Stages of Change Commitment
Understanding

Understanding the nature and intent of the change is the first part  of acceptance.  people who are aware of and comprehend the change are now able to judge it.

A positive perception increases support and the likelihood of change acceptance.
A negative perception decreases support and provides an environment that may foster true resistance.

Note: A change can be pushed through even over Negative Perceptions based on support or mandates from above.  There is a distinct and different response pattern to change based on how it is perceived.

• Positive Response to Change
• Negative Response to Change

Reasons that a Positive Perception might not be achieved

• The change is contrary to the perceived interest of the target.
• The change is contrary to the target's objectives from their supervisor
• The target lacks confidence in the success of the change.

Caution: A negative perception may in fact be the most logical choice.  Listen carefully to the reasons for resistance here, as they may save you much time/money/effort down the line.  An educated, honest critic is a valuable thing to have!

Efforts to increase Positive Perception

• Communicate the direct benefit to the target.
• Gain the support of the target's supervisor first.
• cf.: How to Win Friends and Influence People