Joseph Grenny - Influencer: The New Science of Leading Change

Copyright 2013 by VitalSmarts, LLC. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

ISBN: 978-0-07-180887-3
MHID: 0-07-180887-6

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We dedicate this book to influencers everywhere
to the tenacious leaders who have not only added to an
ever-growing knowledge of how people change but have
also restored hope, inspired action, and made it possible
for each of us to amplify our influence to change
the world for good.

Leadership calls for changing peoples 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.

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.

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 peoples physical surroundings to make good behavior easier and bad behavior harder.

Influence doesnt come by accident. It comes through careful diagnosis, patient testing, and eventual success with all three keys to influence.

We are deeply grateful to many who have helped us throughout the years in our research, teaching, testing, and learning.

First, our appreciation to our families for your influence on us. Thanks for the love and support that has changed us, inspired us, and enabled us. Thank you particularly for your sacrifice and patience when we were far from homeor at home, but overly focused, head down over a keyboard.

Second, thanks to our colleagues, associates, and team members at VitalSmarts who help in hundreds of waysworking to achieve our mission, serving customers, training the skills to help change lives, and supporting one another with care, loyalty, and competence. To all (all is now a large number) we say thanks. Highlighting just a few is tough, but necessary. So an additional thanks to James Allred, Terry Brown, Mike Carter, Jeff Gibbs, Jeff Johnson, Lance Garvin, Justin Hale, Emily Hoffman, Todd King, Brittney Maxfield, Mary McChesney, John Minert, David Nelson, Stacy Nelson, Rich Rusick, Andy Shimberg, Joanne Staheli, Yan Wang, Steve Willis, Mike Wilson, Paul Yoachum, and Rob Youngberg.

Third, a special thanks to Bob Foote, Chase McMillan, and Mindy Waite, who continuously provided us with extraordinary logistical support, attention to detail, and insight.

And fourth, were overwhelmingly grateful to our friends and partners across the planet who have turned these ideas from an interesting read into a global force for positive change. We are inspired by the soul and skill they bring to our cooperative effort.

Thanks to our U.S. associates who are gifted teachers and powerful influencers:

Doug Finton

Ilayne Geller

Tamara Kerr

Jim Mahan

Jim Munoa

Kurt Southam

Larry Peters

Margie Mauldin

Mike Quinlan

Murray Low

Neil Staker

Paul McMurray

Richard Lee

Shirley Poertner

Simon Lia

And finally we express gratitude to the partners and friends who have supported our work around the globe:

AustraliaGeoff Flemming and Grant Donovan

BrazilJosmar Arrais ChinaJenny Xu

EgyptHisham El Bakry

FranceCathia Birac and Dagmar Doring