Influencer ─ The New Science of Leading Change

Revised and updated! The New York Times bestseller that helps any business leader drive positive change

From the author team of the million-selling Crucial Conversations, this new edition of Influencer brings business professionals up to date on how to become an agent of change in a way that benefits their organization, the lives of others, and the world around them.

Praise for the previous edition:

'AN INSTANT CLASSIC! Whether you're leading change or changing your life, this book delivers.'
Stephen R. Covey, author of The 7 Habits of Highly Effective People

'Ideas can change the world-but only when coupled with influence-the ability to change hearts, minds and behavior. This book provides a practical approach to lead change and empower us all to make a difference or a change in society.'
Muhammad Yunus, 2006 Nobel Peace Prize Winner

Content has been revised to even more practical and hands-on than before, as well as more targeted to business readers
The authors have appeared as expert change agents and communication gurus on Today and CNN, and in national newspapers including USA Today and The New York Times
Features focused, intensive study of hundreds of change gurus from around the world, from individuals in small communities to the father of cognitive psychology, Albert Bandura
New: ""Want More Influence'"" inset boxes throughout that give business-oriented examples of the strategies presented in the book

Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, and Al Switzler (Provo, UT) are the leaders of VitalSmarts, an innovator in best practices training products and services that has taught over two million people and worked with more than 300 of the Fortune 500 companies.

Acknowledgments

Part 1. T he New Science of Leading Change
1. Leadership Is Influence
Leadership calls for changing people's behavior. Influencers are those leaders who understand how to create rapid, profound, and sustainable behavior change.
2. The Three Keys to Influence
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.
3. Find Vital Behaviors
Not all moments are created equal. Influencers focus on helping people change a small number of high-leverage behaviors during crucial moments.

Part 2. Engage Six Sources
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.
6. Provide Encouragement
Social Motivation
Harness the power of social influence by engaging leaders and opinion leaders in encouraging vital behaviors.
7. Provide Assistance
Social Ability
People need more than just encouragement; they often need help in order to change how they act during crucial moments.
8. Change Their Economy
Structural Motivation
Modestly and intelligently reward early successes. Punish only when necessary. Be sure to use incentives third, not first.
9. Change Their Space
Structural Ability
Change people's physical surroundings to make good behavior easier and bad behavior harder.
10 Become an Influencer
Influence doesn't come by accident. It comes through careful diagnosis, patient testing, and eventual success with all three keys to influence.

Works Cited
Index