The Heart of Change by John P. Kotter Dan Cohen

Author:John P. Kotter, Dan Cohen
Language: eng
Format: mobi, epub
Publisher: Harvard Business School Publishing Corp (Perseus)
Published: 2002-06-03T04:30:00+00:00

Step 4

Communicate for Buy-In

Communicate change visions and strategies effectively so as to create both understanding and a gut-level buy-in.

What Works

• Keeping communication simple and heartfelt, not complex and technocratic

• Doing your homework before communicating, especially to understand what people are feeling

• Speaking to anxieties, confusion, anger, and distrust

• Ridding communication channels of junk so that important messages can go through

• Using new technologies to help people see the vision (intranet, satellites, etc.)

What Does Not Work

• Undercommunicating, which happens all the time

• Speaking as though you are only transferring information

• Accidentally fostering cynicism by not walking the talk

Stories to Remember

• Preparing for Q&A

• My Portal

• Nuking the Executive Floor

• The Screen Saver

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