Contents
PART 1. The New Science of Leading Change
Leadership calls for changing people’s behavior. Influencers are those leaders who understand how to create rapid, profound, and sustainable behavior change.
Influencers do three things better than others. They are clearer about the results they want to achieve and how they will measure them. They focus on a small number of vital behaviors that will help them achieve those results. They overdetermine change by amassing six sources of influence that both motivate and enable the vital behaviors.
Not all moments are created equal. Influencers focus on helping people change a small number of high-leverage behaviors during crucial moments.
4 Help Them Love What They Hate
Personal Motivation
Influencers help people change how they feel about vital behaviors by connecting them with human consequences both through direct experience and through potent stories.
5 Help Them Do What They Can’t
Personal Ability
New behavior requires new skills. Overinvest in helping people learn how to master skills and emotions.
Social Motivation
Harness the power of social influence by engaging leaders and opinion leaders in encouraging vital behaviors.
Social Ability
People need more than just encouragement; they often need help in order to change how they act during crucial moments.
Structural Motivation
Modestly and intelligently reward early successes. Punish only when necessary. Be sure to use incentives third, not first.
Structural Ability
Change people’s physical surroundings to make good behavior easier and bad behavior harder.
Influence doesn’t come by accident. It comes through careful diagnosis, patient testing, and eventual success with all three keys to influence.