Generating Buy-In

by Walton, Mark S.; Ury, William

• ISBN13: 9780814407882
• ISBN10: 0814407889
• Format: Hardcover
• Copyright: 2003-08-01
• Publisher: Amacom Books

Summary

"The power not just to persuade, but to inspire. ""Anyone interested in influencing fellow human beings can benefit from this book's wise and practical advice. It's a keeper!"" --William Ury, Harvard Law School, Coauthor of the best-selling Getting to Yes The ability to influence people's thoughts and feelings, to generate their buy-in, has emerged as the paramount leadership skill. The strongest leaders are those who create a positive vision of the future, paint a ""big picture"" that generates action by tapping into people's emotions, ask for a commitment, and inspire their listeners to take steps toward the goal. Generating Buy-In: Mastering the Language of Leadership will help you master the powerful language that breeds such a commitment. Through real-world case studies and exclusive interviews, Generating Buy-In imparts 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 * 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. ""This book unlocks secrets top leaders have applied through the ages. Instinctively you know that Mark Walton has hit the bulls-eye, because it feels right in your heart and your gut. Wonderfully simple and effective!"" -- Ron Kirkpatrick, National Manager, Toyota Motor Sales, USA Complete with examples, practical exercises, sample business scenarios, and a foreword by William Ury, coauthor of the best-selling Getting to Yes, Generating Buy-In is an indispensable resource for leading and succeeding in today's fiercely competitive world!"

Author Biography

Mark S. Walton is CEO of the Center for Leadership Communication, based in Chapel Hill, North Carolina. For more than a decade he was CNN’s Chief White House and Senior Correspondent, becoming one of the most visible and respected journalists in network news. He is the recipient of numerous honors, including the prestigious Peabody Award. Walton also teaches at the University of North Carolina’s business school and is Professor of Leadership in the U.S. Navy’s Advanced Management program.

Table of Contents

Foreword by William Ury, Harvard Law School	ix
Acknowledgments	xiii
Introduction: We All Need Somebody's Buy-In	xv
I. Understanding the Language of Buy-In	1	(18)
1. What Triggers Buy-In?	3	(4)
2. Every Leader Tells a Story	7	(6)
3. How Strategic Stories Will Get You Twenty-First Century Buy-In	13	(6)
II. Speaking the Language of Buy-In	19	(54)
4. A Framework for Buy-In	21	(4)
5. Developing Your Strategic Story	25	(14)
6. The Rule of Three	39	(6)
7. When Times Get Tough, the Smart Get Buy-In	45	(10)
8. The Charisma Quotient	55	(10)
9. The Best Evidence	65	(8)
III. Putting the Language to Work	73	(26)
10. Using the Tools of Buy-In	75	(8)
11. Now It's Your Turn!	83	(4)
12. Questions Executives Ask About the Language of Buy-In	87	(12)
Glossary	99	(2)
Index	101	(6)
About the Author and the Center for Leadership Communication	107