画布 1
认同
  有效回应策略
    尊重
    简洁
    常识
    密切关注人们的反应
    自己内心的信心也很重要
  反对四大策略
    制造恐慌
    无限拖延
    混淆视听
    热嘲冷讽
  24种抨击
    #1 我们已经很成功了，为什么要进行变革呢？
    #2 资金（或者一项提议不能解决的其他某个问题）才是唯一的现实问题。
    #3 你把问题夸大了。
    #4 你是说我们一直都不尽职尽责！
    #5 你那些提议背后隐藏的动机是什么？
    #6 这个怎么办，那个呢......
    #7 你的提议过于深入/不够深入。
    #8 你提出了一个类似“先有鸡还是先有蛋”的问题。
    #9 对我来说，这听起来就像“大部分人都不喜欢的事情”！
    #10 你是在放弃我们的核心价值观。
    #11 它太简单了，行不通。
    #12 没有其他人会做这种事。
    #13 你不能两者兼得啊！
    #14 啊哈！你不能否认这个吧！（“这个”是指一件令人担忧的事情，对此，建议者一无所知，而抨击者则讳莫如深。）
    #15 这个主意会产生这么多的问题和担忧，他肯定有疏漏。
    #16 我们以前做过类似的事情，行不通。
    #17 他太难以理解了。
    #18 主意是好，可现在不是时候。
    #19 推行这个计划需要做的工作太多了。
    #20 它在这里行不通，我们的情况不一样！
    #21 它会使我们面临的情况越来越糟。
    #22 这个我们负担不起。
    #23 你永远无法说服足够多的人来支持这项计划。
    #24 我们根本就没有条件去做这件事。
    #1、我们不需要你的计划，因为它要解决的问题根本就不存在。
    #2、好吧，问题是有，但你的解决方案不好。
    #3、好吧，问题是有，你的方法也不错，但在这里它永远也行不通。
Here is a list and discussion of the 24 attacks that have been used quite commonly. As you will see, they all draw on one or more strategies based on confusion, fear mongering, death-by-delay, or ridicule and character assassination. There are many more slight variations on these 24, but these two dozen seem to be the most basic and confounding. There is also a response to each of the attacks which will not silence valid criticism, but will help stop verbal bullets from killing good ideas.
#1 “We’ve been successful, why change?!”
Attack:
We’ve never done this in the past and things have always worked out OK.
Response:
True. But surely we have all seen that those who fail to adapt eventually become extinct.
#2 “The only problem is not enough money.”
Attack:
Money is the issue, not _____ (computers, product safety, choice of choir songs, etc).
Response:
Extra money is rarely what builds truly great ventures or organizations.
#3 “You exaggerate the problem.”
Attack:
You are exaggerating. This is a small issue for us if it is an issue at all.
Response:
To the good people who suffer because of this problem, it certainly doesn’t look small.
#4 “You’re saying we’ve failed??!!”
Attack:
If this is a problem, then what you are telling us is that we have been doing a lousy job. That’s insulting!
Response:
No, we’re suggesting that you are doing a remarkably good job without the needed tools (systems, methods, laws, etc) which, in our proposal, you will have.
#5 “What’s the hidden agenda?”
Attack:
It’s clear you have a hidden agenda and we would prefer that you take it elsewhere.
Response:
Not fair! Just look at the track record of the good folks behind this proposal! (And why would you even suggest such a thing?)
#6 “What about this, and that, and that (etc.)?”
Attack:
Your proposal leaves too many questions unanswered. What about this and that, and this and that, and…
Response:
All good ideas, if they are new, raise dozens of questions that cannot be answered with certainty.
#7 “No good! It doesn’t go far enough” (or, “It goes too far”)
Attack:
Your proposal doesn’t go nearly far enough.
Response:
Maybe, but our idea will get us started moving in the right direction, and do so without further delay.
#8 “You have a chicken and egg problem.”
Attack:
You can’t do A without doing B, yet you can’t do B without doing A. So the plan won’t work.
Response:
Well actually, you can do a little bit of A which allows a little bit of B which allows more A which allows more of B, and so on.
#9 “Sounds like ‘killing puppies’ to me!”
Attack:
Your plan reminds me of a thing disgusting and terrible (insert totalitarianism, organized crime, insanity, or dry rot…)
Response:
Look, you know it isn’t like that. A realistic comparison might be…
#10 “You’re abandoning our values.”
Attack:
You are abandoning our traditional values.
Response:
This plan is essential to uphold our traditional values.
#11 “It’s too simplistic to work.”
Attack:
Surely you don’t think a few simple tricks will solve everything?
Response:
No – it’s the combination of your good work and some new things that, together, can make a great advance.
#12 “No one else does this!”
Attack:
If this is such a great idea, why hasn’t it been done already?
Response:
There really is a first time for everything and we do have a unique opportunity.
#13 “You can’t have it both ways!”
Attack:
Your plan says X and Y, but they are incompatible. You can’t have both!
Response:
Actually, we didn’t say X or Y—although, I grant you, it may have sounded that way. We said A and B, which are not incompatible.
#14 “Aha! You can’t deny this!”
Attack:
I’m sorry – you mean well, but look at this problem you’ve clearly missed! You can’t deny the significance of this issue!
Response:
No one can deny the significance of the issue you have raised, and, yes, we haven’t explored it. But every potential problem we have found so far has been readily solved. So in light of what has happened again and again and again, I am today confident that this new issue can also be handled, just like all the rest.
#15 “To generate all these questions and concerns, the idea has to be flawed.”
Attack:
Look at how many different concerns there are! This can’t be good!
