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Satisfying values--yours and theirs: a talk with Manny Elkind. Interview by Richard L.Reece.

Richard Reece, MD, interviewed Mansfield (Manny) Elkind on September 22, 1999 to talk about satisfying values and flexible thinking as keys to influencing physicians. Manny discusses why it's difficult for people to create lasting change in the workplace without recreating themselves. The effort to influence others often focuses on getting disciplined about changing behaviors, with the hope that feelings and attitudes will also change. This approach rarely works because behavior is changed only when values or beliefs change. People will get passionate and committed to achieving the organization's goals when they believe that their values will be satisfied as well. The leader's responsibility is to find ways of satisfying people's values, in addition to convincing them to use the organization's values as guides for behavior. A process is explored that helps people discover each other's values and preferences and transforms resistance to commitment.