Many leaders try to enlist others in their endeavors like infomercial spokespeople, by pitching the best deals they can describe. They think people will move in new directions or accept new ideas best if the cost appears inconsequential. So, they try to make any changes and investments sound as minimal or manageable as possible. Sweetening the deal like this might get things moving, but it also makes the “deal” fragile and prone to failure as soon as things get uncomfortable or demanding. And, let’s face it, every important or meaningful endeavor eventually gets uncomfortable and demanding. Here’s a better way to build buy-in…
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