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Buy-In: Saving Your Good Idea from Getting Shot Down by John P. Kotter

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3.

saving the day in centerville, part two

During the break, a few people relentlessly give you advice, much of it contradictory. One person walks by, self-consciously avoiding looking you in the eyes. But, thank goodness for small gifts, at least three or four people smile broadly, give you a thumbs-up, or in some other way signal that things might actually be going very well.

Much flows through your mind at light speed. Hank talked last night about the power of confusion and death by delay and how this means that less can often be more, in responding to veiled attacks. That is clearly what he is doing in his own responses, and it is working. Isn’t it? But why aren’t more people who clearly favor the proposal speaking up? Do they assume they ...

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