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The Heart of Change is the follow-up to John Kotter's enormously popular book Leading Change, in which he outlines a framework for implementing change that sidesteps many of the pitfalls common to organizations looking to turn themselves around. The essence of Kotter's message is this: the reason so many change initiatives fail is that they rely too much on "data gathering, analysis, report writing, and presentations" instead of a more creative approach aimed at grabbing the "feelings that motivate useful action." In The Heart of Change, Kotter, with the help of Dan Cohen, a partner at Deloitte Consulting, shows how his eight-step approach has worked at over 100 organizations. In just about every case, change happened because the players were led to "see" and "feel" the change. In one example, a sales representative underscores a sense of urgency to change a manufacturing process by showing a videotaped interview with an unhappy customer; in another, a purchasing manager makes his point to senior management about corporate waste by displaying on the company's boardroom table the 424 different kinds of gloves that the company had procured through different vendors at vastly different prices. Well written and loaded with real-life examples and practical advice, The Heart of Change towers over other change-management titles. Managers and employees at organizations both big and small will find much to draw from. Highly recommended

作者简介

John Kotter's international bestseller Leading Change struck a powerful chord whth letions of managers everywhere.It acknowledged the cynicism,pain,and fear they faced inm implementing large-scale chanee-but also armed them whth an einht-step plan of action for leaping boldly forward in a tubulent world.

Now,Kotter and coauthor Dan S.Cohen delve deeper in to the subject of change toget to the heart of how change actually happes,Through compelling,real-life stories from peolpe in the trenches,in all kinds of organizations,the authors attack the fundamental prlblem that underlies every major transformation:How do you go beyond simply getting oyur message across to truly changing people's behavior?

Based on interviews whghin over 100organizations in the midst of large-scale change,The Heart of Change Delivers the simpleyet provocative answer to this question,forever altering the way organiztions and indiveduals approach change.While most companies believe change happens by making people.

PREFACE ix

ACKNOWLEDGMENTS xiii

INTRODUCTION

The Heart of Change

Why people succeed and why they fail at large scale-change.The eight-step path to success.The primarry challenge at each stage in the process.How people meet the challenge.The critical distinction between see-feel-change and analysis-think-change.

STEP1 The Heart of Change

Increase Urgency

Raising a feeling of urgency xo that people start telling each other“we must do something”about the problems and opportunities.Reducing the complacency,fear,and anger that prevent change from starting.

SETP2 Increase Urgency

Helping pull together the rignt groupof people with the rignt characteristics and sufficient power to drive the change effort.Helping them to behave whth trust and emotional commitment to one another.

SETP3 Build the Guiding Team

Facilitating the movement beyond traditional analytical and financial plans and budgets.Creating the ringt compelling vision to direct the effort.Helping the guiding team develop bold strategies for making bold visions a reality.

STEP4 Communicate for Buy-In

Sending clear,credible,and heartfelt messages about the direction of change.Establishing genuine gut-level buy-in that shows up in how people act.Using words,deeds,and new technologies to unclog communication channels and overcome confusiom and eistrust.

STEP5 Empower Action

Removing barriers that block those who have genuinely embraced the vision adn strategies.Taking away sufficient obstacles in their organizations and in their hearts so that they behave differently.

STEP6 Cheate Short-Term Wins

……

STEP7 Don't Let Up

STEP8 Make Change Stick

STEP9 We See,We Feel,We Change

STORY INDEX

ABOUT THE AUTHORS

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John Kotter's international bestseller Leading Change struck a powerful chord with legions of managers everywhere. It acknowledged the cynicism, pain, and fear they faced in implementing large-scale change-but also armed them with an eight-step plan of action for leaping boldly forward in a turbulent world. Now, Kotter and coauthor Dan S. Cohen delve deeper into the subject of change to get to the heart of how change actually happens. Through compelling, real-life stories from people in the trenches, in all kinds of organizations, the authors attack the fundamental problem that underlies every major transformation: How do you go beyond simply getting your message across to truly changing people's behavior? Based on interviews within over 100 organizations in the midst of large-scale change, The Heart of Change delivers the simple yet provocative answer to this question, forever altering the way organizations and individuals approach change. While most companies believe change happens by making people think differently, Kotter and Cohen say the key lies in making them feel differently. They introduce a new dynamic-"see-feel-change"-that fuels action by showing people potent reasons for change that spark their emotions. Organized around the revolutionary eight-step change process introduced in Leading Change, this story-driven book shows how the best change leaders use not just reports or analysis, but gloves, video cameras, airplanes, office design, and other concrete elements to impel people toward positive action. The authors reveal how this appeal to the heart-over the mind-motivates people to overcome even daunting obstacles to change and produce breathtaking results. For individuals in every walk of life and companies in every stage of change, this compact, no-nonsense book captures the heart-and the how-of successful change. John P. Kotter, world-renowned expert on leadership at the Harvard Business School, is the author of many books, including the award-winning, best-selling Leading Change. Dan S. Cohen is a Principal with Deloitte Consulting LLC.