Re: Stuck In the Middle
Keith Cowan (cowan@pci.on.ca)
Sat, 14 Jan 1995 16:56:06 -0500 (EST)
> Whenever I try to introduce a new idea to a group, I ASSUME that they are
> going to reject it the first time they hear it. But what this does is plant a
> seed. They begin thinking about it. Then I follow it up with the opinions of
> outside experts, such as through the extracts mentioned above. Eventually,
> the message gets through.
> This makes sense. After all, it was by reading those books and articles that
> I came to be persuaded. Why should I expect them to be persuaded without
> going through the same process?
> Dr. Robert S. Polster Phone: 703-379-5700
This is a very effective executive transition tool. Ten years ago I
was a member of a task force whose job was to make the senior executive
at IBM change their approach to marketing and distribution. The task force
figured what needed to be done, then presented a crafted set of the facts
that were discovered to take the executives to the same conclusion. While
it seemed inefficient, it achieved the desired actions but with the spin
on it based on the executives own experience, not those of the task force.
--
Keith Cowan Phone: (416)565-6253 FAX: (905)858-7131
Toronto Internet: cowan@pci.on.ca Compuserve: 72212,51