Presuppositions in Change Process

Presuppositions in Change Process are not ‘true’ but they tend to help when we act as if they are true

The map is not the territory: The only way we represent the world around us is through our quite limited kinesthetic, audio, and visual representational systems. (KAV)

• All communication / persuasion has structure


• The meaning of your communication is the response you get


• The criteria of pain and pleasure is what motivates us to action


• The person with the most flexibility in the system influences most


• Do what you have always done - get what you have always gotten


• More choice is better than less choice


• Modeling like behavior leads to like outcomes


• We have all the resources they need to achieve their desired outcomes


• Past Criteria influences future criteria


• Physiology reflects our mental state


• Disappointment and approval are related to expectation


• People do the same things for different reasons and different things for same reasons


• A well-formed question is better


• Hurt People Tend to Hurt People


• Every behavior has positive intent


• Treat others how they perceive they should be treated

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Larry Farris is a White House trained sales and persuasion coach.