Resistance can stem from several sources.
You’ve taken steps to win your audience’s minds and hearts—and yet you’re still encountering resistance from some listeners. What’s going on? The fact is that even the most carefully thought out and emotionally appealing proposal can meet with resistance. For any number of reasons, one or more of your listeners have made up their minds, and you simply can’t sway them.
Resistance can stem from several sources. One listener may have committed to s strong position that diametrically opposes yours. Another may disagree with your idea on technical grounds. Yet another may resist for philosophical reasons; for example, he believes that commercial development should be minimized in favor of preserving park lands.
Resistance also takes many different forms—from head shaking to silent disagreement to outright verbal attacks—none of which translates into action supporting your plan. How do you move resisters to your point of view? The key lies in understanding their positions and then presenting the benefits of your idea to them in terms of what they value. The following can help:
Identify resister’s interests.
Understand resister’s emotions.
Listen to resisters’ concerns
Ensure consistent verbal and nonverbal messages.
Present resister’s viewpoints before your own.
ACTION POINT: Use the five points above to identify and overcome resistance.
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