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       #Post#: 36--------------------------------------------------
       ASKING FOR CHANGE
       By: IMPACT360 Date: November 28, 2014, 5:07 am
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       People rarely do things for your reasons. They are
       motivated by their own hopes, aims, and
       aspirations. A leader’s goal is not to sell her
       vision to the team, expecting them to buy into
       something external to them. Rather, the
       responsibility of the leader is to show how her
       vision connects with the needs and desires inside
       of each teammate. In this way, the vision is not so
       much sold as shared.
       Instead of putting others in their place, we need to
       put ourselves in their place, exchanging our
       perspective for theirs. How does this happen? By
       asking good questions. However, before we can
       know what to ask, we have to understand some
       basic principles about how people behave.
       Time-Honored People Principles
       People consider themselves before others.
       People certainly are capable of acting altruistically
       on behalf of others, but the default driver of human
       behavior is self-interest.
       People follow emotions more than logic.
       “When dealing with people, remember you are not
       dealing with creatures of logic, but with creatures
       of emotions, creatures bristled with prejudice and
       motivated by pride and vanity.” ~ Dale Carnegie
       People value their opinions more than those of
       others.
       If we’re honest, we often hold onto an idea, not
       because it’s brilliant, but simply because it’s ours .
       People see things based on who they are.
       We see the world, not as it is, but as we are. The
       lens through which people view life is shaped by
       their past experiences, present mood, and
       prevailing attitude.
       People will consider changing their perspective
       only when they feel understood.
       When denied voice or input into the process of
       change, people will be far more resistant to
       transition.
       Questions Leaders Should Ask About the People
       They Lead
       In light of these fundamental truths about human
       nature, a leader cannot expect each person on the
       team to be motivated by an identical set of
       concerns. So, instead of taking a one-size-fits-all
       approach to persuading others to change, a wise
       leader customizes communication by paying
       attention to the uniqueness of each person.
       1. What is their passion? This determines what
       they will do.
       2. What is their giftedness? This determines
       what they can do.
       3. What is their temperament? This determines
       their perspective and patterns of behavior.
       4. What are their values? This determines their
       convictions and priorities.
       5. What is their position? This determines their
       territory and thinking.
       6. What is our relationship? This determines
       their willingness to change.
       Only after a leader has asked these questions, and
       has carefully considered their answers, is she able
       to lead people successfully - differently, but
       successfully.
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