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 workplace, which is significantly different from the remarkably homogenous 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 managers 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 more 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.
Conger illustrates how three important forces -- new generations of managers and executives, cross-functional teams, and unprecedented access to information that was once the privilege of the most senior levels of management -- are undermining the old Age of Command and ushering in the new Age of Persuasion. He exposes the most commonly held myths about the art of persuasion and shows how to influence others productively, without manipulation. 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.
Industry Reviews
Warren Bennis author of "Organizing Genius: The Secrets of Creative" Collaboration While most management books and gurus exhort and espouse the new look in management (employee involvement, vision and values, teamwork, and collaborative leadership), Jay Conger's latest book actually provides powerful guidelines that enable executives and managers to translate these ideas into action. He does this by emphasizing the interpersonal dynamics of the New Management; that is, how bosses and their followers influence each other. It's a marvelously inventive and useful book with vivid illustrations, terrific exercises, and down-to-earth examples. "Winning 'em Over" is also full of wit and imagination. Patricia B. Robinson President, Mead School and Office Products Division Jay Conger returns the word "respect" to corporate America's lexicon. His insights are integral to motivating and keeping the smartest and most talented people in an organization. Michael J. Powers Vice Chairman of Professional and Organizational Development, Ernst & Young LLP Persuasive leadership will be the key to success in the twenty-first century -- for individuals and organizations. It is an easy concept, but subtle and difficult to execute well. Conger brings the topic to life. The examples are compelling and the guidance is powerful and practical. Mike Yerington President, Western Union Commercial Services If you want to be a master leader, read Conger's book. He identifies and explains the techniques that teach leaders effective, motivating, and compelling communication. As a leader, "[Winning 'em Over]" will radically redefine your style and prepare you for the future. Marie L. Knowles Executive Vice President and Chief Financial Officer, ARCO Business leadership is a team sport. Nobody knows how to fire up a modern business team like management guru Jay Conger. Steve Nielsen Managing Director of The Leadership Institute, Federal Express Persuasion is no longer something that should be left to "sales professionals." It's important to understand what Jay Conger already has a firm grasp on: the ability to persuade and sell ideas has a direct link to leadership. "Winning 'em Over" confirms my belief that effective leadership has less to do with power and position and much more to do with building relationships, caring, serving, and communication. Roberta W. Gutman Vice President of Global Diversity, Motorola In the global business environment of today, the skills outlined in this book will be critical. Conger's "straight talk" on the subject and his numerous examples make leading with persuasion easy and enjoyable.
