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Customize your delivery for maximum persuasive power.
If you need the best practices and ideas for communicating effectively--but don't have time to find them--this book is for you. Here are 10 inspiring and useful perspectives, all in one place.
This collection of HBR articles will help you:
- Pitch your brilliant idea successfully
- Connect with your audience
- Establish credibility
- Inspire others to realize your vision
- Adapt to your listeners' decision-making styles
- Frame goals around common interests
- Build consensus and win concessions
- Neutralize stressful conversations
- Sales Rank: #197935 in Books
- Brand: Brand: Harvard Business Review Press
- Published on: 2011-04-12
- Original language: English
- Number of items: 1
- Dimensions: .70" h x 5.40" w x 8.20" l, .30 pounds
- Binding: Paperback
- 256 pages
- Used Book in Good Condition
About the Author
If you need the best practices and ideas for the business challenges you face--but don't have time to find them--Harvard Business Review paperbacks are for you. Each book is a collection of HBR's inspiring and useful perspectives on a specific topic, all in one place.
Most helpful customer reviews
16 of 16 people found the following review helpful.
How to customize the delivery of your presentation to almost any audience for "maximum persuasive power"
By Robert Morris
Those who aspire to master several different high-impact communication styles will find the material in this HBR book invaluable. It is one of the volumes in a series of anthologies of articles that first appeared in Harvard Business Review. Authors of the ten articles focus on one or more components of a process by which to pitch a brilliant idea successfully, connect with any audience, establish and then sustain credibility, inspire others to "see" and embrace your vision, adapt to any audience's decision-making style, frame goals around shared interests, build consensus and obtain concessions, and neutralize stressful conversations.
Having read all of the articles when they were published individually, I can personally attest to the brilliance of their authors' (or co-authors') insights and the eloquence with which they are expressed. Two substantial value-added benefits should also be noted: If all of the articles were purchased separately as reprints, the total cost would be at least $60-75; they are now conveniently bound in a single volume for a fraction of that cost.
I now provide two brief excerpts that are representative of the high quality of all ten articles:
In "Change the Way You Persuade," Gary A. Williams and Robert B. Miller identify and discuss five styles of decision making (based on their interviews) and explain the best ways to influence each. They are:
1. Charismatics (25% of those interviewed) are easily enthralled by new ideas. They can absorb large amounts of information rapidly, and they tend to process the world visually.
2. Thinkers (11%) are the most difficult decision makers to understand and consequently the toughest to persuade.
3. Skeptics (19%) are highly suspicious of every single data point, especially any information that challenges their worldview.
4. Followers (36%) make decisions based on how they've made similar choices in the past or on how other trusted executives have made them.
5. Controllers (9%) abhor uncertainty and ambiguity, and they will focus on the pure facts and analytics of an argument. They are both constrained and driven by their own fears and insecurities.
Other articles in this anthology I especially enjoyed include "Harnessing the Science of Persuasion" (Robert B. Cialdini), "Telling Tales" (Stephen Denning), and "Taking the Stress Out of Stressful Conversations" (Holly Weeks)
Suggested Resources:
Influence: The Psychology of Persuasion, Revised Edition
Robert Cialdini
Elements of Influence: The Art of Getting Others to Follow Your Lead
Terry R. Bacon
Crucial Conversations: Tools for Talking When Stakes Are High
Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler
The Leader's Guide to Storytelling: Mastering the Art and Discipline of Business Narrative
Stephen Denning
4 of 4 people found the following review helpful.
Some chapters are helpful...
By Saurav B. Prasad
I found two chapters of this book helpful: "The Necessary Art of Persuasion" and "The Five Messages Leaders Must Manage." These chapters offered some key takeaways that will be helpful for new managers. For example, in persuasion, the authors talk about "shared benefits." This is useful to remember when you are managing a team. In the messages chapter, the authors mention the importance of a team leader asking questions, instead of providing answers to the team. Overall, it's a good book to develop inter-personal skills.
2 of 2 people found the following review helpful.
Useful book on Communication
By James F. Mcenanly
I would recommend this book for anyone whose job includes communication with either customers or fellow employees, which is anyone with a job. Whether you speak with dozens of people a day, or just follow occasional directives, proper communication will make your job easier.
The articles in this anthology are brief, but full of useful information. They are useful at any static your career.
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