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Hardcover
187 pages
ISBN 9780875847474 Published Sept. 1996
Harvard Business School Press
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Posted Nov. 12, 2010 10:42 a.m. by dylan
The difficulty in trying to get an entire organization to buy into a change initiative is a reality we've faced in our company many times. Faced with tough competition and technological advances, the book selling industry has been rife with changes over the past decade, and it has been a challenge to react decisively and swiftly while also getting everyone in the organization on the same page. I always recommend John Kotter's classic Leading Change to all leaders facing similar situations.
But now Kotter (with Lorne Whitehead) has come out with a new book that is really for everyone in an organization. Well, everyone with an idea. Buy-In: Saving Your Good Idea from Getting Shot Down is about creating change on a smaller level by selling your ideas to the people who matter. We have all given birth to ideas that die because of the neglect of others who delay discussion, confuse, create fear, or just flat-out question your credibility. Change only happens when an idea gets some support and some horsepower behind it, and Buy-In will give you the tools to deflect criticism, engage listeners and inspire commitment.
Featuring a fictional character and town, the first half of the book starts as one would expect: our hero has an idea (getting new computers in the town library) and is about to present this idea to a committee (which includes such town characters as Pompus Meani, Avoidus Riski, Divertus Attenti) that is not overly accepting of our hero’s grand plan. Then, as with all good fables, a guru of sorts named Hank swoops in to save the day, offering advice and making strategic redirections as contrary opinions come up.
The second half of Buy-In focuses on the method that Hank used to successfully persuade such naysayers as Heidi Agenda. Kotter and Whitehead make sure to emphasize that the method is counter-intuitive, one that invites critics and cynicism, and combats them with preparation, not counterattacks. The authors list 24 attacks and responses, all "based on a strategy of being respectful and keeping your comments short, clear, and filled with common sense." To conclude the book, they include a short chapter that you can reference quickly any time you are pitching a new idea. And finally, they take some time to discuss Kotter's long-standing interest in change and how buy-in of ideas contributes to large-scale change.
Buy-In is a book that will effectively change how you present your ideas and, as a result, get the support you need to see them into fruition.
A New inBubbleWrap Giveaway: BUY-IN by John Kotter
Posted Nov. 10, 2010 8:00 a.m. by sally-haldorson
In - 800 CEO Read Blog
John Kotter's work is really the cream of the crop. 800-CEO-READ's business book guru, Jack Covert, chose Kotter's 1996 book, Leading Change, as one of the most essential leadership books for The 100 Best Business Books of All Time. In Jack's review of the book, he wrote: "[C]hange is easy to start, difficult to grow, and really hard to sustain over the long haul. Whether you are trying to energize a company, save a failed strategy, or reorganize teams, you'll find value in what Kotter has done in Leading Change, presenting ways to redirect the river by providing us with sandbags and step-by-step instructions on where to place them for maximum effect." Kotter's Leading Change is simply essential reading for all leaders.
But now Kotter and Lorne Whitehead have come out with a new book that is really for everyone in an organization. Well, everyone with an idea. Buy-In: Saving Your Good Idea from Getting Shot Down is about creating change on a smaller level by selling your ideas to the people who matter since change only happens when an idea gets some support and some horsepower behind it. We have all given birth to ideas that die because of the neglect of others, because TPTB or even your cohorts delay discussion, confuse, create fear, or just flat-out question your credibility. Buy-In will give you the tools to deflect criticism, engage listeners and inspire commitment. (Perhaps Washington politicians should all be provided with this book!)
Buy-In is a book that will effectively change how you present your ideas and, as a result, get the support you need to see them into fruition. Don't miss this chance to read a new book from one of the masters of the business book genre, John Kotter. We are giving away 25 copies: Read more about the book and sign up today!
Bob's Slice of The 100 Best
Posted July 23, 2009 7:11 a.m. by todd-sattersten
In Marketing - 800 CEO Read Blog
Bob Adams at 27 gen has written a series of posts on books he liked from The 100 Best Business Books of All Time and how they apply to church leadership. His first post is about our book and Drucker's Effective Executive.
His other books include:
- Purple Cow - blog post / book link
- Six Thinking Hats - blog post / book link
- Leading Change - blog post / book link
- Why We Buy - blog post (with additional here , here, and here) / book link
- Little Red Book of Selling - blog post / book link
That's my quick look at "The 100 Best Business Books of All Time." Check it out of your local library, or pick up a copy for your own library. There's a wealth of wisdom inside from the business world that you can make applications in your world today.Thanks Bob!
Recommended Reading From The First 90 Days
Posted Jan. 21, 2009 3:10 a.m. by todd-sattersten
In 100 Best - 800 CEO Read Blog
In the book The First 90 Days, Michael Watkins talks about how the President of the United States gets 100 days to prove himself, but you are given 90 days in your new job. He states that the first three months can be a make or break time. Watching the inaugural yesterday led me back to this book.
I want to share the list of recommended readings listed in the book.
Crafting Strategy
Designing Organization
Managing Change
Negotiating and Persuading
Leading and Team Building
*=in The 100 Best Business Books of All Time
Marty Neumeier (and Other 100 Best Authors) on ChangeThis
Posted Jan. 15, 2009 8:31 a.m. by dylan
In ChangeThis - 800 CEO Read Blog
You may have noticed that we released a new issue of ChangeThis yesterday. What you may not have realized is that Marty Neumeier, the author of The Aesthetics of Management, is also the author of Zag: The #1 Strategy of High Performance Brands, one of The 100 Best Business Books of All TIme. The manifesto is a "look at a few of the principles that artists have used successfully, [to] see how they might apply to management." If you're looking for a new and refreshing view of management, I would definitely recommend it. And when you're done with that, I'd highly recommend his new book, The Designful Company.
In no particular order, here are other 100 Best authors who have published manifestos:
Whew... when I started this list, I didn't remember all of these manifestos. I guess I have some reading to catch up on this weekend.
- Seth Godin, founder of ChangeThis and author of Purple Cow, has written many, including How to Sell a Book (or Any New Idea), Marketing Mismatch: When New Won't Work With Old, Do Less, Pushing Past the Dip: How to Become the Best in the World, Polkas, Pyrotechnics and Point D's and The Bootstrapper's Bible.
- Kevin Kelly, author of Out of Control, published Better Than Free just last month.
- Malcolm Gladwell, author of The Tipping Point, wrote The Talent Myth.
- Richard Florida, author of The Rise of the Creative Class, wrote A Creative Manifesto: Why the Place You Choose to Live is the Most Important Decision of Your Life to partner with his latest book, Who's Your City.
- Michael Useem, coauthor of The Leadership Moment, wrote Going for the Go Point to partner with his book The Go Point, which will be out in paperback in March.
- Chip Heath & Dan Heath, authors of Made to Stick, wrote Talking Strategy: Three Straightforward Ways to Make Your Strategy Stick for ChangeThis.
- John Kotter, author of Leading Change, wrote It All Starts With A Sense of Urgency.
- Bob Sutton, coauthor of The Knowing-Doing Gap, has written two manifestos: Management Advice: Which 90% is Crap? and The Upside of Assholes: Is there Virtue in Bad Workplace Behavior?, which went with his book The No Asshole Rule.
- Jay Conrad Levinson, author of Guerrilla Marketing, wrote a manifesto of the same name, Guerrilla Marketing.
- Guy Kawasaki, author of The Art of the Start, also wrote a manifesto of the same name, The Art of the Start.
- Michael Mauboussin, author of More Than You Know, wrote Getting Out of Embed: The Role of Social Context in Decision Making.
