The Persuasive Leader: Lessons from the Arts PDF
Preview The Persuasive Leader: Lessons from the Arts
This page intentionally left blank Persuasionisanessentialproficiencyforleaders,toenablethemtogetthebestoutofpeople. Usingalens,influencedbytheartsandhumanities,StephenCarrollandPatrickFloodprovideus withhighlyoriginalinsightsintothemystiqueofleadership.Thetwoauthorstookmeona ‘‘leadership’’adventurethatIfoundextremelyenjoyable.Iverymuchrecommendthisbookto peoplewantingtodeepentheirunderstandingofthevicissitudesofleadership. ProfessorManfredKetsdeVries,RaouldeVitryd’AvaucourtChairedClinicalProfessor ofLeadershipDevelopment,DirectorINSEADGlobalLeadershipCentre Muchofthematerialinthisbookwasgiveninmanyexecutivedevelopmentclassesconductedby SyracuseUniversity.Iobservedalloftheseclassesandfoundthattheexecutivesratedthese classesveryhighly. DennisGillen,Chair,ManagementDepartmentandformerAssociateDeanofExecutive Education,WhitmanSchoolofManagement,SyracuseUniversity Successinbusinessandevenourpersonallivesalmostinvariablycomesdowntogoodleadership– values-based,convicted,example-setting,andaboveall,self-less.ThePersuasiveLeaderoffersa much-neededdustingoffofourthoughtsonleadershipformoderntimes,demandingtimes requiringanewstyleofleader...allofus...capableofbridgingtheimpersonalityofthe informationage. PaulJensen,CEO,HALOMaritimeDefenseSystems,Andover,Massachusetts Thisisatimelyandengagingbook.Richinexamplesandpreciseindefinition,theauthorsprovide aninsightfulapproachtoleadershipfromtheartsandeverydaylife.Theemphasisonpersuasion is,inmyopinion,pertinentandfeelsrightforthetimeswelivein. AlexandreRicard,ChairmanandCEO,IrishDistillersPernodRicard Thesocialscienceofleadershipisextensive,butnotcomplete.Thisnewbookprovidesa thoughtfulandcomprehensiveaccountofwhypersuasiveleadershipisimportantandhowthearts cangiveadded–andoftenunique–insightintoitsoperation. RobGoffee,ProfessorofOrganisationalBehaviour,LondonBusinessSchool ProfessorsCarrollandFloodbringalifetimeofexperiencewiththeartstooneofthemostdifficult tasksoftheleader’swork:Persuasion.Indoingso,theyhavemanagedtocompellinglyjointhe visualarts,literature,film,music,andtheatertomainstreamleadershiptheoryandpractice.Unlike manyotherbooksthatusethephrase‘‘artofleadership’’andthennevermention‘‘art’’again,this bookdoestheopposite–theauthors’treatmentofbothartandleadershipsetsarefreshinglynew standardandisafinecontributiontowhatisanimportantup-and-comingfield.Foranyonewho haswonderedwhattheartsmightgenuinelycontributetoleadership,thisbookisreallyamust have. DavedBarry,ProfessorofCreativeOrganizationStudies,CopenhagenBusinessSchool CarrollandFloodprovidearefreshingandconvincingalternativetootherhighlyempiricalandless accessibleworksonthesubjectofleadership.Theyshowthatpositivepersuasioncanbeseenin examplesfromallwalksoflifeandthatmuchcanbelearnedfromhistory,literature,andfilm. Theydonotrelytooheavilyonobviouspopularreferencesandasaresultthereaderismuch betterofffortherichnessanddepthofexperiencethisapproachprovides.Arecommendablebook foranyonewhostrivestobecomeabetterleaderorindeedforthosewhoneednowmorethanever beforetoensurethatleadershipskillsarefosteredinothers. DavidFinlay,EDCManagerInboundOperations,Inventory&ProjectsatSiemens HealthcareDiagnosticsProductsGMBH,Germany Akeythemepervadesthisbook–leadershipisaprivilege–andwithprivilegecomesgreat responsibility.Wemustleadbyexampleandremovetheobstaclesthatpreventemployeesfrom goingtheextramile.Thisbookshowshowleaderscandobothinimaginativewaysinspiredby thearts. PeterDurante,PirelliCarTyreHRDirector ThePersuasiveLeadershedsnewlightonwhatittakestobeaneffectiveleader.Writteninfine styleandshowinggreaterudition,thebookdevelopsadistinctiveandcompellinganalysisof leadership.Drawingonawiderangeofsourcesfrombusinessandparticularlyfromthearts,this