Change Management

Resistance to Change

PowerPoints download for Teachers, Trainers, Consultants
Personal Roadblock to Change

By: Herb Cohen,
the author of Negotiate This

 

 

 

The following barriers inhibit the other party from shifting from "no" to "yes", going from reluctance to acceptance, or from rejection to buying:

Fondness for the Known.  While the existing situation has its problems and difficulties, your prospects have accustomed to it, knowing its routines and proprieties. Such familiarity and investment gives people a stake in continuing things as they are.

Anxiety Inherent in Risk Taking. Though people accept the maxim that all progress entails risk, most of them are pragmatic and innately conservative.

The Threat to Vested Interests. The presumption that "the way things are, is the way they are supposed to be" makes people hesitant to change.

The Desire to Conform. Being in harmony with customs and standard practices makes most of people comfortable. The deeply rooted instinct to go along with the herd causes them to accept opinions and procedures that have been repeated over time.

Order is Preferable to Disorder. Any change has the potential to produce the unforeseen and unanticipated. Because life itself is so unpredictable, people welcome areas or times of stability and tranquility.