Switch by Chip & Dan Heath

switch book
Why is it so hard to make lasting changes in our companies, in our communities, and in our own lives? The primary obstacle is a conflict that’s built into our brains. Psychologists have discovered that our minds are ruled by two different systems–the rational mind and the emotional mind–that compete for control.

Remember that if you speak to the rider but not the elephant they’ll have direction but no motivation.

Direct the rider: what looks for resistance is often lack of clarity, provide crystal clear direction. think 1% milk.

Motivate the elephant. What looks like laziness is often exhaustion. Engage people’s emotional sides. Remember the cookies and radishes study and the gloves on the desk.

Shape the Path: what looks like people problem is often a situation problem. The situation + environment is the path. Think of the

Shrinking popcorn buckets.

Find the bright spots, the exceptions that work.

Solutions focused therapy focuses on having the person imagine that if a miracle happened overnight what would be the tale sign of the fix the next morning?

Then ask the exception question. What was it different about the last time things worked as you’d expect?

Identify information that is TBU (true but useless) and throw it out.

Ask: “what’s working right now?” – stop and look for patterns in a team where the problem does not exist or isn’t as bad.

Ambiguity is the enemy. Any successful change requires a translation of the ambiguous goals Into concrete behaviors. In short to make a switch, you need to script the critical moves.

Script the moves that help people make hard decisions. Prevent decision exhaustion.

Spot and ignore the TBU true but useless facts.

Car wash loyalty card with 8 washes min vs 10 washes min but two filled in from the start. Shrink the change.

Tweak the environment to shape the decisions. Shorten the path.

Sterile Cockpit rule, no talking during takeoff and landing to allow for greater focus. How can this be applied elsewhere?

Buy yourself a copy of the book.

Thanks for reading 🤗

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