When pitching an idea, we imagine that the person we’re talking to cares primarily about the entire system, about what it should want. They don’t. They’re not even aware of the entire system. They’re simply thinking about their boss, or their urgent needs, or nothing much at all. • And when considering a change, we often revert to thinking about our limited agency and the person right in front of us, instead of probing for what might make the system itself pivot and shift.
