Cover image for Generating buy-in : mastering the language of leadership
Generating buy-in : mastering the language of leadership
Walton, Mark S., 1950-
Personal Author:
Publication Information:
New York : American Management Association, [2004]

Physical Description:
108 pages ; 23 cm
Pt. 1. Understanding the language of buy-in. What triggers buy-in? Every leader tells a story. How strategic stories will get you twenty-first century buy-in -- Pt. 2. Speaking the language of buy-in. A framework for buy-in. Developing your strategic story. The rule of three. When the going gets tough, the smart get buy-in. The charisma quotient. The best evidence -- Pt. 3. Putting the language to work. Using the tools of buy-in. Now it's your turn. Questions executives ask.
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HD30.3 .W35 2004 Adult Non-Fiction Central Closed Stacks

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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 intoday's fiercely competitive world!" "

Author Notes

Mark S. Walton is Chairman of the Center for Leadership Communication, based in Monterey, CA, and Chapel Hill, NC. In addition, he is Professor of Leadership in the U.S. Navy's Advanced Management Program and teaches at the Senior Executive Institute at the University of North Carolina. For more than a dozen years, as CNN's Chief White House Correspondent and, later, as CNN Senior Correspondent, Walton was one of the most visible and respected journalists in network television news. He is a recipient of numerous broadcasting honors, including the coveted Peabody Award

Table of Contents

William Ury
Forewordp. ix
Acknowledgmentsp. xiii
Introduction: We All Need Somebody's Buy-Inp. xv
I. Understanding the Language of Buy-Inp. 1
1. What Triggers Buy-In?p. 3
2. Every Leader Tells a Storyp. 7
3. How Strategic Stories Will Get You Twenty-First Century Buy-Inp. 13
II. Speaking the Language of Buy-Inp. 19
4. A Framework for Buy-Inp. 21
5. Developing Your Strategic Storyp. 25
6. The Rule of Threep. 39
7. When Times Get Tough, the Smart Get Buy-Inp. 45
8. The Charisma Quotientp. 55
9. The Best Evidencep. 65
III. Putting the Language to Workp. 73
10. Using the Tools of Buy-Inp. 75
11. Now It's Your Turn!p. 83
12. Questions Executives Ask About the Language of Buy-Inp. 87
Notesp. 95
Glossaryp. 99
Indexp. 101
About the Author and the Center for Leadership Communicationp. 107