Winning 'em Over: A New Model for Management in the Age of Persuasion

Conger, Jay A.

ISBN 10: 0684807726 / ISBN 13: 9780684807720

Published by Simon & Schuster, 1998

About this Item

Satisfaction Guaranteed or your money back.

Seller Inventory # 0684807726

Bibliographic Details

• Title: Winning 'em Over: A New Model for Management in the Age of Persuasion
• Publisher: Simon & Schuster
• Publication Date: 1998
• Language: English
• ISBN 10: 0684807726
• ISBN 13: 9780684807720
• Binding: Hardcover
• Condition: New

About this title

Synopsis

A celebrated expert in business management illuminates the current style of leadership in business and its decisive effects on the workplace, and shows readers how to influence their colleagues and employees through the art of persuasion. 25,000 first printing.

Reviews

By and large, today's executives understand that the command-and-control style of management, in which they simply order someone to do something and expect to be obeyed because of their position, doesn't work well anymore. Today's labor market, the author notes, requires managers to lead differently. Conger, a professor of management at the University of Southern California, attempts to show them how. Using simple examples and an approach reminiscent of the One Minute Manager series, he sets out a four-step model to explain ways to persuade the people who work for you to do what you want. Be credible. Employees must believe you know what you're talking about. To find common ground, couch your arguments in terms employees understand. Present compelling evidence to show why your schemes are appropriate. And fourth, connect emotionally with the people you're trying to convince. Although the structure is straightforward, the book would have been stronger had Conger not relied so heavily on secondhand sources and could have shown executives the quantifiable payoff in taking his approach. Still, he goes a long way toward detailing how to communicate with today's workforce.
Copyright 1998 Reed Business Information, Inc.