ERIC Number: EJ902705
Record Type: Journal
Publication Date: 2010-Oct
The Language of Objection
Duffy, Francis M.
School Administrator, v67 n9 p30-32 Oct 2010
Whenever the author talks to audiences about transforming school systems, without exception people raise objections. The half dozen most common objections often come in the form of "Yes, nice idea but..." What follows the "but" is the objection. The author learned a technique for responding to these "buts" from family members who work in sales. What they taught him is that he should anticipate key objections and address them before the objections are expressed. He has used this technique many times since he learned about it, and it works. As change leaders, or aspiring change leaders, he strongly encourages everyone to learn to anticipate and respond to objections to transformational change before someone stands up and verbalizes them in front of an audience. To help individuals anticipate key objections to transformational change, the author highlights six common objections that he has encountered and the responses to those objections that he now uses.
Descriptors: Leadership, Audience Awareness, Transformational Leadership, Change Strategies, Organizational Change, Guidelines, Audience Response, Communication Skills, Communication Strategies
American Association of School Administrators. 801 North Quincy Street Suite 700, Arlington, VA 22203-1730. Tel: 703-528-0700; Fax: 703-841-1543; e-mail: firstname.lastname@example.org; Web site: http://www.aasa.org
Publication Type: Journal Articles; Reports - Descriptive
Education Level: Elementary Secondary Education
Authoring Institution: N/A