This document discusses motivating change by understanding different perspectives. It recommends (1) seeing issues from others' points of view to understand goals and resistance, (2) focusing on shared concerns rather than positions, and (3) taking proactive steps within one's own control to address problems. Participants practice identifying issues, categorizing resistance, and finding mutually agreeable solutions through empathy and compromise. The goal is resolving conflicts by shifting paradigms rather than assigning blame.

1. Both Sides of the Story
Go out and motivate people
to make exciting changes
Thomas Alexandrowicz
Gino Marckx

2. Example

3. Problem Types

4. Exercise
• Roles
• 2 Interviewers
• Interviewee
• 3 times 5 minutes
• Find problems, categorize them and identify
resistance

5. Debrief

6. Nobody’s Wrong

7. Paradigm Shift
• Put yourself in the other person’s shoes
• Understand goals
• Understand where resistance comes from
Signal > Freedom to choose > Response

8. Dale Carnegy
“Everybody’s right from their
own perspective”

9. Moi
Influence
Concern

10. Moi
Influence
Concern

11. Moi
Influence
Concern

12. Stephen Covey
“Habit 1: Be Proactive
Our behaviour is a function
of our decisions, not our
conditions”

13. Nous

14. Nous

15. Exercise
• Roles
• Paradigm shift, become blocking person
• Try to deblock
• 3 times 5 minutes
• Solve problems
• Characteristics

16. Debrief

17. Closing
• Define the problem type
• Understand the resistance
• Find something in your circle of influence
and in the resistor’s circle of concern
• Be proactive!

18. ?