Influence

Question 0

What are the six sources of influence?

Answer 0

personal motivation and ability
social motivation and ability
structural motivation and ability

Question 1

What are the three keys to influence?

Answer 1

1- focus and measure- crystal clear about results trying to achieve and zealous about measuring
2- find vital behaviors
3- engage all 6 sources of influence- they overdetermine change

Question 2

What qualifies people to be leaders?

Answer 2

their capacity to influence others to change their behaviors to achieve important results (intentional influence)

Question 3

3 mistakes that undermine influence?

Answer 3

1. fuzzy uncompelling goals
2. infrequent or no measures
3. bad measures- driving wrong behavior by measuring wrong variable- the measure of a measure is its actual influence

Question 4

6 questions for sources of influence?

Answer 4

Do they enjoy it? 
Can they do it?
Do others encourage them to enact wrong behavior?
Do others enable them?
Do rewards and sanctions encourage them?
Does their environment enable them?

Question 5

2 basic drivers of behavior

Answer 5

1- Can I do it? Am I able?

2- Will it be worth it? Am I motivated?

Question 6

4 keys to finding vital behavior

Answer 6

1- notice obvious but underused
2- look for crucial moments
3- learn from positive deviants
4- spot culture busters

Question 7

Keys to enabling vital behavior

Answer 7

80% of results come from 20% of efforts
1- stay focused on 2
2- find it
3- test results

Question 8

2 keys to thinking about structural ability

Answer 8

• learn to notice the environment

- relationship between proximity and collaboration

Question 9

3 thots about structural motivation

Answer 9

• primarily to remove disincentives
• changing economy- ensuring pos. and neg incentives undermining influence msg
• use extrinsic rewards last- after pers and soc motivation

Question 10

How do you use incentives wisely?

Answer 10

• rewards come soon
• are gratifying
• clearly tied to vital behaviors
• less is more- the thot counts more

Question 11

4 tactics for personal motivation

Answer 11

1- allow for choice- replace judgmt with empathy, lectures with Qs
2- create direct experiences- let people see, feel, and touch thgs, transform #’s into names, states into faces; invite people to try it
3- tell meaningful stories- create vicarious exp thru story
4- make it a game

Question 12

4 elements of a game

Answer 12

• keeping score
• competition- esp. with oneself
• constant improvement- in what direction u r heading is more imp than #’s
• control- can’t be folded into large, unsuccessful unit’s result- create and record measures over which individs have control

Question 13

What is motivational interviewing?

Answer 13

using nondirective Qs to help people reach their own conclusions about values and changes

Question 14

What is deliberate practice?

Answer 14

-full attn for brief intervals
-provide immediate fdbk against a clear standard
-break mastery into mini-goals
-prep for setbacks, build in resilience
make sure practice involves realistic conditions, coaching and fdbk; break vital behaviors into smaller actions that allow people to judge people how well they’re doing

Question 15

How do you use social motivation?

Answer 15

ensure that people feel praised, emotionally supported, and encouraged every time they enact vital behaviors; ensure people feel discouraged or socially sanctioned when they choose unhealthy behavs

Question 16

How to use social motivation?

Answer 16

• the power of 1- s/t all u need is to find 1 respected individ
• lead the way
• Sacrifice breathes life into dead values-time, $, ego, other priorities
• engage formal/opinion ldrs- not innovators- spend time with them
• creat new norms

Question 17

Create new norms?

Answer 17

1. make the undiscussable discussable

2- create 200% acctability- evyone is responsible to enact vital behaviors AND hold others accountable

Question 18

Using Social ability

Answer 18

watch out for enablers and ask them to become helpers- turn a me problem into a we problem