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Buy-In: Saving Your Good Idea from Getting Shot Down [Audiobook] [Englisch] [Audio CD]

John P. Kotter , John P. Kotter and Lorne a. Whitehead , Lorne A. Whitehead
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Kurzbeschreibung

6. Oktober 2010
You've got a good idea. You know it could make a crucial difference for you, your organization, your community. You present it to the group, but get confounding questions, inane comments, and verbal bullets in return. Before you know what's happened, your idea is dead, shot down. You're furious. Everyone has lost: Those who would have benefited from your proposal. You. Your company. Perhaps even the country. It doesn't have to be this way, maintain John Kotter and Lorne Whitehead. In Buy-In, they reveal how to win the support your idea needs to deliver valuable results. The key? Understand the generic attack strategies that naysayers and obfuscators deploy time and time again. Then engage these adversaries with tactics tailored to each strategy. By "inviting in the lions" to critique your idea--and being prepared for them--you'll capture busy people's attention, help them grasp your proposal's value, and secure their commitment to implementing the solution. The book presents a fresh and amusing fictional narrative showing attack strategies in action. It then provides several specific counterstrategies for each basic category the authors have defined--including: * Death-by-delay: Your enemies push discussion of your idea so far into the future it's forgotten. * Confusion: They present so much data that confidence in your proposal dies. * Fearmongering: Critics catalyze irrational anxieties about your idea. * Character assassination: They slam your reputation and credibility. Smart, practical, and filled with useful advice, Buy-In equips you to anticipate and combat attacks--so your good idea makes it through to make a positive change.
-- Dieser Text bezieht sich auf eine andere Ausgabe: Gebundene Ausgabe .

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Produktinformation

  • Audio CD
  • Verlag: Brilliance Corp; Auflage: Unabridged (6. Oktober 2010)
  • Sprache: Englisch
  • ISBN-10: 1441872302
  • ISBN-13: 978-1441872302
  • Größe und/oder Gewicht: 17,8 x 13,2 x 3,8 cm
  • Durchschnittliche Kundenbewertung: 3.3 von 5 Sternen  Alle Rezensionen anzeigen (3 Kundenrezensionen)
  • Amazon Bestseller-Rang: Nr. 498.762 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)
  • Komplettes Inhaltsverzeichnis ansehen

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Über den Autor und weitere Mitwirkende

John P. Kotter is the Konosuke Matsushita Professor of Leadership, Emeritus, at Harvard Business School and is widely considered the world's foremost authority on leadership and change. Lorne A. Whitehead is Leader of Education Innovation at the University of British Columbia, where he has also been a professor and the NSERC/3M Chairholder in the Department of Physics and Astronomy. -- Dieser Text bezieht sich auf eine andere Ausgabe: Gebundene Ausgabe .

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2 von 2 Kunden fanden die folgende Rezension hilfreich
3.0 von 5 Sternen Erfolgreich Ideen durchbringen 3. November 2010
Format:Gebundene Ausgabe
Sie haben eine gute Idee und suchen Verbündete, um Ihre gute Idee vor Angriffen zu schützen und mit Erfolg durchzubringen? John Kotter, Managementprofessor aus Harvard, bietet mit seinem neuen Buch Anleitung und Unterstützung.

Kotter startet mit einem Fallbeispiel, um Fallstricke und Attacken bei der Präsentation von Ideen und bei der Gewinnung von Unterstützung zu illustrieren. Daran anschließend benennt er Basiskategorien von Attacken. Dies sind

· Tod durch Verzögerung
· Konfusion durch Fragerei und Präsentation immer neuer Daten
· Panikmache
· Angriffe auf die Person und den Charakter des Präsentierenden

Kotter geht dann ins Detail. Er präsentiert 24 Attacken auf gute Ideen, die auf einer oder auch mehreren Basiskategorien beruhen können. Weiterhin empfiehlt er Kontertaktiken und Gegenreden.

Kotter nimmt sich eines wichtigen Themas an. Häufig ist nämlich nicht das Auffinden guter Ideen das Problem, sondern deren Umsetzung. Zudem vermag er kurzweilig zu schreiben, bringt Themen auf den Punkt.

