Buy In
In the book "Buy-In," John Kotter and Lorne Whitehead present a strategy for protecting and implementing good ideas. The book begins by outlining the main objections to ideas, categorizing them into four main groups: fear mongering, delay, confusion, and ridicule. Kotter and Whitehead then present a five-step methodology for countering objections and gaining support. These steps consist of gaining people's attention, maintaining interest, creating a desire for change, reinforcing the change, and making the change stick. The authors also highlight that the four main objection strategies may occur in isolation or combination. Leaders should be prepared to face objections from all directions and people. The book emphasizes the importance of countering objections and gaining buy-in for the idea to avoid lost opportunities and to maximize benefits.
Key take-aways from the book include the main objections to good ideas that require change. Knowing these and how to look for them can help undercut resistance before it crops up. Fear, procrastination,...
Any type of attack that aims to raise anxiety, manipulate the situation, or used word associations to spread fear is a problem. Typically, people will try something like, We tried...
…good character in action.
Fourth, it is essential to respond to objections by keeping the majority in mindi.e., keep an eye on the reactions of the crowd, not just those in the opposition. Monitoring the reactions of the whole can help you to see if you need to make adjustmentsi.e., make explanations simpler or show more love.
Lastly, preparation makes all the difference: to get the idea to gain support, one has to be prepared to meet resistance through fear, uncertainty, doubt, delay, and mockery. These are all the ways people use to prevent change. But if one is prepared to face them, one can get the…
