The Persuasion Activity
At MACH, our focus is your change project, and we have translated Kotter and Whitehead’s research on persuasion into a hands-on activity in which you can practice encountering and diffusing objections to your EML project.
Take, for instance, this particular scenario: Your department chair stands up in the meeting and says, “By introducing this EML project, you are abandoning our traditional values!”
We ask MACH attendees to practice a four-step tactic to handle this scenario:
Step 1: Acknowledge and deflect
Step 2: Generalize in your favor
Step 3: Provide a familiar example
Step 4: Summarize in your favor
In order to support the tactic, we have developed a set of “Buy In Cards” that provide both the typical objections (such as the department chair’s above) with effective responses. By having some scripted responses ready, MACH attendees find they are better prepared and more confident to take on naysayers and recruit other faculty to EML.