Malcolm Jones wrote:
>
> Replying to LO7933 --
>(SNIP)
> As a lurker making my first posting, we also use the 2:6:2 rule - 20% will
> support new initiatives, 60% will watch to see what happens, and 20% will
> oppose. The trick is to put your energy into supporting the positive 20%,
> drawing in the uncommited 60% and ignoring the negative 20% (unless of
> course they have particular power/influence which could hurt you).
Mal brings up an important point, about which I would like more
information/discussion. The 2:6:2 rule has been suppported by
research on persuasion and on change ( the proportions may vary but only
slightly). Until very recently we used to advise business to plan on 3
years for major change to occur because each year, if you support the
takers and work on the undecided, the number of negatives reduces
dramatically. Today business is forced to make change in a very narrow
timeframe, working only with the top 20% and dragging many of the rest
"kicking and screaming". While this might be a bit of hyperbole, the
question is, what are the best options for systemic change when you
don't have adequate time to promote buy-in?
-- Carol Sager, Sager Educational Enterprises Critical Linkages II Newsletter 21 Wallis Road, Chestnut Hill, MA 02167 V(617)469-9644;Fx(617)469-9639;sagerent@world.std.com
Learning-org -- An Internet Dialog on Learning Organizations For info: <rkarash@karash.com> -or- <http://world.std.com/~lo/>