Kotter and Schlesinger’s change approaches
Kotter and Schlesinger distinguish approaches to resistance: explaining and communicating, involving people, providing support, negotiating, manipulation or co-optation, and coercion. Selection depends on causes of resistance, available time, influence and ethical constraints. Their discussion recognises that resistance can reflect self-interest, misunderstanding, adjustment difficulties or genuinely different assessments. It does not make every approach ethically acceptable.
Worked example
Staff resist a new system because they lack skills. Training and practical support address that cause more directly than threatening sanctions; a separate dispute over lost contractual benefits may require negotiation.
Common mistake
Treating all resistance as irrational or using manipulation and coercion as routine recommendations without examining trust, legality and alternatives.
Where it appears in your exams
| Qualification | Exam | Relationship | Period |
|---|---|---|---|
| ACCA | SBL | Supporting | September 2026–June 2027 |