Assess what is important to team members.

Think about a team you know well. It could be a volunteer organization, a small group at work, or a sports team. If you were introducing a new idea-one that team members might resist-what would be important to know about each team member that might influence how you tailor your message? You might consider questions such as the following:

• How long has this person been a part of the team?

• How important is the team to the person?

• What level of commitment to the team-rather than to the team member him- or herself-do you see?

• How might the person react to your idea?

• How will this person, specifi cally, be affected by the change?

• What questions or objections would this person have?