Engage the Resistant

Use these practical tools to inspire even the toughest learners.

It's time. Your performance management workshop is about to begin. In the room, the vice president of marketing is animatedly speaking with the regional sales director. As you approach to welcome them, the VP asks curtly, "Will we really need all three hours for this training course? Come on—it's common sense."

The words hit you hard. You've spent two months developing this program. It's good and nee