Persuading the Bear
summary
Claim: organizations win by shifting from top-down mandates to horizontal influence, because Gallup shows ~70% of workers are disengaged. Practical tools: a four-step model situation perception decision strategy; bring a supportive wingman, offer two options, use ranges not single anchors, repeat three times, and use reciprocation and liking. Concrete tactics: read word patterns, change push/pull style, expand physical presence, break decisions into dyads and triads to overcome indecision. These methods are field-tested in workshops for increasing meeting buy-in and team engagement.
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chapters (6)
- 0:00Start
- 12:061. Understanding the Situation
- 14:01Roadmap to Engaged Communities Trust and Agreement
- 27:34Persuading the Bear? A Story of Influence
- 32:053. Exploring Decisions
- 35:22Process Style - Building Solutions
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