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Understand resistance
(1° part)
Achieve
results!
Often we under value the resistance of
colleagues, employees or prospects. People think that is enough to go to a meeting and present their proposals or the company’s plans. Without
taking into account any resistance their interlocutors might have and without considering in addition and above all their own resistance.
But what causes this resistance? How can we understand it? We talked about this with
Adriana Galgano, a senior partner of Ottantaventi which operates in the field of management and sales training.
Adriana Galgano is an instructor in Italy and abroad for companies of National and International importance. One of the courses delivered by Ottantaventi has
the goal of providing participants with knowledge and techniques to understand and overcome resistance.
“Nowadays knowing how to manage resistance is a very important managerial skill”, she explains – “Big changes are hitting companies and modifying their organization very rapidly. This means
continuous new demands on the people who work for them and these demands
inevitably provoke resistance. The quicker companies are able to overcome this resistance, the quicker they will
be able to face market turbulence. For this reason it is fundamental to individuate the causes of resistance and to know how to manage it.
“One of the main causes of resistance is definitely lack of motivation” says the expert, “When we make demands we often
forget to insert elements to motivate our interlocutors to accept them. When people are not motivated, they assume the behaviour of
passive resistance. In presenting a new initiative it is important to highlight
the advantages that it will bring both to the company and to the employees involved. Power can also be a source of resistance. For example, a person who
has worked very hard and has reached a position of responsibility, can find it difficult to accept that they
must share it with others or work as part of a team. Also self-image can be a
hindrance. For example, today technicians are asked to play an additional commercial role: if they think of themselves as technicians
and consider salespeople as those who ‘con’ the customer they will take the request to operate in the commercial field badly.”
“Finally, another very strong element “ concludes Galgano, “is the fear of not being able to achieve our goals. This fear can translate into
paralysis (to safeguard ourselves we don’t do anything, we merely pretend to work),
escape (facing the request to change we begin to search for a new job) or into
aggression. Aggression is one of the defence mechanisms used by mankind to re-establish
balance, to maintain self respect and to make life easier. Why do we attack? In fact there are some people who do it habitually to hide a
lack of self-confidence or a sense of guilt, there are others who do it following a
previous argument or to keep their opponent so busy defending themselves that they will
not be able to attack in retaliation.
Increase
management's persuasive power with the in-house training course:
Resistance
Management
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