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Fearless Change: from presentation to persuasion. Mary Lynn Manns [email protected] www.cs.unca.edu/~manns Toastmasters District 37 Fall Conference November 2009. What are your challenges in leading change?. Attempting to persuade with…. Force treats the symptoms - PowerPoint PPT Presentation
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Mary Lynn [email protected]
www.cs.unca.edu/~mannsToastmasters District 37 Fall Conference
November 2009
What are your
challengesin leading change?
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 contemplatePeople use coping mechanisms“Preventive innovations” have a low rate of adoption
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.
Hummmm, I’m not sure I believe this
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
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 ConnectionInspire people to feel something. You want them to care enough to act.
Other ways you can do this?...
Take-aways… Facts, Fear, Force do not sustain action
Facts are the first step – provide awarenessFear can be rationalized & dismissedForce treats symptoms but does not
fundamentally change behaviorPersuasion calls for an appeal to emotion
rather than to logicHelp your audience feel something– inspire
them to act.
Leading change is hard, but…
You miss 100% of the shots
you never take.
