You have already acknowledged differences in frames of reference. Provide a mirror in a target s frame of reference to emphasize the need for change. Working together, you and the target most likely can move the elements around to suit both the organization s change effort and the target s professional and personal issues. The reinforcement a sponsor gives for commitment to the change process has three times the impact of expressing the commitment. Therefore, when you reinforce the desired behavior shown by the target audiences, you increase the chances the change effort will succeed.
Resistance is left standing in the dust.
After you have created an atmosphere of trust and encouraged multiple ways for resistance to surface, and dissolve in the open air, the next step is to reward the desired behavior. Reward achievements that demonstrate a commitment to moving the organization toward the change goal, and reward it as soon as possible after the behavior. Sometimes you will need to administer consequences for negative behavior, but avoid focusing on the negative. Make it easier for the targets to make the transition than not to change. The harder the targets find it to act in the old, familiar way, the easier they will find it to take another look at the new way and accept it.