This video was first published in Ted.com
There are two types of people who want their coworkers to change: dreamers and detectives. Dreamers have a passionate belief that the new way of doing things is smarter, faster, fairer than the old way. They think the benefits are self-evident, and they struggle to comprehend that anyone else would see it differently. Detectives, however, don't get caught up in their own feelings about why the new way of doing things is good or important. Instead, they investigate the frictions, the disincentives that will prevent people from changing. Guess which one has a better chance of success.