P.J. Corbett, Rosa A. Eberly
Longman; Published: 2000-05-18; Paperback; Book
Best price: $10.97
Price in other shops:
Schaum's Outline of Logicby John Nolt, Dennis Rohatyn, Achille Varzi
McGraw-Hill; Published: 1998-07-01; Paperback; Book
Best price: $10.00
Price in other shops:
Introduction to Logicby Harry Gensler
Routledge; Published: 2001-12-29; Paperback; Book
Best price: $35.90
Price in other shops:
I Can See You Nakedby Ron Hoff
Andrews McMeel Publishing; Published: 1992-06-01; Paperback; Book
Best price: $1.95
Price in other shops:
The Speeches Collection, Vol. 1Release date: 2002-07-30; DVD
Best price: $26.47
Price in other shops:
Crucial Conversations: Tools for Talking When Stakes are Highby Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler, Stephen R. Covey
McGraw-Hill; Published: 2002-06-18; Paperback; Book
Best price: $7.98
Price in other shops:
Introduction to Reasoningby Stephen Edelston Toulmin
Prentice Hall; Published: 1984-03-11; Paperback; Book
Best price: $49.32
Price in other shops:
Merriam-Webster's Dictionary of Allusionsby Elizabeth Webber, Mike Feinsilber
Merriam-Webster; Published: 1999-09; Paperback; Book
Best price: $13.93
Price in other shops:
Similar Books and other products
One More Time: How Do You Motivate Employees? (Harvard Business Review Classics) (Harvard Business Review Classics)by Frederick Herzberg
Harvard Business Press; Published: 2008-05-14; Paperback; Book
Best price: $3.72
Price in other shops:
Fooling Some of the People All of the Time: A Long Short Storyby David Einhorn
Wiley; Published: 2008-05-02; Hardcover; Book
Best price: $16.61
Price in other shops:
The Real Reason People Won't Change (HBR OnPoint Enhanced Edition)by Robert Kegan, Lisa Laskow Lahey
Harvard Business Review; Published: 2001-11-01; Digital; Book
Best price: $6.50
Managing Your Boss (Harvard Business Review Classics) (Harvard Business Review Classics) (Harvard Business Review Classics)by John J. Gabarro, John P. Kotter
Harvard Business School Press; Published: 2008-02-01; Paperback; Book
Best price: $4.67
Price in other shops:
What Is Strategy? (HBR OnPoint Enhanced Edition)by Michael E. Porter
Harvard Business Review; Published: 2000-02-01; Digital; Book
Best price: $6.50
How to Make Meetings Work!by Michael Doyle, David Straus
Berkley Trade; Published: 1993-09-01; Paperback; Book
Best price: $9.54
Price in other shops:
Getting Together : Building Relationships As We Negotiateby Roger Fisher, Scott Brown
Amazon Remainders Account; Published: 1989-09-01; Paperback; Book
Best price: $6.64
Price in other shops:
Tailor-Made Persuasion (HBR Article Collection)Harvard Business Review; Published: 2002-05-01; Digital; Book
Best price: $17.95
Teaching Smart People How to Learn (Harvard Business Review Classics) (Harvard Business Review Classics)by Chris Argyris
Harvard Business School Press; Published: 2008-05-19; Paperback; Book
Best price: $3.67
Price in other shops:
Harnessing the Science of Persuasion (HBR OnPoint Enhanced Edition)by Robert B. Cialdini
Harvard Business Review; Published: 2001-10-01; Digital; Book
Best price: $6.50