book: catalyst
Insight 2: A catalyst asks: "What's stopping this person from changing?" rather than "How do I convince them?" The goal is friction removal, not force. Application: Before your next sales pitch or internal proposal, list the top 3 reasons someone would say no — then design your approach to dissolve those objections before they arise. Chapter 1: Reactance — Remove the Pressure Core Idea: The harder you push, the more people push back. Autonomy, not pressure, unlocks change. Insight 1: Psychological reactance is the instinct to resist when we feel our freedom is threatened. It explains why telling someone to do something often makes them do the opposite. Insight 2: Effective catalysts become "Sherpa guides" — they ask questions and let people convince themselves, rather than issuing directives. The persuasion comes from within. Application: Replace "you should try X" with "what do you think would work here?" ...
