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People change what they do less because they are given an analysis that shifts their thinking than because they are shown a truth that influences their feelings.

John P. Kotter

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John P. Kotter
Age: 77
Born: 1947
Born: February 25
Economist
Educator
University Teacher
San Diego
California
John Paul Kotter
People
Analysis
Influence
Less
Given
Feelings
Truth
Shifts
Change
Influences
Thinking
Shown

More quotes by John P. Kotter

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Great leadership does not mean running away from reality. Sometimes the hard truths might just demoralize the company, but at other times sharing difficulties can inspire people to take action that will make the situation better.
John P. Kotter
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In an ever changing world, you never learn it all, even if you keep growing into your 90s.
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Valued achievements connect to people at a deeper level—and a deeper level can change behavior that is generally very difficult to change.
John P. Kotter
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Never underestimate the magnitude of the power of the forces that reinforce the status quo.
John P. Kotter
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We learn best - and change - from hearing stories that strike a chord within us.
John P. Kotter
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If the culture you have is radically different from an 'experiment and take-risk' culture, then you have a big change you going to have to make - and no little gimmicks are going to do it for you.
John P. Kotter
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Complacency is almost always the product of success or perceived success
John P. Kotter
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Without credible communication, and a lot of it, the hearts and minds of others are never captured.
John P. Kotter
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The heart of change is in the emotions.
John P. Kotter
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Most people don't lead their own lives - they accept their lives
John P. Kotter
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A culture truly changes only when a new way of operating has been shown to succeed over some minimum period of time.
John P. Kotter
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No vision issue today is bigger than the question of efficiency versus some combination of innovation and customer service.
John P. Kotter
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A higher rate of urgency does not imply ever-present panic, anxiety, or fear. It means a state in which complacency is virtually absent.
John P. Kotter
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We see, we feel, we change.
John P. Kotter
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Good communication is not just data transfer. You need to show people something that addresses their anxieties, that accepts their anger, that is credible in a very gut-level sense, and that evokes faith in the vision.
John P. Kotter
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One of the most common ways to overcome resistance to change is to educate people about it beforehand. Communication of ideas helps people see the need for and the logic of a change. The education process can involve one-on-one discussions, presentations to groups, or memos and reports.
John P. Kotter
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Never underestimate the power of a good story.
John P. Kotter
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Managers are trained to make incremental, programmatic improvements. They aren't trained to lead large-scale change.
John P. Kotter
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In the final analysis, change sticks when it becomes the way we do things around here.
John P. Kotter
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Leadership is different from management, but not for the reasons most people think.
John P. Kotter