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1、将你的想法卖给整个组织（Sellyourideastotheentireorganization）Theartofpursuing:sellyourideastotheentireorganization,witha100percentsuccessrateLeeIacocca,formerchairmanofChrysler,oncepointedout,"youcanhaveagoodidea;butifyoudon'tletanyoneknowaboutit,you'regoingtohavenothingtodowithit,"LeeIaco
2、coasaid."Inthenewbook"thepursuitofartthroughstrategicpersuasiontosellyourideas"(TheArtofWoo:UsingStrategicPersuasiontoSellYourIdeas)inthebook,WaltonSchoolofbusinessprofessoroflegalstudiesandbusinessethicsRichardSher(G.RichardShell)andmanagementconsultantMarioMoussa(MarioMoussa)
3、proposedasolutionofIacoccasystemthemethodoftheproblem.Asanexampleofeffectivepersuasion,theytoldtherockstarBono(Bono)toSenatorJesseHelms(JesseHelms)islocatedintheCapitolHilloffice,inordertoseekhelpintheglobalAIDSwarstories.Bonoknewallthefactsandfiguresandmadedetailedrecommendati
4、onsonthebasisofthat.Infact,thesamewayhepersuadedHelmstosetandherecentlyinmanyfoundationsandcompaniesontheissuetotheexecutivesandtechnologyexpertssay.Butafewminuteslater,BonofeltthatHelmsbegantoloseinterestinhim,andheinstinctivelychangedthetone.KnowingthatHelmswasadevoutreligiou
5、sbeliever(anddrawingonhisownChristianvalues),BonobegantospeakofJesus'scompassionforthesickandthepoor.HesuggestedthatAIDSshouldberegardedasthetwenty-firstCenturyleprosy,whichisoneofthehumansufferingsmentionedinmanybiblicalstoriesinthenewtestament.Helmsimmediatelysatupandlistened
6、,andpromisedtosupportBono'swelfareintheSenatebeforetheendoftheconversation.SuchexamplesofshellandMoussareferredtothe"pursuit":Thisisestablishedthroughpersuasionininterpersonalrelationshiponthebasisofthemove,"theabilitytowinotherstosupportyouridea,nostress."Bono,arockstar,hasagr
7、eatartofwinningbecauseheknowshowtobecomeasupersalesman,andhehasadeepknowledgeoftheword,"saidschell."Whilewearingataintedglassesrockstar,theothersideisanoldandconservativesouthernsenators.ButwhenBonoconsciouslychangethedebtreliefpublicpolicyissuesinourbook,wecallthe"rational"cha
8、nnels--Talkingaboutpovertyanddiseaseproblemsofreligion
