John P. Kotter

People change their behavior when they are motivated to do so, and that happens when you speak to their feelings […] You need something, often visual, that helps produce the emotions that motivate people to move more than one inch to the left or one inch to the right. Great leaders are brilliant at this. They tell the kind of stories that create pictures in your mind and have emotional impact […] You get people to change less by giving them an analysis that changes their thinking than by showing them something that affects their feelings.

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