1. 1 AASHE 2012 Understanding Our Stakeholders Realities: Practices for Managing Change 2012 AASHE Conference

2. Presenters Dallase Scott Sustainability Program Manager GreenerU Babson College Kelly Weisinger Sustainability Program Coordinator Emory University AASHE 2012

3. 3 Learning Objectives Understand the concepts of First Order Reality and Second order reality. Understand how to help frame project and program ideas to an audience with different value sets. Understand best practices for how to cultivate relationships and communicate with key stakeholders on sustainability. AASHE 2012

4. 4 Starting the Conversation AASHE 2012

5. 5 How do you have a beneficial conversation with someone who may not agree with you? What is the best way to get your message across to people with a wide range of backgrounds and specialties? AASHE 2012

6. 6 The behaviors we choose depend on two types of realities: First Order Reality: Something we can measure. 6 AASHE 2012

7. 7 The behaviors we choose depend on two types of realities: Second Order Reality: How we perceive and interpret the First Order Reality world around us OR back scratcher? book mark? pirate sword? 7 AASHE 2012

8. 8 Another Example 8

9. 9 What would be your behavior with this perception? Friends! Fun Trendy Popular “Shopper’s High” 9 AASHE 2012

10. 10 What would be your behavior with this perception? “Whipper snappers these days” Claustrophobic Credit Card Debt Frugal Bored 10 AASHE 2012

11. 11 What would be your behavior with this perception? 11 Photo credit: marissaorton on Flickr via creative commonsmarissaorton AASHE 2012

12. 12 Same Reality, Different Perceptions 12 Photo credit: marissaorton on Flickr via creative commonsmarissaorton AASHE 2012

13. 13 Communicating to different value sets Three categories of value sets Prospectors Settlers Pioneers (Rose, C., Dade, P., Scott, J., 2005) 13 AASHE 2012

14. 14 Prospectors Live in the now, for today, and seek rewards in terms of fashion, status, success, achievement and recognition, and are unconcerned with belonging, security or identity because they have that already. What do you think about climate change? “That is not my problem unless it affects my prospects for achievement and success” 14 AASHE 2012

15. 15 Settlers Tend to look backwards, to yesterday (which was better) and dislike anything new or different as this threatens identity, belonging, security. What do you think about climate change? “That’s not a problem unless it immediately affects my family, my local area, my identity, my traditions” 15 AASHE 2012

16. 16 Pioneers Looks forwards, both in time and to new horizons: they like change, discovery, the unknown so long as it is ethically acceptable but are unworried about status because they have already met those needs. What do you think about climate change? “It’s a problem” 16 AASHE 2012

17. 17 Activity: Elevator Pitch 17 AASHE 2012

18. 18 Directions: What is the name of your Magazine? What value group is the magazine advertising to? Give a 90 second elevator pitch to that value group. 18 AASHE 2012

19. 19 Prospectors, Settlers, and Pioneers in your elevator What happens if your elevator gets stuck and you all have to work together to figure out how to get out? AASHE 2012

20. 20 Exercise: Character Traits of a Leader AASHE 2012

21. 21 Challenge: Your Leadership What is your role in sustainability leadership on campus? How should each person feel after meeting with you? How should each person NOT feel after meeting with you? NESEABE12 – Occupant and Users

22. 22 Strategies for effective communication in making change Meet them where they are Make it their idea Defer to their expertise Recognize & reward Be sensitive & flexible AASHE 2012

23. 23 AASHE 2012 “To lead people, walk beside them … As for the best leaders, the people do not notice their existence. The next best, the people honor and praise. The next, the people fear; and the next, the people hate … When the best leader’s work is done the people say, ‘We did it ourselves!’” Lao-Tsu

24. 24 Thank You! Dallase Scott Dallase.s@greeneru.com Kelly Weisinger kelly.weisinger@emory.edu AASHE 2012