Within Theory of Constraints (TOC) applications, ‘buy in’ is often considered a marketing approach.
The key to buy-in, as per Efrat is creating a sense of ‘Psychological’ ownership. She says that people must ‘FEEL’ that the change is their, it is their initiative.
She says that the layers of resistance is a way to build this sense of ‘psychological’ ownership, by sharing our (who?) ownership with others. She says, we must shed egos and must invite ‘inquiries and objections’. The idea is to know what truly bothers them. This process of inviting their queries is to know what really bothers them and finding answer to these, will help in filling the gaps in their understanding of change. She also says that some of their queries will actually add value to the change process. When some of their suggestions are included into the change process, we give them control of change. And thus we increase their ownership of the change. Which I believe is more than a psychological change in the other party.
As theory of constraints approach is, she does not give a list of likely objections or resistance beyond 9 layers. Kotter, in his book, goes to those ‘specifics’ and not only gives 24 objections but also the direction to deal with them.
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