HBR Guide to Managing Up and Across (HBR Guide Series)

Three Ways Not to Persuade

by Jay A. Conger

In my work with managers as a researcher and as a consultant, I’ve had the unfortunate opportunity to see executives fail miserably at persuasion. Here are three of the most common mistakes people make:

1. They attempt to make their case with an up-front, hard sell. I call this the John Wayne approach. Managers strongly state their position at the outset, and then through a process of persistence, logic, and exuberance, they try to push the idea to a close. In reality, setting out a strong position at the start of a persuasion effort gives potential opponents something to grab onto—and fight against. It’s far better to present your position with the finesse and reserve of a lion tamer, who engages his ...