Chapter 9 - Overcoming Resistance

Question 1

What does the text suggest is a fundamental first step when faced with a “no” from a stakeholder?

Answer 1

The fundamental first step is to listen to your stakeholder, have a dialogue, and understand their perspective

Question 2

What are three strategies to consider when working to overcome a stakeholder’s resistance?

Answer 2

Recognize “no” might mean “not right now”.

Bring in other perspectives.

Start smaller

Question 3

What key follow-up question does the text recommend asking a stakeholder after receiving a “no”?

Answer 3

If you are not comfortable with [this], what would need to change to make you feel comfortable to move forward?

Question 4

What is a “prototype” or “pilot” and why might it help overcome stakeholder resistance?

Answer 4

A prototype is a smaller initiative or minimum viable product (MVP) that provides stakeholders something to react to. It helps by creating space for incremental understanding and awareness

Question 5

What are four perspectives to consider when determining whether to challenge a stakeholder?

Answer 5

The status of your relationship.

○ Whether your stakeholder wants you to play the role of Trusted Learning Advisor or order taker.
○ The role of the stakeholder in project success.
○ Whether the order is merely a “check-the-box” request

Question 6

What does the text suggest is a good strategy to build credibility with a stakeholder early in a relationship, even if it means delivering something that isn’t ideal?

Answer 6

Sometimes delivering what the business wants immediately, even if it is not the ideal solution, can establish credibility and buy the opportunity to move to a more consultative approach

Question 7

What are some key points to remember when faced with stakeholder resistance?

Answer 7

Don’t take the “no” personally.
○ Don’t push your agenda directly.
○ Listen-really listen.
○ Acknowledge their viewpoint.
○ Seek to understand why they disagree