That's my next technique is what I call dividing up the pie, or pizza, or whatever it is that's round and you like to eat it. When someone approaches you and says, You're wrong, I hate what you're saying it's rubbish. The first thing you can do is say, Okay, well, what I'm saying consists of three parts, for example. There's the evidence that I've shown you the way I've analyzed that evidence and the conclusions I've drawn from that evidence. So which of those Do you have problem with? And they say, Okay, yeah, I agree with the evidence, but your analysis is wrong and therefore your conclusions are rubbish.

Okay. So we agree on the evidence Good. Now, presumably, if I get the analysis, right, the conclusions will be right. So let's look at the analysis that had three components to it. Firstly, I chose a method and then I applied In three stages, and then I drew my conclusions from that. So was the method wrong?

Or did I choose the right method and apply it wrong? Okay, well, I like the method, but I think he went wrong and step two. Okay, so now we're talking about step two. Can you see now how a resistance to a whole issue is focused in on step two of a method and we can have a discussion about that. It's highly rational. The sixth technique is to use the four persuaders and the four persuaders a me, you, them and fear.

So, first of all, your first persuader is to appeal to their sense of self interest. What's in it for me? This is where you give them a good because a good so what a good Wham factor What about me factor Then there's you why you are credible. This is about appealing to your integrity to your honesty to your character. And it's also demonstrating that you have the authority and the credibility so that you can be believed. Thinking about them, using the endorsements you've got from other people.

Look, there's all these people support what we do. And in particular, can you points to particular or authoritative individuals who may trust appealing to peer groups is phenomenally powerful. And if you can't appeal to peer groups, if they don't trust your judgment or your character, and they can't see anything in it for themselves, then the final resort is to fear these are the consequences if we don't do it. So those are your four persuaders. Meet you then Fear. And the final tactic to be aware of is the tactic of stepping out of the way.

Step out of the way, don't engage with your resistors. If either one of these is true, either the emotional temperature is too hot, and therefore, they're not going to be in a rational frame of mind and your engagement is only going to pump up their anger, their frustration they're upset or don't engage with them. If you're not properly prepared, step away and take time to prepare before you engage with your stakeholders. So there you have it. Eight tactics for engaging with and handling resistance in a positive and respectful manner.