Download Influencer: The New Science of Leading Change – Whether you’re a CEO, a parent, or merely a person who wants to make a difference, you probably wish you had more influence with the people in your life. But most of us stop trying to make change happen because we believe it is too difficult, if not impossible. We learn to cope rather than learning to influence.
Influencer: The New Science of Leading Change PDF
From the bestselling authors who taught the world how to have Crucial Conversations comes the new edition of Influencer, a thought-provoking book that combines the remarkable insights of behavioral scientists and business leaders with the astonishing stories of high-powered influencers from all walks of life. You’ll be taught each and every step of the influence process–including robust strategies for making change inevitable in your personal life, your business, and your world. You’ll learn how to:
- Identify high-leverage behaviors that lead to rapid and profound change
- Apply strategies for changing both thoughts and actions
- Marshal six sources of influence to make change inevitable
Table of Contents – Influencer
PART 1. The 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
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
PART 2. Engage Six Sources
4 Help Them Love What They Hate
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
New behavior requires new skills. Overinvest in helping people learn how
to master skills and emotions.
6 Provide Encouragement
Harness the power of social influence by engaging leaders and opinion
leaders in encouraging vital behaviors.
7 Provide Assistance
People need more than just encouragement; they often need help in order
to change how they act during crucial moments.
8 Change Their Economy
Modestly and intelligently reward early successes. Punish only when
necessary. Be sure to use incentives third, not first.
9 Change Their Space
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.
Influencer takes you on a fascinating journey from San Francisco to Thailand to South Africa, where you’ll see how seemingly “insignificant” people are making incredibly significant improvements in solving problems others would think impossible. You’ll learn how savvy folks make change not only achievable and sustainable, but inevitable. You’ll discover breakthrough ways of changing the key behaviors that lead to greater safety, productivity, quality, and customer service.
No matter who you are or what you do, you’ll never learn a more valuable or important set of principles and skills. Once you tap into the power of influence, you can reach out and help others work smarter, grow faster, live, look, and feel better–and even save lives. The sky is the limit . . . for an Influencer.
PRAISE FOR INFLUENCER:
“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.” — Muhammad Yunus, Nobel Peace Prize Winner
“Influencing human behavior is one of the most difficult challenges faced by leaders. This book provides powerful insight into how to make behavior change that will last.” — Sidney Taurel, Chairman and Chief Executive Officer, Eli Lilly and Company
“If you are truly motivated to make productive changes in your life, don’t put down this book until you reach the last page. Whether dealing with a recalcitrant teen, doggedly resistant coworkers, or a personal frustration that ‘no one ever wants to hear my view,’ Influencer can help guide you in making the changes that put you in the driver’s seat.” — Deborah Norville, anchor of Inside Edition and bestselling author
“Far and away one of the best business books of the year.” – Hamilton Spectator
“You don’t have to be a manager to realize that no one likes being told what to do. Yet lectures are still the main way we try to get people to change their behavior. Fortunately, social learning academics have been studying alternatives for decades. Patterson and his fellow consultants have now collected their findings in this engaging, example-rich book.” – John T. Landry, Harvard Business Review
“Influencer – The New Science of Leading Change” is one of the most impactful books I have read this year. I have already recommended it to dozens of clients, colleagues and friends. Authors Joseph Grenny, Kerry Patterson, David Maxfield, Ron McMillan, and Al Switzler have drawn from extensive well of global experience of advising companies and leaders in Change Leadership.
The book is a beautifully crafted weaving together of researched principles regarding Influence and Change, highlighted with gripping vignettes that show examples of how these principles have been applied successful, or misapplied unsuccessfully. The stories make this book breathe.
One of the first and best examples is the story of how an employee at Danny Meyer’s Gramercy Tavern in New York City noticed that a female patron was distraught as she entered the restaurant. She had inadvertently left her cell phone and purse in the a. She was in a panic. She did not know whom she was supposed to meet, how she would pay for her meal, or how to retrieve her lost belongings. The host immediately went into superhero mode, helping her to find the group she was to join, assuring her that paying for the meal was the least of his concern. He then asked her for her cell phone number, found someone to man the host desk, and went into problem-solving mode. He spent over 30 minutes calling the woman’s cell phone, finally reaching the cab driver, who by this time was far away in the Bronx. The Gramercy employee offered to take a cab uptown to meet the driver half way. He did so, retrieved the lost purse and cell phone, and returned to the restaurant before the woman and her group had finished their meals.
Throughout subsequent chapters, the authors point out specific steps that Mr. Meyer had taken along the way to create an ethos and culture in which this kind of extraordinary customer service is expected to be offered by every employee. This book is not only valuable for business leaders and owners, it also contains many examples of how individuals have applied the principles of influence within families and personal relationships.
I look forward to continuing to learn to apply these principles in my own career and life, and look forward to continue recommending this gem to others.
From the Publisher
JOSEPH GRENNY, KERRY PATTERSON, DAVID MAXFIELD, RON McMILLAN, and AL SWITZLER are the leaders of VitalSmarts, an innovator in best practices training products and services that has taught millions of people worldwide and that has worked with more than 300 of the Fortune 500 companies. For more information, visit www.vitalsmarts.com.