Tag Archives: resistance

The Onion Model of Resistance is a model I developed initially to describe resistance to change. I subsequently generalised it to cover handling: resistance to ideas in a presentation sales objections resistance in a learning environment resistance to engagement Full details are in the Handling Resistance Pocketbook. I recently had a couple of articles published by […]

In the September 2011 issue of Training Journal, I describe how I developed the Onion Model that is at the centre of The Handling Resistance Pocketbook. Here is that article. Models are the way that human beings understand our world, and everything we experience. We are constantly building models to explain what we observe, or […]

Seth Godin’s tremendous blog is guaranteed to make you think more often than not. �And he manages to put out one a day, seven days a week: wow! Yesterday, he posted “The warning signs of defending the status quo” He sets out thirteen ways people typically react when confronted with change. Here’s an exercise: how […]

This month’s edition of Training Journal focuses on the topic of “engagement”, with seven feature articles dedicated to the topic. I really like what the new�editor, Elizabeth Eyre, has done in theming each issue. �The quality of the articles these days is excellent, so�I was honoured that Elizabeth asked me to contribute. Handling Resistance My […]

In yesterday’s post, Part 1, we started looking at resistance to engagement, by looking at the basics of the onion model and then peeling the first layer: “I don’t understand why you want me to engage with you.” In this second part, we complete our analysis. �I don�t understand how to engage with you� The […]

People want to be engaged.� They want to be treated fairly, to be consulted about what is happening, and to feel valued and supported.� Yet employee engagement initiatives often meet with scepticism, resistance and even hostility.� Why is this?� Can we understand the source of the resistance and build on this understanding to create positive […]

This month’s edition of Training Journal is focused on the topic of “engagement”, seven feature articles dedicated to the topic. I was honoured to be asked by the editor, Elizabeth Eyre, to contribute. �My article “Resistance to Engagement”�builds on the onion model to discuss why people sometimes resist such an obviously “good thing”. Training Journal […]

Here is my first video blog. �It’s about resistance to sales, and I hope you will like it. The Onion Model My Onion Model is at the core of Handling Resistance. �It sets out the layers of resistance we encounter � whether to our ideas, to change, or to our sales proposals.� In the video, […]

The core of The Handling Resistance Pocketbook is �The Onion Model�. Indeed, one of the drivers for writing it was to put my �onion model of resistance� into the wider world.� I originally developed this in the context of resistance to change and used it in training and facilitation sessions for the last eight years.� […]

One of the principal causes of resistance is not what you communicate, nor even how you communicate it.� The problem is in who communicates the message in the first place. Don�t Shoot the Messenger The expression �don�t shoot the messenger� implies that the messenger is innocent of all responsibility for the content of the message.� […]

People resist learning for lots of reasons, but one thing is likely to exacerbate the effect more than anything else: how the teacher, trainer, mentor or facilitator handles their resistance. Familiar challenges As a speaker, trainer and facilitator, there are many challenges I have had to deal with.� Here are three I have heard many […]

Influencers hate making concessions.� But not only is it sometimes necessary, it can be a good way to get what you want. How can concessions get you what you want? When I offer you a concession, you will feel I have given you something and consequently, the �fairness circuits� in your brain will cry out […]

In a recent post, Avoid Resistance, I identified three useful planning tools that will help you avoid unnecessary resistance: Stakeholder Triage Communication Schedule Transition Plan In this post, I want to focus on putting together a communications plan. It�s Just a Table Let�s assume you want to create a plan for one of the stakeholders […]

Resistance is a necessary part of the process.� Whether you are selling stuff, or selling ideas (or even giving them away); whether you are creating change, or teaching students; you can expect to get some resistance.� After all, you are asking people to change something and that is uncomfortable. With careful planning, however, you can […]