Persuasion

Five ways to speak their language—while steadily shaping strategy and outcomes.

Leaders need to embrace more opportunistic tactics for change management.

The HBR Executive Playbook on building shared understanding and consensus in the room.

Your words are as important as your presence.

An analysis of over 110,000 online reviews shows that persuasiveness depends on how frequently the item in question is likely to be purchased.

A five-step guide to understanding which decision-makers you really need to win over.

They assume the size of the pie is fixed—and miss opportunities to create value.

It’s important to emphasize the agency and involvement of the people it will most affect.

Lessons from a study of almost 5,000 sales professionals.

Choosing the company’s next leader is one of the most crucial decisions a board makes. Yet directors, incumbents, and incoming leaders routinely underestimate how tricky the transition at the top can be. Here’s a guide to making it go smoothly.

It takes longer than you think, but patience pays surprising dividends.

How the board, the incumbent, and the new leader can ensure a successful transfer of authority

What to do when you see an opportunity, but don’t know which levers to pull.

Different personalities require different approaches.

Ten steps for turning constructive dissent into the change necessary for innovation.

Three practices can help.

They know you and your work more than any other leader.

A simple formula to create a concise, memorable pitch on the spot.

Are you communicating in a way that resonates with your audience?

Managing change requires a shared effort.