Description
A historic shift is occurring in the nature of management. Until recently, bosses could simply use the power of their positions to direct and order their subordinates. However, in today's work- place, which is significantly different from the remarkably homogeneous and traditional business environment of just two decades ago, the approach of command authority no longer works effectively.
Winning 'em Over chronicles a revolution. We are witnessing an ancient model of managing built around command and hierarchy give way to a new model built around persuasion and teamwork. Jay Conger demonstrates to man- agers on all levels how to thrive in the wake of this momentous transformation.
Today we work in an environment where people don't just ask "What should I do?" but "Why should I do it?" To successfully answer this "why" question is to persuade. Yet many businesspeople misunderstand and still make little use of persuasion. The problem? Persuasion is widely perceived as a skill reserved for selling products and closing deals. But in reality, good managers are persuading all day long. As Conger explains with insight and conviction, today's most effective managers are influencing others through constructive forms of persuasion and their employees give them levels of commitment and motivation that the managers of the last generation could only dream of.
ISBN:9780684807720
