Call on LARA when dealing with resistance

- What do you do when somebody's pushing back on your idea, but you want to overcome their resistance? Try using the super effective framework, LARA, from Stanford University. It stands for listen, affirm, respond, and ask questions. So let's say you just proposed a brand new role to your boss that's really needed, and they tell you they're not sure about it, it's too new or risky. After listening, you can affirm them by saying something like, I hear you saying this role feels really new and different, I can appreciate that. Next, you respond. You might say, in fact it's a very similar role to one our competitor has created that's really been successful. And last you ask questions like, what could I share with you about the other role that would be helpful? Or what would need to be true for you to be comfortable with a role like this? That's LARA in action. Try it out next time you hit resistance.