Response:
Actually, many the questions mean we are engaged, and an engaged group both makes better decisions and implements them more successfully.
#16 “Tried it before – didn’t work.”
Attack:
We tried that before and it didn’t work.
Response:
That was then. Conditions inevitably change [and what we propose probably isn’t exactly what was tried before]
#17 “It’s too difficult to understand.”
Attack:
Too many of our people will never understand the idea and, inevitably, will not help us make it happen.
Response:
Not a problem. We will make the required effort to convince them. It’s worth the effort to do so.
#18 “This is not the right time.”
Attack:
Good idea, but it’s the wrong time. We need to wait until this other thing is finished (or this other thing is started, or the situation changes in a certain special way).
Response:
The best time is almost always when you have people excited and committed to make something happen. And that’s now.
#19 “It’s too much work.”
Attack:
This seems too hard! I’m not sure we are up for it.
Response:
Hard can be good. A genuinely good new idea, facing time consuming obstacles, can both raise our energy level and motivate us to eliminate wasted time.
#20 “Won’t work here, we’re different!”
Attack:
It won’t work here because we are so different.
Response:
Yes it’s true, we’re different, but we are also very much the same.
#21 “It puts us on a slippery slope.”
Attack:
You’re on a slippery slope leading to a cliff. This small move today will lead to disaster tomorrow.
Response:
Good groups of people—all the time– use common sense as a guard rail to keep them from sliding into disaster.
#22 “We can’t afford this.”
Attack:
The plan may be fine but we cannot do it without new sources of money.
Response:
Actually, most important changes are achieved without new sources of money.
#23 “You’ll never convince enough people.”
Attack:
It will be impossible to get unanimous agreement with this plan.
Response:
You are absolutely right. That’s almost never possible, and that’s OK.
#24 “We’re not equipped to do this.”
Attack:
We don’t really have the skills or credentials to pull this off!
Response:
We have much of what we need and we can and will get the rest.
态度坚决而又不失尊敬。
而不是详尽的数据和列表
常识能让你位于道德的制高点，让其他人的攻击无从下手；
而数据和列表你一时是准备不充分的，并且这些也容易成为别人的攻击点；类似讲得越多错得越多。
争取中间派而不是反对者。
采用拖延战术的人，会把人们的注意力转到某一个更合理且更紧迫的事情上，这类事情总归是有的。
一些人工于心计，能很聪明地把一场讨论引向非常复杂的境地。
如果反对者抛出的事例很复杂，大部分人都不知道其中的细节，这足以扼杀一项好计划。
提前针对可能存在的反对意见做好准备。
有备无患
24种抨击可以分为三大类：
#1、我们不需要你的计划，因为它要解决的问题根本就不存在。
#2、好吧，问题是有，但你的解决方案不好。
#3、好吧，问题是有，你的方法也不错，但在这里它永远也行不通。
逆水行舟，不进则退
没有万事俱备才开始的事情，都是在有限的资源和条件下开始的。
对某些人来时是确实存在的，让我们处身置地为他们想想。
在已有条件下，已经做到很好了。
但是如果有了这些条件，相信能如虎添翼。
把二选一的问题，变为两者结合会更好这一模式。
举出支持这个项目的人员，以及他们的工作业绩；
找出挡箭牌！让抨击者知难而退。
所有新的想法都会带来新的问题，也感谢你提出这个问题，我们需要做的是在过程中全心全力解决这些问题。如果因为有问题的存在而裹足不前的话，会让我们错失良机。
新的想法，没有先例，不完美的地方肯定是存在的，但今天我们需要确定一个方向，让我们朝着正确的方向前进。
先动起来，做一部分A，可能也能带动部分B，反过来你，部分的B也能促进A；这样，两者在行动中都得到发展。
驳回不当比喻；提出自己的正面的比喻或者陈述。
我们所做的事情实际上是在坚持我们的核心价值观。
不是，是大家的努力，在加上一些创新，才形成今天这个方案，他考虑了......方面。
任何想法都有第一次，我们为什么不试试呢。
我们所得两者不是某某（X）和某某（Y），他听起来可能是这样，但我们说的是某某（A）和某某（B)，他们是可以并存的。
1、第一次听到这个问题，感谢对方的提出；
2、基于之前我们碰到的问题都能很好的得到了解决；
3、我相信今天这个问题我们也能想其它问题那样得到解决。
有好多问题，是好事，说明我们整个团队很用心；而一个用心的团队不仅能做出好的决策，还能更成功的把它们推行下去。
此一时、彼一时；
现在的情况肯定有变化，例如技术变化、环境变化、市场变化等；
这个不是问题，我们会做出必要的努力去说服他们，这样做很值得。
错误的答复：想说明这个方案很简单！
1、大家情绪高涨的时候，准备尽心尽力去做事的时候是最好的时机；
2、机会窗口、问题的解决。
事情难做是好事，说明他有价值。并且有价值的事情，能激发整个团队的士气，锻炼骨干和人才。
肯尼迪谈到登月计划时说：“我们能取得成功，不是因为它容易，而是因为它很难。”
是的，我们情况是不一样；但也有很多方面是一样的。
例如：
以开放的心态来取长补短。
不改革、不创新的风险会更大。
实际上所有的变革都是在资源受限的情况下推进的。
需要做的是理清轻重缓急，把最重要的资源用到最关键的事情上。在资源有限的情况下也能激发人的想象力，找到更好的方法。
说的不错，一个计划不可能获得所有人的支持，但很多新的想法和计划都一一实现了，所以现实告诉我们，要几乎所有的人同意一项计划也没有必要。
我们具备很多必需的条件；
而其它啊问题我们也有信心一一去解决；