There are usually four steps:
- Survey your situation
- Confront the five barriers
- Make your pitch
- Secure your commitments
You must form a network well before you need anything.
People have two reasons for everything they do: The good reason and the real reason.
The overall summary:
Step 1: Survey Your Situation
- Forge and polish your idea
- Map the decision process you face by understanding the social networks within the organization
- Assess your persuasion styles
- Confirm your own level of passion for the proposal
Step 2: Confront The Five Barriers
- Negative relationships
- Poor credibility
- Communication mismatches
- Contrary belief systems
- Conflicting interests
Transform these five barriers into assets.
Step 3: Make Your Pitch
- Presenting solid evidence and arguments
- Using devices to give your idea a personal touch
Step 4: Secure Your Commitments
At both:
- The individual level
- Within the organization