Theory and Research

Palo Alto School of Thought

• Psychology school based in San Francisco
• 2 key principles
  1. People are rational from their point of view
  2. Environment trumps nature

Framework 1: Personal Change

Drawing a Personal Change Matrix:

As a member of an organization, I change if:

• **I CAN (physically possible)**→ physical conditions that are necessary to step towards the change
• I WANT (convincing) → my personal and organizational beliefs are aligned with the output of the project
• I SEE (examplification) → People that are important to me display the desired behavior
• I KNOW (skills) → I have the necessary skills to step toward the change

Source: ‣

Framework 2: Organizational change

Drawing a Power Map (McKinsey)

1. List out the main key stakeholders (max 10)
2. For each stakeholder, list out the following elements:
   • Name / position
   • WANTS
   • FEARS
   • ALIGNMENT with the project
3. List out the power and convincing relationships between stakeholders with the following legends
   • Yellow arrow → Exercise power over
   • White arrow → Convincing capabilities

Actions

• We take actions on relationships and communication, not on stakeholder's desires
• Relationships are the greatest actionable levers to conduct organizational change