ORGS 4560 Lecture Notes - Lecture 23: Lawrence Bossidy, Alliedsignal
28 Apr 2018
School
Department
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ORGS 4560
Lecture 23
• Persuasion becomes a negotiating and learning process through
which a persuader leads colleagues to a problem’s shared solution
• Involves preparation, proper framing of arguments, presentation of
vivid supporting evidence, and the effort to find the correct emotional
match with your audience
• Persuasion is more powerful than command-and-control managerial
model it succeeds
• “The day when you could yell and scream and beat people into good
performance is over. Today you have to appeal to them by helping
them see how they can get from here to there, by establishing some
credibility, and by giving them some reason and help to get there. Do
all those things, and they'll knock down doors” – Lawrence Bossidy
(CEO of AlliedSignal)
• Persuasion is the language of business leadership
• Most people see persuasion as a straightforward process: WRONG
o 1. Strongly state your position
o 2. Outline the supporting arguments, followed by highly
assertive, data-based exposition
o 3. Enter the deal-making state and work toward a “close” use
logic, persistence, and personal enthusiasm to get other to buy
a good idea
• Involves phases of discovery, preparation, and dialogue
o Preparation can take weeks or months as persuader learns
audience and the position they intend to argue
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Today you have to appeal to them by helping them see how they can get from here to there, by establishing some credibility, and by giving them some reason and help to get there. Do all those things, and they"ll knock down doors lawrence bossidy (ceo of alliedsignal: persuasion is the language of business leadership, most people see persuasion as a straightforward process: wrong, 1. Outline the supporting arguments, followed by highly assertive, data-based exposition: 3. Before use dialogue to learn about audience opinions, concerns, and perspectives. Compromise often leads to better, more sustainable-shared solutions. Must incorporate others perspectives into your own: they think the secret of persuasion lies in presenting great arguments arguments are only one part of the equation. Other factors matter as well such as: credibility, emotional connection: they assume persuasion is a one-shot effort process not event.
