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The article looks at the frequent need for middle managers to bring
particular issues to the attention of higher-level executives or to
convince them to adopt a certain changes. The authors outline obstacles
mid-level managers often face and offer recommendations based on their
research for communicating effectively in such situations, which they
refer to as issue-selling. Topics include the decision over when to
propose an idea, managing the emotions of both oneself and one's
audience, and framing the issue in a way that matches the goals and
perspectives of the executives making the ultimate decision.
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Informasi Detil
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Penerbit | Harvard Business School Publications : Boston., January - February 2 |
Deskripsi Fisik |
p. 72 - 79
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Bahasa | |
ISBN/ISSN |
0017-8012
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Tipe Pembawa |
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Edisi |
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Subyek |
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Info Detil Spesifik |
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Pernyataan Tanggungjawab |
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