Gleichwohl hat das Buch Schwächen. Die Fallgeschichte ist relativ ausführlich geraten, nimmt ca. 1/3 des gesamten Buches ein. Zudem hätte man sich mehr Hintergrundinformation zur Wirksamkeit von Attacken und von Antworten darauf sowie mehr Illustrationen einzelner Kontertaktiken an Beispielen aus der Praxis gewünscht. Auch wenn das Bestreben war, ein kurzes Handbuch für die Praxis zu schreiben, was gelungen ist, mehr Tiefe hätte dem Buch gut getan.
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3.0 von 5 Sternen etwas flach geraten 18. Juni 2013
Von Rezensent
Format:Kindle-Edition mit Audio/Video|Verifizierter Kauf
Ich habe die kindle version bewertet. Was mir daran besonders gefaellt, ist, dass das Medium sehr gut ausgenutzt wird: es sind Videos von Kotter eingeblendet, in denen er in kurzen Abschnitten einzelne Elemente seiner Techniken erklaert.
Trotzdem nur 3 Punkte, weil Prof. Kotter mit Verlaub nicht der groesste Redner ist und auf mich nicht sehr überzeugend und authentisch wirkt.
Sein Ansatz ist mir auch zu martialisch ("how to avoid your ideas from getting SHOT DOWN" usw.). Warum immer gleich vom Abschiessen reden. Diese Art der Denke ist schon im Ansatz aggressiv und unkooperativ. Wir waere es damit, gemeinsam mit den Zuhörern nach der besten Loesung zu suchen? Fehlanzeige in diesem Buch. Die eigenen Ansaetze durchboxen und dabei vordergründig so tun, als ob man ja zuhöre, das scheint der Grundtenor zu sein.
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4.0 von 5 Sternen Sehr gute Einblicke, teilweise etwas langatmig. 3. April 2011
Von Roswitha
Format:Gebundene Ausgabe
Die Autoren fassen ihre langjährige Erfahrung mit erfolgreichen und gescheiterten Projekten im Hinblick auf die "politische" Arbeit mit Weggefährten im Vorfeld der praktischen Arbeit zusammen.
Es wird ein praktischer Leitfaden für den Aufbau und Ablauf von Diskussionen im nicht betrieblichen Umfeld - ohne Weisungsbefugnisse - erstellt. Der Umgang mit schwierigen, aber im Grunde wohlwollenden, "Störenfrieden" wird anschaulich erläutert.
Das Buch enthält viel praktische Tipps zum Umgang mit Killerfragen.
Das einleitende Kapitel ist aus meiner Sicht etwas zu langatmig. Das kann aber auch damit zu tun haben, dass ich bereits mehrere Bücher/Artikel zu diesem Thema gelesen habe.
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Amazon.com: 4.1 von 5 Sternen  103 Rezensionen
36 von 38 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Rescue Plan for Good but Struggling Ideas 22. Juli 2010
Von Kevin L. Nenstiel - Veröffentlicht auf Amazon.com
Format:Gebundene Ausgabe|Vine Kundenrezension eines kostenfreien Produkts (Was ist das?)
If you ever lend a hand at PTA meetings, church, volunteer groups, or wherever good new ideas are most needed, you know how often important ideas die quietly. Kotter and Whitehead know this too, and they want to help you guide new ideas through resistance so those who need them can hear them. Though this book comes from a business press, more than just business people need what lies between these covers.

Kotter and Whitehead point out that most resistance comes not from the crowd who votes on your idea, but from a few heel-draggers. You need not to persuade this small, vocal minority, who are largely set in their ways, but to answer their objections in a way that wins the hearts and minds of your silent audience. Once you accomplish that, you have begun to win support for your idea, or at least to get it heard.

To do that, you must recognize the core attack, and how it can be deferred without sinking to your opponents' level. Kotter and Whitehead distill routine snipes and grouches into four basic angles, and twenty-four basic attacks. If you can grasp what method your opponents use, and why, you can defuse tedious baseless resistance and keep your idea in play. And if it stays in play, it has a chance of a fair hearing.

