Change Psychology: Consistency Theory

recently wrote about building up a resource for Change knowledge here within this very Blog. Finally I got the time to deal with some basic psychological questions of Change. I am looking forward to be able to share those insights on “Change Psychology” with you, here.

Description
When our inner systems (beliefs, attitudes, values, etc.) all support one another and when these are also supported by external evidence, then we have a comfortable state of affairs. The discomfort of cognitive dissonance occurs when things fall out of alignment, which leads us to try to achieve a maximum practical level of consistency in our world.

We also have a very strong need to believe we are being consistent with social norms. When there is conflict between behaviors that are consistent with inner systems and behaviors that are consistent with social norms, the potential threat of social exclusion often sways us towards the latter, even though it may cause significant inner dissonance.

Ways we achieve consistency between conflicting items include:

  • Denial or ignoring : ‘I didn’t see it happen.’
  • Rationalization and excuses : ‘It was going to fall anyway.’
  • Separation of items :’I don’t use my car enough to make a difference .’
  • Transcendence : ‘Nobody is perfect.’
  • Changing item : ‘I’ll be more careful next time.’
  • Persuasion : ‘I’m good, really, aren’t I?’

Example
If you make a promise, you will feel bad if you do not keep it.

So what?
Highlight where people are acting inconsistently with beliefs, etc. that support your arguments. Show how what you want is consistent with the other person’s inner systems and social norms.

Defending
You will always be inconsistent in some areas. When changing to fit in with the inconsistencies that someone else is pointing out, think about the other, potentially more serious, inconsistencies that you will be opening up.

Psychology of Change (Picture source: http://inspirida.com)Original article taken from http://changingminds.org

Psychology of Change (Picture source: http://inspirida.com)
Original article taken from http://changingminds.org

About Raphael Dörr

Senior communications specialist with strong focus on corporate external and internal communications, change communications, change management and the implementation of Social Media and Web 2.0/ Enterprise 2.0 in each of these contexts. 12 years overall consulting know-how with sustainable focus and know how on automotive, consumer goods, trade, technology and pharma.
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