15 Questions
What is the primary reason why people don't sustain their motivation throughout a project?
They haven't bought into the vision
What is the consequence of not getting buy-in from teammates and others?
The project goes nowhere
What is often the reaction of employees when they are forced to learn new things or perform new tasks?
Threatened and angry
What is the primary reason why people agree to take on a new assignment from their boss?
They want to please their boss
What is the author's main point about leadership and vision?
People buy into the leader before they buy into the vision
What is a common consequence of not getting someone's complete buy-in?
You won't get their best work, or you might not get any work at all.
What is a characteristic of people who tend to resist others' ideas?
They feel that their ideas are being forced upon them.
What is the first step in getting buy-in from someone?
Finding out what their commitments are.
What are the three underlying conditions that need to be met for someone to buy-in to an idea?
It makes sense, feels right, and is doable.
According to the adage, what is the key to motivating people to participate in a project?
People try harder at what they want to do.
When you get complete buy-in from someone, you are likely to get their best work
True
People tend to support what is forced upon them
False
The first task in getting buy-in is to gently sell your commitments to the other person
False
Dissonance occurs when what people see and hear matches what they feel
False
When something makes sense, feels right, and seems doable, people tend to buy out
False
Study Notes
The Importance of Buy-in
- People buy into the leader before they buy into the vision, emphasizing the need for leaders to gain buy-in from their team.
- Failure to get buy-in sabotages projects and companies, leading to a lack of motivation and frustration among team members.
- When people don't buy into a project, they often justify their lack of effort by saying "it wasn't my idea."
Common Examples of Failure to Get Buy-in
- In the IT industry, executives may decide to implement new systems without getting buy-in from employees, leading to resistance and poor morale.
- Personal failures to get buy-in occur when individuals are asked to take on new assignments without being convinced of their value or importance.
Reasons for Not Getting Buy-in
- Arrogance and assuming one's ideas are superior without considering others' perspectives.
- Being so in love with a project that one expects others to automatically follow along without considering their input.
Promoting Cooperation
- People tend to resist that which is forced upon them, but support that which they help to create.
- To get buy-in, it's essential to understand the other person's agenda and involve them in the decision-making process.
Key Principles for Getting Buy-in
- Find out what others' commitments are and gently sell them on your commitments.
- People try harder at what they want to do than at what others want them to do.
- Include others in the decision-making process to increase their motivation and participation.
Creating Dissonance
- When requests don't make sense, feel right, or are not doable, they create dissonance, leading to people opting out.
- Dissonance changes the formula from "What are you going to do for me?" to "What are you going to do to me?"
Usable Insight
- When a request makes sense, feels right, and seems doable, people are more likely to buy in.
- When a request doesn't meet these criteria, people are more likely to buy out.
The Importance of Buy-in
- People buy into the leader before they buy into the vision, emphasizing the need for leaders to gain buy-in from their team.
- Failure to get buy-in sabotages projects and companies, leading to a lack of motivation and frustration among team members.
- When people don't buy into a project, they often justify their lack of effort by saying "it wasn't my idea."
Common Examples of Failure to Get Buy-in
- In the IT industry, executives may decide to implement new systems without getting buy-in from employees, leading to resistance and poor morale.
- Personal failures to get buy-in occur when individuals are asked to take on new assignments without being convinced of their value or importance.
Reasons for Not Getting Buy-in
- Arrogance and assuming one's ideas are superior without considering others' perspectives.
- Being so in love with a project that one expects others to automatically follow along without considering their input.
Promoting Cooperation
- People tend to resist that which is forced upon them, but support that which they help to create.
- To get buy-in, it's essential to understand the other person's agenda and involve them in the decision-making process.
Key Principles for Getting Buy-in
- Find out what others' commitments are and gently sell them on your commitments.
- People try harder at what they want to do than at what others want them to do.
- Include others in the decision-making process to increase their motivation and participation.
Creating Dissonance
- When requests don't make sense, feel right, or are not doable, they create dissonance, leading to people opting out.
- Dissonance changes the formula from "What are you going to do for me?" to "What are you going to do to me?"
Usable Insight
- When a request makes sense, feels right, and seems doable, people are more likely to buy in.
- When a request doesn't meet these criteria, people are more likely to buy out.
The Importance of Buy-in
- People buy into the leader before they buy into the vision, emphasizing the need for leaders to gain buy-in from their team.
- Failure to get buy-in sabotages projects and companies, leading to a lack of motivation and frustration among team members.
- When people don't buy into a project, they often justify their lack of effort by saying "it wasn't my idea."
Common Examples of Failure to Get Buy-in
- In the IT industry, executives may decide to implement new systems without getting buy-in from employees, leading to resistance and poor morale.
- Personal failures to get buy-in occur when individuals are asked to take on new assignments without being convinced of their value or importance.
Reasons for Not Getting Buy-in
- Arrogance and assuming one's ideas are superior without considering others' perspectives.
- Being so in love with a project that one expects others to automatically follow along without considering their input.
Promoting Cooperation
- People tend to resist that which is forced upon them, but support that which they help to create.
- To get buy-in, it's essential to understand the other person's agenda and involve them in the decision-making process.
Key Principles for Getting Buy-in
- Find out what others' commitments are and gently sell them on your commitments.
- People try harder at what they want to do than at what others want them to do.
- Include others in the decision-making process to increase their motivation and participation.
Creating Dissonance
- When requests don't make sense, feel right, or are not doable, they create dissonance, leading to people opting out.
- Dissonance changes the formula from "What are you going to do for me?" to "What are you going to do to me?"
Usable Insight
- When a request makes sense, feels right, and seems doable, people are more likely to buy in.
- When a request doesn't meet these criteria, people are more likely to buy out.
Quiz on the importance of leadership and buy-in from team members in achieving project goals. Learn how to motivate your team and overcome obstacles.
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