Winning Em' Over

Synopsis

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 Managers On All Levels How To Thrive In The Wake Of This Momentous Transformation. Most Important, He Outlines The Four Crucial Components Of Effective Managing By Persuasion: Building One's Credibility, Finding Common Ground So That Others Have A Stake In One's Ideas, Finding Compelling Positions And Evidence, And Emotionally Connecting With Coworkers So That Solutions Resonate With Them On A Personal Level. In Winning 'em Over, Conger Explains How To Implement A Management Style That Will Succeed In What Is Becoming A Fundamentally And Radically Different Business Environment, And He Provides Readers With All Of The New Tools They Will Need To Become Effective, Constructive Persuaders.

publishers Weekly

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. (june)