Work with me how to get people to buy into your ideas
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Milton, Queensland :
Wiley
2016.
|
| Edición: | 1st ed |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009849129006719 |
Tabla de Contenidos:
- Intro
- work with me
- Contents
- About the author
- Acknowledgements
- Foreword by Sheila Heen
- Prologue
- PART I Get Ready
- Chapter 1 SHIFT Choose the power of buy-in
- The cost of getting it wrong
- What is buy-in really?
- From 'decree' to 'win me' - a fundamental shift
- The age of buy-in
- Easy to say, but what to do?
- A gentle art
- Chapter 2 MINDSET Imagine what's possible
- A champion mindset
- What's possible?
- An inclusive mindset
- Alien attack!
- An abundance mindset
- What are you scared of?
- Choosing what's possible?
- Chapter 3 CONVICTION Establish a 'Big So What'
- 'Conviction up!'
- The courier
- The catalyst
- Be a catalyst
- Establish a Big So What
- Romance your purpose
- 'But the boss said …'
- Dud dates
- Chapter 4 WHO Think wide, act narrow
- Navigate the social landscape
- Think wide, act narrow
- Nemawashi
- Create a social map
- Step 1: Identify your stakeholders
- Step 2: Chart the influence
- Step 3: Spot your allies
- Step 4: Review your map
- Step 5: Create a sequence of engagement
- A shifting landscape
- Chapter 5 TIMING Read the conditions, ride the wave
- Conditions for buy-in
- Read the play
- 'It's like herding cats'
- Timing is everything
- Ride the waves
- Chapter 6 YOU Be someone they'll listen to
- People buy people first
- Bring out your best
- Positive perceptions
- Turn the spotlight on you
- The three perception dials
- Where do you sit?
- Adjust to your audience
- When the sh!t hits the fan
- Listen and learn
- Clinical listening
- Engaged listening
- Top four tips for engaged listening
- Make them look good
- PART II Go
- Chapter 7 MOOD Make them feel it
- Capture a feeling
- Make up your mood
- Shape their mood
- 1. Project the mood
- 2. Share stories
- 3. Use metaphors and similes
- 4. 'Zap' them
- 5. Get extreme.
- Chapter 8 MIND Give them a reason
- Syncing mood with mind
- The logic of 'yes'
- What's it worth?
- Prove it
- Go slow to go fast
- Step 1: Explain
- Step 2: Learn
- Step 3: Adjust
- Step 4: Recommend
- Step 5. Agree
- Chapter 9 MOVEMENT Convert to sustained action
- Become a master of movement
- Principle 1: Talk action
- Principle 2: Talk accountability
- The three phases of Movement
- Start
- Scaffold
- Sustain
- Roadmap for buy-in: Summarising the journey
- Where to now?
- Start small
- Make yourself accountable
- Work as a team
- 'Lean in' to the discomfort
- Epilogue
- Notes
- Index
- Advert
- EULA.
