Author: Kerry Patterson, Joseph Grenny, David Maxfield

Notes:

• What qualifies people to be called leaders is their capacity to influence others in order to achieve results
• Keys to Influence
  1. Focus and Measure
  2. Find Vital Behaviours
     • Vital behaviour search strategies
       1. Notice the obvious (but underused)
       2. Look for crucial moments
       3. Learn from positive deviants
       4. Spot culture busters
  3. Engage all 6 sources of influence
     1. Personal Motivation
        • Tactics
          1. Allow for choice
          2. Create direct experiences
          3. Tell meaningful stories
          4. Make it a game
             1. Keep score
             2. Competition
             3. Constant improvement
             4. Control
     2. Personal Ability
        • Deliberate Practice
          • Require complete attention
          • Needs clear and frequent feedback against a known standard
          • Breaks mastery into mini goals
          • Builds in resilience and prepares for setbacks
        • Emotional Master
          • Arguing with feelings → Cognitive reappraisal
     3. Social Motivation
        • Sometimes all you need is to find or be the one respected individual that flies in the face of what everyone else is doing
        • Self: To encourage change, generate clear, unambiguous evidence that others can believe → Sacrifice
          1. Sacrifice Time
          2. Sacrifice Money
          3. Sacrifice Ego
          4. Sacrifice Previous Priorities
        • Others: Engage the chain of command
        • Change sometimes requires changes in norms
          1. Go public and discuss current norm
          2. Hold everyone else accountable to new norm
     4. Social Ability
        • Signs that assistance is needed to to overcome problem
          1. Interdependence
          2. Novelty
          3. Risk
     5. Structural Motivation
        • Goal not to overwhelm people, but to remove disincentives
        • Incentives need to be ensure to
          1. Come soon
          2. Be gratifying
          3. Clearly tied to vital behaviours
        • Reward should be for right behaviours, not just results
        • Punishment sends a message, but so does its absence
          • Provide warning if continuing to negative path
          • Implications and punishment should be clear when required
     6. Structural Ability
        1. What we do is influenced by many silent environmental forces
        2. To influence, make the invisible forces visible
        3. Mind the data stream → use data to make obvious
        4. Use physical space and proximity to influence
           1. Make it easy
           2. Make it unavoidable
  • Most people have their favourite influence methods → too simplistic → engage other sources