The psychology of Change ()

The psychology of change
SERVCORP 13/3/2014
Contents
Why don’t
people ‘just
do it’?
Can we
change?
Can we
change
others?
Steps for
effective
change
When do
people
change?
Can/Do people change?
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The psychology of change
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If you keep doing
what you've been doing …
Dr A. Rodafinos
http://www.madezee.com/change-of-life/
Can I change others?
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Learning
If we can learn, then we can unlearn.
Learning how we learn,
we learn how to unlearn.
Dr A. Rodafinos
1. Social Learning Theory
(observational learning)
www.smh.com.au
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Modeling
1, 2, 3, CLAP
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Actions speak louder…
Do as I say …!
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The psychology of change
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Walk your talk
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2. Classical Conditioning
Learn to program your mind!
(else, there is a lot of others who will be happy to do it for you)
nvtech.com
Classical Conditioning and sexual preferences
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3. The law of Thorndike
Any behaviour that is
immediately and consistently
reinforced, tends to be repeated
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(and vice versa)
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Whatever we do, we do it
to gain pleasure or to
avoid pain.
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Identify the type of learning
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Reasons why
1. They feel insecure with changes & comfortable with the
status quo
2. This is the way we’ve done it…
3. Can’t see the reason
4. It takes effort
5. They tried and failed
6. Performance will drop
7. No one has shown them the steps!
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They hurt a lot.
They are bored.
They discover they can.
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The psychology of change
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If you can find a strong enough why, you
can find almost any how.
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Dr A. Rodafinos
The 81-19 rule
81% is the ‘why’
19% is the ‘how’
Μήπως είδατε
κανένα
πώς;
Αν έχεις ένα αρκετά ισχυρό γιατί, θα βρεις το πώς!
Dr A. Rodafinos
Incentives
Not a matter of Ability but of Motive
Often we can change in a minute.
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The psychology of change
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WII-FM
= What’s In It For Me
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My Wheel of Life
10
10
Career
Love
10
10
Finances
Mental growth
Health – Phys. Condition
10
Family
Self-esteem
10
Social Life
10
10
My Wheel of Life
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The psychology of change
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Stages (Prochaska & DiClemente)
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The psychology of change
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Change Techniques
Addressing Concerns: So removing objections.
Boiling the Frog: Incremental changes may well not be
noticed.
Burning Bridges: Ensure there is no way back.
Burning Platform: Expose or create a crisis to get things going.
Challenge: Inspire them to achieve remarkable things.
Coaching: Psychological support for executives.
Command: Tell them what to do.
Destabilizing: Shake people of their comfort zone.
Evidence for Change: Cold, hard data to show need for
change.
Evidence Stream: Show them time and again that the change
is happening.
Education: Learn them to change.
Facilitation: Use a facilitator to guide team meetings.
First Steps: Make it easy to get going.
Golden Handcuffs: Keep key people with delayed rewards.
Institutionalization: Building change into the formal systems
and structures.
Involvement: Give them an important role.
Management by Objectives (MBO): Tell people what to do,
but not how.
Management Causality Mapping: Helping a team see its own
role.
Managing Timescales: Control when things happen.
Open Space: People talking about what interests them.
Rationalization Trap: Get them into action first.
Re-education: Train the people you have in new
knowledge/skills.
Restructuring: Redesign the organization to force behavior
change.
Reward Alignment: Align rewards with desired behaviors.
Rites of Passage: Use formal rituals to confirm change.
Setting Goals: Give them a formal objective.
Shift-and-Sync: Change a bit then pause to restabilize.
Socializing: Build it into the social fabric.
Spill-and-Fill: Incremental movement to a new organization.
Stepwise Change: Breaking things down into smaller
packages.
Visioning: Create a motivating view of the future.
Whole-System Planning: Everyone planning together.
These are also available, sorted by Lewin's freeze phases, as:
Unfreezing Techniques to get them going.
Transitioning Techniques to get them to the right place.
Refreezing Techniques to keep them there.
See also
Creating a Positive Culture, Creative methods, Conversion
techniques, Objection-handling, Sequential Requests, Getting
others to do what they don't have to do
SEVEN STEPS (Ζ. Ziglar)
1. IDENTIFY YOUR GOALS
coolclips.com
2. BENEFITS
3. OBSTACLES
4. NECESSARY SKILLS OR KNOWLEDGE
5. WHO CAN HELP ME
6. ACTION PLAN
7. DEADLINE
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Common errors
• Too many goals
“smoking, exercise, diet, drinking, sleeping late, …"
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The end
-Is this it, Lord?
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