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The Necessary Art of Persuasion

by Jay A. Conger

Harvard Business Review
Reprint 98304

This document is authorized for use only in MIM FEB 2012 - Organizational Behaviour by IE Business School from
January 2012 to March 2013.

HarvardBusinessReview
M AY– JUNE 1998
Reprint Number
DAVID J. COLLIS AND
CYNTHIA A . MONTGOMERY

CREATING CORPORATE ADVANTAGE

98303

JAY A . CONGER

THE NECESSARY ART OF PERSUASION

98304

CHRIS ARGYRIS

EMPOWERMENT:
THE EMPEROR’S NEW CLOTHES

9 8302

JEFFREY PFEFFER

SIX DANGEROUS MYTHS ABOUT PAY

98309

M AHLON APGAR , IV

THE ALTERNATIVE WORKPLACE:
CHANGING WHERE AND HOW PEOPLE WORK

9 8301

ORIT GADIESH AND
JA MES L . GILBERT

PROFIT POOLS:
A FRESH LOOK AT STRATEGY

9 8305

ORIT GADIESH AND
JA MES L . GILBERT

m anager’s to ol kit

CONSTANTINE
VON HOFFM AN

HBR CASE STUDY

GORD ON SHAW,
ROBERT BROWN, and PHILIP BROMILEY

ideas at work

L ARRY E. GREINER

HBR CL ASSIC

HOW TO MAP YOUR INDUSTRY’S PROFIT POOL
DOES THIS COMPANY NEED A UNION?
STRATEGIC STORIES:
HOW 3M IS REWRITING BUSINESS PLANNING
EVOLUTION AND REVOLUTION AS
ORGANIZATIONS GROW

JEFFREY E. GARTEN

9 8306
98311
9 8310

9 8308

BO OKS IN REVIEW

OPENING THE DOORS FOR BUSINESS IN CHINA

This document is authorized for use only in MIM FEB 2012 - Organizational Behaviour by IE Business School from
January 2012 to March 2013.

98307

The language of leadership is misunderstood, underutilized – and more essential than ever.

T H E N E C E S S A RY A RT O F

P E R S UA S I O N
B Y JAY A. CONGER

This document is authorized for use only in MIM FEB 2012 - Organizational Behaviour by IE Business School from
January 2012 to March 2013.

f there ever was a time for businesspeople to learn the fine art

I

of persuasion, it is now. Gone are the command-and-control days of

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