Mary Lynn Manns [email protected] manns Leadership Asheville January 2010.
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Transcript of Mary Lynn Manns [email protected] manns Leadership Asheville January 2010.
What are your
challengesin leading change?
A person needs two things in order to change…
(1) tension between the present state and the desired state
(2) a belief in the ability to change
How do you, as the change leader, create these two?
Attempting to persuade with….
Force treats the symptoms
rather than the underlying causes
Laws, directives, policies, etc. do not create a fundamental change in thinking and behaving
Attempting to persuade with….
Fear : works in the short term
Too frightening to contemplate
People use coping mechanisms to “justify”
Attempting to persuade….
but then you just give up and…
FixBut what happens when the “fix” is
gone?
Attempting to persuade with….
Facts : provide knowledge
knowledge – persuasion – decision – implementation – confirmation
The mental activity at…… knowledge is cognitive (knowing)… persuasion is affective (feeling)
Feelings…Behavior change happens mostly by speaking
to a people’s feelings. (John Kotter)
People will forget what you said, forget what you did, but not forget how you made them feel. (Maya Angelou)
Our emotions drive our decisions and then we use logic and reason to justify our decisions.
knowledge – persuasion – decision – implementation – confirmation
Knowledge: communicate informationStress the core of your message
Elevator SpeechJust Enough
Concentrate on the possibilitiesSmall problems Step by Step; propose a strategy
Tackle preconceived notionsMyth Buster
Capture attentionWake-up Call
Keep your message visible and frequentIn Your Space
Persuasion:transform information into actionCreate an Emotional Connection
Show a truth that influences feelings
Match your idea to needs Personal Touch
Use stories rather than statistics
Allow people to imagine the future Imagine That!
Persuasion:transform information into actionRecognize what people are losing
Shoulder to Cry On
Address the fear Fear Less
Build ownershipGroup Identity
Express sincere thanks Just Say Thanks
Making an Emotional ConnectionShow a truth that influences their feelings
Take-aways… A person needs 2 things to change:
Tension between present state and desired stateBelief in the ability to change
Facts, Fear, Force, Fix do not provide this
Persuasion calls for an appeal to emotion rather than to logicHelp individuals feel something– inspire them to
act.
Leading change is hard, but…
You miss 100% of the shots
you never take.
