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

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7.

twenty-four attacks and twenty-four responses

hERE WE NOW list and discuss the twenty-four attacks that we have found used quite commonly. As you will see, they all draw on one or more strategies based on confusion, fear mongering, death by delay, or ridicule and character assassination. There are many more slight variations on these twenty-four, but these two dozen seem to be the most basic and confounding.

Here, we also list an effective response to each of the twenty-four. As you can see, each is based on a strategy of being respectful and keeping your comments short, clear, and filled with common sense. Each can work even if the person is not attacking but honestly asking what seems to him or her like a good question. Each will not silence ...

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