bookisamajoradvanceinthinkingonleadership. DrPhilipStiles,SeniorLecturerinCorporateGovernanceandDirector,Centrefor InternationalHumanResourceManagement,JudgeBusinessSchool,UniversityofCambridge ThePersuasiveLeaderprovidesafreshperspectiveonleadershipwithexamplesdrawnfromthe richfabricofhistoryandthearts.Theauthorshavearticulatedtheimportanceofpersuasive leadershipinthemodernworld,providingexamplesofthepositiveandnegativeoutcomesthatcan followleadershipactions,andhaveframedthisinamoralandethicalcontext. MatthewLine,Pensions&BenefitsManageratStandardBankandExecutiveEducation AlumnusatJudgeBusinessSchool,UniversityofCambridge. Lessonsfromthisbookhavehelpedalotofmanagersinmyleadershiptrainingcoursestobecome awareofthepotentialleadershiptheycoulddevelopnotonlyintheirjob,butalsointheirday-to- daylifewhateverthesettingorsocialentity.Asforme,Ifindthattheadoptionofthepositiveside ofpersuasion,‘‘theartofpersuasion’’,attributedtoleadershipbytheauthors,canhelptogenerate thesuccessful,effective,andacknowledgedleadersweneedinthepresenttimeandforthefuture. FrancescoFanelli,AssociatePartner,Coreconsulting,Milan Richinillustration,preciseindefinition,holisticinapproach,theauthorsprovideuswithessential leadershiplessonsfromtheartsandeverydaylife.Thisisatimelyandengagingbook,the emphasisonpersuasion,istome,correctinlogicandemotion.Irecommendittoanyoneinterested inimprovingtheirleadershipimpact. JohnPurcell,LeadershipDevelopmentManager,IrishDistillersPernodRicard ThePersuasiveLeaderisawelcomeadditiontotheleadershipliterature.Itoffersaninsightfuland practicalexaminationofleadershiptoday.Thisbookprovidespracticalwisdomforanyonewhois interestedinbecomingamoreeffectiveleader.Ihighlyrecommendthisbook! EithneHannan,CharteredOrganisationalPsychologistandLeadershipCoach,previously SeniorManagerofLearning&Development,Ernst&Young,Sydney,Australia Leadershavemuchtolearnfromtheworldofartsinimprovingtheirpresenceandcommunication. Thisbookprovidesmanylessonsontheimportanceofcombiningpersuasiveabilitywithfirmly rootedethicalvaluestoguidedecisionmakinginthepublicinterest. ProfessorAmitGupta,IndianInstituteofManagement,Bangalore Themostsuccessfulmilitarycommanders,humanitariandirectors,warlords,villageelders,peace activists,politicians,andtribalchiefsthatIhaveencounteredhaveallhadtheabilitytopersuade thosearoundthemtofollowaparticularcourseofaction.Thisbookidentifiesmanyofthe subtletiesinpersuasiveleadershipbehaviourthatotherleadershipwritershaveuntilnowchosen toignore. CaptainDavidClarke,IrishDefenceForces The Persuasive Leader Lessons from the Arts Stephen J. Carroll and Patrick C. Flood This edition first published in 2010 # 2010 John Wiley & Sons Ltd Registered office John Wiley & Sons Ltd, The Atrium, Southern Gate, Chichester, West Sussex, PO19 8SQ, United Kingdom UndertheJossey-Bassimprint,989MarketStreet,SanFranciscoCA94103-1741,USA www.jossey-bass.com For details of our global editorial offices, for customer services and for information abouthowtoapplyforpermissiontoreusethecopyrightmaterialinthisbookplease see our website at www.wiley.com Therightoftheauthortobeidentifiedastheauthorofthisworkhasbeenassertedin accordance with the Copyright, Designs and Patents Act 1988. All rights reserved. No part of this publication may be reproduced, stored in a retrievalsystem,ortransmitted,inanyformorbyanymeans,electronic,mechanical, photocopying, recording or otherwise, except as permitted by the UK Copyright, Designs and Patents Act 1988, without the prior permission of the publisher. Wiley also publishes its books in a variety of electronic formats. Some content that appears in print may not be available in electronic books. Designations used by companies to distinguish their products