“People just aren’t naturally oriented towards innovation or change,” says Loran Nordgren. “If you were dealing with totally rational agents, you could sell your innovation on the grounds of its functionality—in other words, why it’s a good idea. But you are almost never dealing with totally rational agents.”
Thankfully, if you are convinced that a certain new product, fresh strategy, or overseas expansion is exactly what your organization needs, there are things you can do to improve your chances of persuading key decision makers to go along with it.
Nordgren, who studies influence and decision-making, offers four guidelines for how to make your case more persuasively.
Content: Article
Author: Loran Nordgren
Source: Kellogg Insight
Subjects: Innovation, Organizational Behavior, Personal Development, Productivity / Work Tips
Author: Loran Nordgren
Source: Kellogg Insight
Subjects: Innovation, Organizational Behavior, Personal Development, Productivity / Work Tips
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