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81 items were found using the following search criteria
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Six Principles of Successful Persuasion (Spanish version)
Nohria, Nitin; Harrington, BrookeCase HBS-419S21Leadership and People ManagementDescribes some of the key principles that managers must follow in order to successfully persuade their organization of their vision for change.Starting at €8.20
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Six Habits of Merely Effective Negotiators (Spanish version)
Sebenius, James K.Article HBS-R0104EStrategyneglecting your counterpart's problem, letting price bulldoze other interests, letting positions drive out interests, searching too hard for common ground, neglecting no-deal alternatives, and failing to correct for skewed vision.Starting at €8.20
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Chinese Negotiation (Spanish version)
Graham, John L.; Lam, N. MarkArticle HBS-R0310EStrategyagrarianism, morality, the Chinese pictographic language, and wariness of strangers. Ignore them at any time during the negotiation process, and the deal can easily fall apart.Starting at €8.20
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Persuasion and Avoiding the Manipulative Art
Leggett, Brian O'ConnorTechnical Note DPON-19-ELeadership and People ManagementUnfortunately, many see persuasion and manipulation as synonymous. But really they are very different concepts. Propaganda is manipulative; for example, as it tries to make us dependent, while persuasion always leave us free to say "No", as the authors Jowett & O'Donnell tells us. In the first part of this article we shall look at the term manipulation, and follow this up by contrasting it with persuasion. In this way, we may see persuasion in a ...Starting at €8.20
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Change Through Persuasion
Garvin, David A.; Roberto, Michael A.Article HBS-R0502F-ELeadership and People ManagementThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Faced with the need for a massive change, most managers respond predictably. They revamp the organization's strategy, shift around staff, and root out inefficiencies. They then wait patiently for performance to improve--only to be bitterly disappointed because they...Starting at €8.20
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Change Through Persuasion (Spanish version)
Garvin, David A.; Roberto, Michael A.Article HBS-R0502FLeadership and People ManagementThis article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Faced with the need for a massive change, most managers respond predictably. They revamp the organization's strategy, shift around staff, and root out inefficiencies. They then wait patiently for performance to improve--only to be bitterly disappointed because they...Starting at €8.20
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Spin: A New Name for an Old Phenomenon
Leggett, Brian O'ConnorTechnical Note DPON-25-ELeadership and People ManagementSpin has been with us as long as we have had any form of organized authority. It has also been with us on a personal basis simply because we are social beings. Whether it is the spin doctor of a large organization spinning for his boss or simply colleagues at work spinning stories about themselves and those associated with them, or political spin doctors working for Blair or Reagan, the existence of spin has to be accepted. It won't go away just ...Starting at €8.20
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Dealing with Uncertainty
Leggett, Brian O'ConnorTechnical Note DPON-27-ELeadership and People ManagementMost of us feel the uncertainty of our lives somewhat unnerving at times. In many ways we feel unanchored, and vulnerable to the winds of change. Uncertainty seems to affect the world around us at an economic, social, political, and even religious level. Stephen Toulmin, in his interesting book, Return to Reason?, calls on us to redress this feeling of uncertainty by going back to a healthier balance between rationality and reason as we struggle ...Starting at €8.20
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Reducing Tension when Speaking
Leggett, Brian O'ConnorTechnical Note DPON-26-ELeadership and People ManagementNowadays more and more executives and consultants are finding it necessary to present proposals and new products to clients, boards of directors, and many other audiences whether they be internal or external to their companies. This creates an additional strain which often results in tension and nerves. The pressure is on to put our stories across well. Indeed, the pressure is on for results. However, this takes time and practice. This note outli...Starting at €8.20
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Mr. Smith Goes to Washington
Leggett, Brian O'ConnorCase DPO-70-ELeadership and People ManagementFrank Capra's Oscar-winning film Mr. Smith Goes to Washington, made over sixty-five years ago, is one of the great classics of the film world. Like all great classics, whether on screen or in print, it is the underlying theme that gives it its longevity. It is not the actors, the special effects, the music or even the story that makes it special. It is special because it raises an issue that bothers us all: It is about integrity in politics; it i...Starting at €8.20