Professors John Kotter and Dan Cohen’s 2002 book The Heart of Change focuses on organizational change, and provides research support for many of the claims and theories in later books. A significant insight is that in almost all successful change efforts, the sequence of change is not ANALYZE — THINK — CHANGE, as is normally assumed by those who believe in the dominance of rational thinking, but rather SEE-FEEL-CHANGE. Their point is that what really works, perhaps the only thing that really works, is when we are presented with evidence that makes us feel something. This feeling might be a disturbing look at the problem, or a hopeful glimpse of the solution, or a sobering reflection of your current habits, but regardless, it’s something that hits you at the emotional level. Kotter and Cohen set out the following steps to reach change:
Step 1: Increase Urgency
Step 2: Build the Guiding Team
Step 3: Get the Vision Right
Step 4: Communicate for Buy-In
Step 5: Empower Action
Step 6: Create Short-Term Wins
Step 7: Don’t Let Up
Step 8: Make Change Stick
An excellent summary of their theory can be found at http://www.managementsite.com/483/See-Feel-Change.aspx