Persuasion

What it takes to earn trust, build influence, and lead change in established organizations.

And what these findings could mean for you and your business.

Entrepreneurs who acknowledge setbacks attract capital faster, at lower cost, and with better repayment outcomes.

A framework for deciding whether you need backing, when to ask for it, and how to move forward.

Five ways to speak their language—while steadily shaping strategy and outcomes.

Leaders need to embrace more opportunistic tactics for change management.

The HBR Executive Playbook on building shared understanding and consensus in the room.

Your words are as important as your presence.

An analysis of over 110,000 online reviews shows that persuasiveness depends on how frequently the item in question is likely to be purchased.

A five-step guide to understanding which decision-makers you really need to win over.

They assume the size of the pie is fixed—and miss opportunities to create value.

It’s important to emphasize the agency and involvement of the people it will most affect.

Lessons from a study of almost 5,000 sales professionals.

It takes longer than you think, but patience pays surprising dividends.

Choosing the company’s next leader is one of the most crucial decisions a board makes. Yet directors, incumbents, and incoming leaders routinely underestimate how tricky the transition at the top can be. Here’s a guide to making it go smoothly.

How the board, the incumbent, and the new leader can ensure a successful transfer of authority

What to do when you see an opportunity, but don’t know which levers to pull.

Different personalities require different approaches.

Ten steps for turning constructive dissent into the change necessary for innovation.

Three practices can help.