Your Boss Won’t Say Yes If Emotions Are Running High

December 19, 2014

Harvard Business Review | James Detert and Sue Ashford

James Detert and Sue Ashford in the Harvard Business Review:

“Pitching an idea to higher-ups inevitably stirs emotions. You feel a sense of investment and urgency — it’s your baby, after all. By making a compelling case to redesign a key process or develop a promising new offering, for instance, you can have a big impact on productivity or revenue. (And if you fail to get buy-in, the organization might suffer — along with your career.) Further complicating matters, decision makers may balk if they think you’re being overly emotional, or they may feel defensive if you’re proposing a change to something they’ve done.”