December 12, 2017 
"D" During Change
What is a "D"?  Dominant
      Change - What's In It For Me?
  "D" Reacting to Change
What to Expect
-Quick to respond
-Challenges and questions you
-Pushes back
-Debates until satisfied with answer
-Decisive

Example
Speaker
"We are promoting Elsa to Senior Advisor; she will be joining you on working the Acme project."

"D" Response
"I don't think she can hit the ground running with this - I don't have time to hold her hand. Is this a done deal?"

Example
Speaker
"You've been wanting quicker turnaround on the Acme estimates so we'll be starting next quarter with a vendor that guarantees 24-hour turnaround."

"D" Response
"Why WOULD you wait?"
   Telling "D" the Change
Preparation required 
1. Do thorough due diligence. 
2. Bring well-organized support materials 
3. Be concise, logical and expect brief exchanges 
4. Include choice points where relevant. 
5. As "D" pushes for concessions, negotiate for an exchange, thus earning the "D's" respect.

Example 
Speaker 
"Your business until now has outgrown its space, so we're going to move you to the new building next month."

"D" Response 
"That's fine, we'll TAKE the 6th floor." 
 
Speaker
"Okay, but the site's resource center will remain on the 6th floor as well." 



  Attention HR/Trainers Only

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