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

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6.

a counterintuitive strategy for saving your good idea

hANK, WITH YOUR HELP, used a method, and a specific set of responses all based on that methodology, for gaining strong buy-in for a good idea. And it worked, as it does in real life.

The same single method worked on shots based on all of the attack strategies. You did not even have to use (and learn and master) four methods: one for confusion, another for death by delay, yet another for anxiety, and a last one for ridicule. Because there is only one response methodology, Hank, though skillful, did not have to be superhuman. This is also a reason that you were able to learn and start to be helpful as quickly as you did.

The method has only a handful of interrelated elements, none of which ...

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