Using your authority to beat people down in your company may help you in the short term, but it isn’t good for morale. Most savvy, sophisticated executives are natural wooers because they understand that one of the most important things to people is their self-esteem, and it’s counterproductive to force people to go along with your idea rather than convince them of its merits. When you sell your ideas, you have to think about long-term feelings and relationships. It’s about building support over time. It’s about what will hook colleagues and get them excited.
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