This is how you convince the boss of your idea

Dusseldorf Good ideas from employees often fail because of their superiors. The employees describe the advantages for the customers, provide factual arguments for the innovation – and the answer is “No”.

Communications expert Jürgen Eisserer knows why. He has been preparing rhetorical speeches by executives from the sales department for around ten years: “All too often, employees ignore the personal state of their counterparts.”

The trainer advises using the following three tricks to sell an idea to the boss as if it were your own:

Trick one: caress the ego

Bosses in classic, hierarchical companies are fundamentally in a quandary, says Eisserer. On the one hand they wanted to maintain their claim to leadership over their subordinates, on the other hand they needed their creativity and inventive spirit to advance the business and in turn to score points with their own superiors.