Based on a framework developed at Stanford University and honed through teaching business students and Stanford scientists, this book gives you the tools to be more convincing and be heard. Learn how to phrase ideas persuasively, overcome resistance, relate to strangers, and win support from difficult people. These tools are used to promote internal corporate projects, secure grants, and acquire managerial jobs and promotions at Fortune 500 companies. With clear examples and applications for interviewing, emailing, and presenting, you will never feel at a loss for words again.
Introduction—When The Best Ideas Get Ignored
CHAPTER 1 Communicate Value
PART 1
CHAPTER 2 Counter Resistance
Approach 1—Align Yourself
Approach 2—Acknowledge Freedom
Approach 3—Ask Advice
CHAPTER 3 Create Value
Approach 1—Establish a Problem-Solution
Approach 2—Set a Standard
Approach 3—Show the Benefits (and Vision)
CHAPTER 4 Relate
Approach 1—Shift Their Identity
Approach 2—Make Them Visible
Approach 3—Be on the Same Team
PART 2
CHAPTER 5 Magnetic Stories and Data
CHAPTER 6 Magnetic Presentations
CHAPTER 7 Magnetic Email
CHAPTER 8 Magnetic Interviews
CHAPTER 9 Moving Forward
Acknowledgments
About the Authors
References and Further Readings
Chris
Lipp
Chris Lipp is author of The Startup Pitch and regularly coaches entrepreneurs worldwide. His pitch formula has become the de facto standard for pitching startups, and he has helped secure hundreds of millions of dollars in venture capital. Chris leads workshops at innovation events for both government and industry, including Microsoft, Mercedes-Benz, and Google. He has partnered with numerous startup accelerators, and has created multiple online pitch courses through organizations such as the Kauffman Fellows. Chris lectures on persuasion at Rice University. Previously he cofounded Stanford Leaders in Communication, a persuasions program which supports Stanford students in effecting change at local and statewide policy levels. He is an advocate for those who aim to manifest themselves and make change in the world.
Antoine
de Morree
Antoine de Morrée, PhD is an Instructor in Neurological Sciences at Stanford University School of Medicine and has made seminal contributions in biomedical research. He won multiple competitive awards including an MDA Development Award for his research and his work has been published in top scientific journals including Science and Nature. As elected leader of 2,100 postdoctoral scholars, Antoine successfully lobbied for major policy changes in healthcare and transportation benefits at Stanford University, for which he received two leadership awards. Bridging the worlds of science and communication, he is uniquely equipped to aid scientists and engineers with their communication challenges. He cofounded Stanford Leaders in Communication and writes the blog Leadersincommunication.org. Antoine did his postdoctoral training at Stanford University and holds a PhD in Human Genetics from Leiden University, e Netherlands, and MS and BS degrees from Utrecht University, The Netherlands. He is a Stanford-certified Compassion Facilitator.