TITLE

Influencer

AUTHOR(S)
Patterson, Kerry; Grenny, Joseph; Maxfield, David; McMillan, Ron; Switzler, Al
PUB. DATE
November 2007
SOURCE
Influencer - Business Book Summaries;2007, Vol. 1 Issue 1, p1
SOURCE TYPE
Review
DOC. TYPE
Book Summary
ABSTRACT
Everyone faces challenges in their personal, work, and community lives. Although these challenges vary in intensity, pervasiveness, and type, all require influence to solve. Rather than surrender to circumstances, assuming these situations are beyond one's control, individuals can learn and apply influence strategies to bring about desired change. In Influencer, authors Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, and Al Switzler provide readers with a collection of powerful influence strategies that can be combined to make such change inevitable. Using real-world examples from expert influencers who have discovered solutions to some of society's most challenging problems, combined with theory from several of the world's most renowned social scientists, the authors propose six sources of influence that can be harnessed to effect lasting change. Before determining what influence strategies to use to solve a problem, two things must first be accomplished. First, it is critical to clearly identify vital behaviors, those high-leverage behaviors that will have a cascading effect on the outcome when influenced. Second, it is necessary to help others recognize the need for change. After these are accomplished, it is important to examine the six sources of influence proposed by the authors: personal motivation, personal ability, social motivation, social ability, structural motivation, and structural ability. For most problems, more than one source of influence will need to be targeted to reach the expected results. Fortunately, the authors provide a variety of strategies that can be used to target each of these sources of influence. One of the primary differences between ineffective and effective influencers is that the former tend to stick with one source of influence, only amplifying it when it fails, whereas the latter realize it is important to draw on more sources of influence when one is not effective. By doing so, and by working with others collaboratively in this process, effective influencers are able to make change inevitable.
ACCESSION #
27492309

 

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