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THE 20-60-20 RULE

When engaging in organizational change, never forget the 20-60-20 rule. Roughly 20% of the organization is enthousiast about the change, 60% is ambivalent and does not really care (you are just change number 785 to them) and 20% is hostile. The trick to to activate the enthousiast 20% to sell the change to the 60%. Ignore the hostile 20%, they are a given, a constant. They dislike your change no matter how you wrap it, how you spin it, and how you modify it. Do not waste time on them, do not try to investigate their motivation, it is all a lost cause. 

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