What do you think?
Rate this book
Generating Buy-In: Mastering the Language of Leadership
Foreword by William Ury, coauthor of the bestseller Getting to Yes . Buy-in can be defined as the understanding, commitment, and action of people working to achieve strategic objectives. In 21st-century business, buy-in has become a crucial asset, and the ability to generate it has emerged as the leadership competency. The achievement of buy-in depends heavily on the communication skills of the seller, the executive, or whoever is asking us to believe, to act, to buy. Generating Buy-In presents a language of leadership common to the most masterful influencers in business, politics, law, and other arenas. The author describes how to use this language to build strategic stories that project a positive future, even when the immediate news may be less than ideal. Generating Buy-In offers examples of individuals and organizations that have used this method, including Jack Welch, Ted Turner, several U.S. Presidents, Coca-Cola, and the U.S. Army. These and other examples, plus exclusive interviews, illustrate how powerful leadership communication can bring unprecedented buy-in throughout any organization. The book features valuable tools, including sample business scenarios, a full chapter of Q & A, and a design process for creating custom buy-in exercises and transferring the lessons of the book to actual workplace settings.
128 pages, Hardcover
First published July 25, 2003
4 people are currently reading
66 people want to read
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 8 of 8 reviews
July 3, 2017
The book could have been a pamphlet about communication. It was short and redundant, but hit the following for generating buy-in: 1) Project positive future, 2) Influence emotion, 3) Develop a strategic story, 4) Target needs/wants/goals, 5) Establish call to action, 6) Talk in 3s, 7) Communicate through a crisis, and 8) Use real-life/credible examples.
November 12, 2019
Good book containing a single method for generating buy-in. Easy to follow and fairly concise.
May 13, 2022
Common sense information, but still actionable and helpful.
February 21, 2015
Very good (short) introduction to leadership communication. Focuses on storytelling.
Takeaways:
-The most effective way to communicate to people is in their mind’s fundamental programming language: story.
-Leaders tell the story of a bright future.
-Ronald Reagan said “I wasn’t a great communicator. But I did communicate great things.”
-“The key to leadership, as well as to the garnering of a following is effective communication of a story.” - Howard Gardner in Leading Minds
-A story is as close to mental software as you can get. It’s literally like you are programming someone else’s mind.
-Reason leads to conclusions. Emotion leads to action.
-The way to get buy in is to connect the goals that you want to the future that others want.
-You need 3 target chapters to support your overall story. Each must be supported with why taking the action that you want will give your followers the bright future they want.
-Speak in 3s if you want people to remember anything.
-The best way to overcome mistakes is not to dwell on them, but to focus on a positive future.
-“Leadership is one of the performing arts and the leader always has to sell himself or herself to the audience.” - Warren Bennis
-The best supporting evidence for your overarching story is a real life example.
-See page 85-86 for the general method.
Takeaways:
-The most effective way to communicate to people is in their mind’s fundamental programming language: story.
-Leaders tell the story of a bright future.
-Ronald Reagan said “I wasn’t a great communicator. But I did communicate great things.”
-“The key to leadership, as well as to the garnering of a following is effective communication of a story.” - Howard Gardner in Leading Minds
-A story is as close to mental software as you can get. It’s literally like you are programming someone else’s mind.
-Reason leads to conclusions. Emotion leads to action.
-The way to get buy in is to connect the goals that you want to the future that others want.
-You need 3 target chapters to support your overall story. Each must be supported with why taking the action that you want will give your followers the bright future they want.
-Speak in 3s if you want people to remember anything.
-The best way to overcome mistakes is not to dwell on them, but to focus on a positive future.
-“Leadership is one of the performing arts and the leader always has to sell himself or herself to the audience.” - Warren Bennis
-The best supporting evidence for your overarching story is a real life example.
-See page 85-86 for the general method.
August 4, 2014
Desde Leader Summaries recomendamos la lectura del libro Generar aceptación, de Mark Walton.
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: habilidades directivas, comunicación e influencia.
En el siguiente enlace tienes el resumen del libro Generar aceptación, Cómo influir en los demás a través de historias que capten su atención: Generar aceptación
Las personas interesadas en las siguientes temáticas lo encontrarán práctico y útil: habilidades directivas, comunicación e influencia.
En el siguiente enlace tienes el resumen del libro Generar aceptación, Cómo influir en los demás a través de historias que capten su atención: Generar aceptación
January 9, 2015
Simple strategy. Easy to follow and apply. Works well if you are like me, and sometime have trouble expressing your 'buy-in' message. Extremely applicable to my work in the non-profit sector.
April 3, 2016
I read this book because one of the military leaders mentioned it as a must read. Humph!
May 18, 2016
Excellent read, A must. The title says it all.
Displaying 1 - 8 of 8 reviews