This book is not a complete rhetoric for ideological disputes. It will not teach you how to bolster weak ideas, repair flawed ideas, or defend bad ideas. It focuses on how heel-draggers quietly kill even the best ideas, and how you can keep that from happening to you. Even if you don't work in the high-stakes business world, study this book if you ever float ideas. Hey, it's better than burying one before it's truly dead!
37 von 40 Kunden fanden die folgende Rezension hilfreich
3.0 von 5 Sternen Good ideas and tactics, but left me wanting more 2. September 2010
Von William W. Davis - Veröffentlicht auf Amazon.com
Format:Gebundene Ausgabe|Vine Kundenrezension eines kostenfreien Produkts (Was ist das?)
QUICK SUMMARY: This brief, read-it-in-a-day book identifies four general ways your good ideas get shot down, and it offers ways on how to effectively deflect challenges that arise when you present your ideas. The book is brief -- too brief -- and left me wishing it had more and better-developed content and examples of the authors' strategies put to use.

BACKGROUND: I'm a big John Kotter fan. I was introduced to him in my graduate studies in leadership, so I jumped at the chance to read and review his new book. But I was somewhat disappointed in this book because I kept thinking of ways I'd have liked this book improved. It's okay, not great, not as good as Kotter's Leading Change book.

WHAT I LIKED:

- Extremely easy to read and understand. I finished reading the entire book in 24 hours, and I'm a very slow, methodical reader.
- Identifies four general approaches that others use to sabotage your ideas, and offers helpful strategies for defending against those approaches.
- The authors used a story format for the first half of the book, reminiscent of what Patrick Lencioni did in The Five Dysfunctions of a Team: A Leadership Fable. I enjoyed the story in this book, but the storyline in Buy-In isn't nearly as engaging or as well-written as the storyline in Lencioni's book.
- The over-arching message is easy: always show respect to others (always!) and be prepared for how people may try to subvert your ideas. Simple (to remember).

WHAT COULD BE BETTER:

There were too few real-life examples of these defensive strategies put to use. When real-life examples were given, they were obscure examples familiar to these authors, but they did not employ people and companies that everyone has heard of. The examples given should have used very well-known people, events and organizations, so we could also use those same examples when trying to rebuff our own attackers.

Many, if not most, of the 24 attacks were explained with just too little information. Example: In Attack #2, a defense against the attack, "Money is the issue..." says to point out examples where great things were done without money, like, say, Steve Jobs working in a garage, or George Washington and an underfunded army. Well, okay, but maybe I don't know those stories well enough to recount them to someone. I wish these authors would have developed these stories they allude to with quite a few more pages, so I don't have to go elsewhere to fill-in the blanks after reading their book. I felt this way throughout my reading of this book.

I would have liked to have had a whole section at the end of the book, after they've equipped the reader, where I could read an attack scenario, identify it, then try to think through what I'd do if I faced such an attack. Tear-out cards with the 24 attacks and responses printed on them would have been a nice feature, too (although the authors say we don't really need to memorize these 24 attacks, I get the sense they really do want us to know them all).

CONCLUSION:

I like that John Kotter and Lorne Whitehead are trying to equip people to advocate and defend their own good ideas. The book has a worthwhile message, briefly delivered. If you haven't read Kotter's Leading Change book firstly, do that before you buy this book, as I think Leading Change is a much better book overall.
14 von 14 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen A method to defeat attacks and get buy-in on ideas 8. August 2010
Von Erik Gfesser - Veröffentlicht auf Amazon.com
Format:Gebundene Ausgabe|Vine Kundenrezension eines kostenfreien Produkts (Was ist das?)
In their preface to this book, authors Kotter and Whitehead succinctly present the challenge of implementing good ideas. The amount of thought and education put into the creation of good ideas today often outweighs the knowledge and instruction on implementing those very ideas. For example, the field of strategy has made huge advances in the last twenty years, but the field of strategy implementation has made far less progress. It would be great if good ideas that one champions on and off the job could simply stand on their own, but unfortunately this is not the case far too often. The authors remind the reader that this book is not about persuasion, general communication skills, or all the methods one might use to create buy-in.

The single method presented here to build support for a good idea is rarely used (or at least used well) and does not necessitate extraordinary rhetorical skills or charisma. The ideas that the authors offer are partially based on observations of Lorne Whitehead over the years as an entrepreneur, executive, administrator, and professor at the University of British Columbia, as well as the continuous research being conducted by John Kotter at Harvard Business School and the body of knowledge on the topics of leadership and change that has been published in several of his past works. According to the authors, the method they present is counterintuitive because it shows respect for all and uses simple, clear responses that can turn attacks to one's advantage because it focuses on capturing attention and eventually building buy-in.

