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Revised and updated! The New York Times bestseller that helps business leaders drive positive change in the minds and behaviors of others
From the author team of the perennial bestsellers Crucial Conversations and Crucial Confrontations, this new edition of Influencer brings readers up to date on how to become an agent of change in a way that benefits 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."
About the Author
Joseph Grenny, Kerry Patterson, David Maxwell, 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.
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 areclearer about the results they want to achieve and how theywill measure them. They focus on a small number of vitalbehaviors that will help them achieve those results. Theyoverdetermine change by amassing six sources of influencethat both motivate and enable the vital behaviors.
3. Find Vital Behaviors
Not all moments are created equal. Influencers focus onhelping people change a small number of high-leveragebehaviors during crucial moments.
Part 2. Engage Six Sources
4. Help Them Love What They Hate
Influencers help people change how they feel about vitalbehaviors by connecting them with human consequencesboth through direct experience and through potent stories.
5. Help Them Do What They Can't
New behavior requires new skills. Overinvest in helpingpeople learn how to master skills and emotions.
6. Provide Encouragement
Harness the power of social influence by engaging leadersand opinion leaders in encouraging vital behaviors.
7. Provide Assistance
People need more than just encouragement; they oftenneed help in order to change how they act during crucialmoments.
8. Change Their Economy
Modestly and intelligently reward early successes.Punish only when necessary. Be sure to use incentivesthird, not first.
9. Change Their Space
Change people's physical surroundings to make goodbehavior easier and bad behavior harder.
10 Become an Influencer
Influence doesn't come by accident. It comes throughcareful diagnosis, patient testing, and eventual successwith all three keys to influence.
ISBN: 9780071808866 ISBN-10: 0071808868 Series: Business Books Audience:
Number Of Pages: 336 Published: 23rd April 2013 Publisher: McGraw-Hill Education - Europe Country of Publication: US Dimensions (cm): 22.8 x 15.4
Weight (kg): 0.43
Edition Number: 2 Edition Type: Revised