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BUSINESS TODAY IS LARGELY RUN by teams and populated by authority-averse baby boomers and Generation Xers. That makes persuasion more important than ever as a managerial tool. But contrary to popular belief, the author asserts, persuasion is not the same as selling an idea or convincing opponents to see things your way. It is instead a process of learning from others and negotiating a shared solution. To that end, persuasion consists of four essential elements: establishing credibility, framing to find common ground, providing vivid evidence, and connecting emotionally | Ideas with Impact Harvard Business Review ON The Persuasive Leader The Necessary Art of Persuasion Jay A. Conger Harnessing the Science of Persuasion Robert B. c laid in i Moving Mountains L.M. Baker Jr. Robert D. Ballard Christopher Bangle Herb Baum Susan Butcher Liu Chuanzhi Robert A. Eckert and others Change the Way You Persuade Gary A. Williams and Robert B. Miller Radical Change the Quiet Way Debra E. Meyerson Why People Follow the Leader The Power of Transference Michael Maccoby What You Don t Know About Making Decisions David A. Garvin and Michael A. Roberto Change Through Persuasion David A. Garvin and Michael A. Roberto HARVARD BUSINESS PRESS US 22.00 The Persuasive Leader Companies are moving from traditional command-and-control hierarchies to flatter management styles at a rapid pace. To work effectively in these organizations you need to excel at persuading others including those over whom you have no formal authority. In Harvard Business Review on the Persuasive Leader you ll discover techniques to hone your persuasive powers and get people to give their best every time. X The Harvard Business Review Paperback Series The series is designed to bring today s managers and professionals the fundamental information they need to stay competitive in a fast-moving world. From the preeminent thinkers whose work has defined an entire field to the rising stars who will redefine the way we think about business here are the leading minds and landmark ideas that have established the Harvard Business Review as required reading for ambitious businesspeople in organizations around the globe. HBR IdeaCast Introducing the HBR IdeaCast a free podcast from Harvard Business featuring new ideas from the leading thinkers in management. To listen or subscribe visit www.hbrideacast.org or search HBR IdeaCast in iTunes. ISSN 978-1-4221-2499-4 Harvard Business Press Boston MA 02163 www.harvardbusiness.org press ON THE PERSUASIVE LEADER A HARVARD BUSINESS REVIEW .