The first third of the book presents this method in the form of a story - a story that focuses on a small band of individuals comprising a citizen's advisory committee in defense of an idea before a crowd of seventy-five individuals over a span of a few hours time. The authors point out, however, that there are obviously many different settings in which this story could have taken place, and they believe that the method used to defend the idea is the best regardless of situation. The second part of the book provides an analysis of this story, and later provides twenty-four responses to twenty-four attacks that will not silence valid criticism but will stop the killing of good ideas by verbal bullets.

Kotter and Whitehead are careful to point out that many of these attacks might be innocently raised by individuals who are not explicitly trying to kill the objects of the attacks, but this does not mean that they are any easier to wrestle. In outlining their method following the case study story, this reviewer was especially influenced by the assertion that overcoming attacks with tons of data, or logic and more logic, should not be attempted, and that the opposite should be the goal. This reviewer could not help being reminded by the Seinfeld episode where character George Costanza is influenced by character Jerry Seinfeld when he said "If every instinct you have is wrong, then the opposite would have to be right". Of course, the authors are not proposing that this blind philosophy should be followed, but it is probably closer than one might think.

The authors categorize the four types of attacks as confusion, fear mongering, death by delay, or ridicule and character assassination, and they indicate that it helps the idea generator to realize that attacks boil down to this small number because individuals often get bogged down by weighty lists that try to be comprehensive but end up being unmanageable. The twenty-four attacks and responses are grouped according to the implicit attitude of the attacker, which are essentially (1) the problem the idea generator is attempting to solve does not exist, so the idea is not needed, (2) the problem that is being presented admittedly exists, but the solution being proposed by the idea generator is not very good, and (3) the problem does indeed exist, and the solution that the idea generator proposes might actually be a good one, but it will not work in the case at hand. Well recommended text. The book is laid out well, focused, and lacks the tangents that so many texts seem to possess.
13 von 15 Kunden fanden die folgende Rezension hilfreich
5.0 von 5 Sternen Short practical guide on dealing with unfair and unreasonable objections 22. Juli 2010
Von Jessica Weissman - Veröffentlicht auf Amazon.com
Format:Gebundene Ausgabe|Vine Kundenrezension eines kostenfreien Produkts (Was ist das?)
Are you one of those people who thinks that other people are reasonable and can be convinced by argument? Or are you one of those people who has noticed that they're not, but is at a loss on how to deal with it?

This book is for you. It presents a simple and straightforward guide on dealing with objections and objectors, first in the form of an extended scenario and then as an explanation of the principles and practical instruction on how to put them into action.

Perhaps people who have better intuitions on how to handle people in discussions don't need a book like this, but to those of us on the Spockier side of things, this is gold.

The book is very short - less than 180 pages of text with large print - so you may not feel it is worth the price charged. That's for you to judge. I like a book that doesn't waste time getting to the point. And it's a tool, though quite an entertaining one.

Highly recommended if you want some help in doing better in meetings and other places where you have to put your good ideas forward and get support (buy-in) from others.
4 von 4 Kunden fanden die folgende Rezension hilfreich
4.0 von 5 Sternen Not limited to inter-office politics 8. August 2010
Von Loren Woirhaye - Veröffentlicht auf Amazon.com
Format:Gebundene Ausgabe|Vine Kundenrezension eines kostenfreien Produkts (Was ist das?)
I was a little reluctant to invest time in this book because I was concerned it would be a bunch of platitudes about office life and dealing with difficult coworkers. I was pleasantly surprised that this book is really a very pragmatic approach to group persuasion.

When swaying a group you really need more than 51%. You may win the vote with that, but you won't have the kind of majority that creates the kind of enthusiasm that enlists go-getter allies. This book frankly addresses commonsense ways to deflect criticism and turn everything said in opposition to your idea into a way to get onlookers really listening to you. In any group you're likely to have a small but vocal group of critics, and many of them you won't win over. Who often matters is the silent majority listening to the debate.

If you are looking for one-on-one persuasion skills, as in belly-to-belly selling, I'm not sure this is the right book for you... but if you need to win over groups: city council, school board, student government, lodge members and so forth, this book is a righteous (as in good, not self-righteous or obnoxious) resource.

It's a quick read, too. I wasn't bowled-over but "common sense" advice rarely does that - it compensates by being easier to incorporate into your behavior... so as a read I give it a four, but the method and thinking behind it is top-notch, as in FIVE :)
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