are often claimed as trademarks.Allbrandnamesandproductnames usedinthisbookaretradenames, service marks, trademarks or registered trademarks of their respective owners. The publisherisnotassociatedwithanyproductorvendormentioned inthisbook.This publicationisdesignedtoprovideaccurateandauthoritativeinformationinregardto the subject matter covered. It is sold on the understanding that the publisher is not engaged in rendering professional services. If professional advice or other expert assistance is required, the services of a competent professional should be sought. ISBN 978-0-470-68828-1 A catalogue record for this book is available from the British Library Project management by OPS Ltd, Gt Yarmouth, Norfolk, UK Typeset in 9.5/13pt Melior Printed in Great Britain by TJ International Ltd, Padstow, Cornwall, UK Dedication Stephen(Steve)CarrolldedicatesthisbooktohiswifeDonna,brothersCreightonand Robert(Robbie),andtohisbrother-in-lawKeithSuekerwithgratitudefortheyearsof intellectual stimulation through discourse they have given him. His mother, Helene Carroll,wasaprofessionalartist,dancer,andsingerandhisfatherStephenJ.Carroll inspired him to read great books. Patrick Flood dedicates this book to his wife, Patricia, and sons, Chris and Patrick Ellis, and his mother, Catherine, for their ongoing love and support, and to his late father, Bartholomew, who gave him a life-long interest in art, poetry, and literature, and taught him to search for shapes in the sky and in wood. Wealsodedicatethebooktotheunsungleadersintheworld—inhomes,classrooms, communities,hospitalsandsurgeries,militaryunits—aswellasthoseatalllevelsin organizations everywhere in the world. This page intentionally left blank Contents Foreword by Denise M. Rousseau xvi Preface xvii Acknowledgements xviii About the authors xix 1 Persuasive leadership in life and work 1 Beginning cases 2 What is leadership? 4 Persuasive leadership in a new world 5 A newer focus on emotions and logic 6 Leadership as a social role in all living groups 6 Leadership legacies 7 Leadership goals 8 Leadership sub-roles 9 Leadership in changing crcumstances 9 Leader agendas 10 Leadership and the arts 10 Parents as persuasive leaders 11 Leadership and strategies 11 Do leaders need charisma? 12 Persuasion as a key to all leadership efforts 13 Leaders as coherent wholes 13 Learning from examples 13 Types of persuasion settings 14 Types of Leadership 15 Leadership skills as identified in the arts and humanities 15 Do we need empirical studies of leadership? 16 Leaders and ethical behaviours 17 Leaders as examples of persuasive and moral principles 17 Summary 18 viii CONTENTS End case 19 Works cited 19 2 Using aesthetics and the arts in persuasive leadership 21 Beginning cases 22 Leaders using the arts 24 What are the arts? 25 Practical use of the arts 25 The aesthetic response 26 Aesthetics and human evolution 27 Unity among the arts 27 Performance art 28 Leader–managers as architects 28 The orchestra conductor metaphor 29 Music in aesthetics 30 Humans as artists 31 Theatrical principles in leadership 32 Fictional versus actual leaders 33 Behaving like an artist 34 Summary 35 End cases 35 Exercise 2.1 36 Exercise 2.2 36 Works cited 36 3 Using words effectively in persuasive speech and writing 37 Beginning cases 38 Evolution of language 39 Importance of word choice 39 Power of words to evoke emotion 40 Aesthetic versus non-aesthetic language 41 Function of fictional stories 41 Use of stories in persuasion 42 Delivering words effectively 42 Audience reactions to words 45 Words reflect characteristics of the speaker 45 Being open-minded in one’s communications 46 Summary 46 End case 47 Exercise 47 Works cited 48
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