They Are Just Not Listening

Abstract

“They’re just not listening.” But what if the problem isn’t their ears—it’s their incentives? Join Fred and Mojan as they explore why people resist change, what actually motivates behavior, and how to drive change when you don’t have formal authority.

Key Points

Join Fred and Mojan as they explore what actually drives behavior change in complex organizations:

Topics include:

We are creatures of habit: humans resist new decisions, which is why changing established patterns triggers pushback—even when the new way is better
The silent question behind resistance: “What’s in it for me?” People will only change if they trust you and see how it serves their interests
Incentive structures matter more than authority
Meeting people where they are: start with their pain points and use the Socratic method to help them discover the answer themselves
Breaking the rules strategically: sometimes proving value without asking permission, then building advocates, is faster than going through official channels
Every person has different motivations: understanding intrinsic drivers—whether technical excellence, career advancement, or preventing failures—is key to unlocking change

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