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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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...History (from Greek ἱστορία - historia, meaning "inquiry, knowledge acquired by investigation"[2]) is the discovery, collection, organization, and presentation of information about past events. History can also mean the period of time after writing was invented. Scholars who write about history are called historians. It is a field of research which uses a narrative to examine and analyse the sequence of events, and it sometimes attempts to investigate objectively the patterns of cause and effect that determine events.[3][4] Historians debate the nature of history and its usefulness. This includes discussing the study of the discipline as an end in itself and as a way of providing "perspective" on the problems of the present.[3][5][6][7] The stories common to a particular culture, but not supported by external sources (such as the legends surrounding King Arthur) are usually classified as cultural heritage rather than the "disinterested investigation" needed by the discipline of history.[8][9] Events of the past prior to written record are considered prehistory. Amongst scholars, the fifth century BC Greek historian Herodotus is considered to be the "father of history", and, along with his contemporary Thucydides, forms the foundations for the modern study of history. Their influence, along with other historical traditions in other parts of their world, have spawned many different interpretations of the nature of history which has evolved over the centuries and are continuing...

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