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Author Walton, Mark S., 1950-

Title Generating buy-in : mastering the language of leadership / Mark S. Walton ; foreword by William Ury
Published New York : American Management Association, ©2004
Online access available from:
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Description 1 online resource (xviii, 108 pages)
Contents Part I. Understanding the language of buy-in -- What triggers buy-in? -- Every leader tells a story -- How strategic stories will get you twenty-first century buy-in -- Part II. Speaking the language of buy-in -- Framework for buy-in -- Developing your strategic story -- Rule of three -- When the going gets tough, the smart get buy-in -- Charisma quotient -- Best evidence -- Part III. Putting the language to work -- Using the tools of buy-in -- Now it's your turn -- Questions executives ask
Summary "Generating Buy-In will help you master the powerful language that breeds commitment. Filled with dozens of examples of individuals and organizations that excel at persuading people to believe, do, or buy - from Abraham Lincoln to Jack Welch, from the U.S. Army to Coca-Cola - Generating Buy-In gives you a revolutionary yet practical approach to
Crafting a strategic story that projects a positive future to your audience; speaking the language of buy-in with images that mold powerful thoughts and emotions in your listeners; and putting the language to work in service of your goal - whether the goal is to raise sales, inspire a work force, or win a Presidential election."--Jacket
Bibliography Includes bibliographical references and index
Notes Print version record
Subject Communication in management.
Persuasion (Psychology)
BUSINESS & ECONOMICS -- Business Communication -- General.
Persuasion (Psychology)
Communication in management.
Communication in management.
Persuasion (Psychology)
Genre/Form Electronic books
Form Electronic book
ISBN 0814427669