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Influencer
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Table of Contents

Acknowledgments

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
Personal Motivation
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
Personal Ability
New behavior requires new skills. Overinvest in helpingpeople learn how to master skills and emotions.
6. Provide Encouragement
Social Motivation
Harness the power of social influence by engaging leadersand opinion leaders in encouraging vital behaviors.
7. Provide Assistance
Social Ability
People need more than just encouragement; they oftenneed help in order to change how they act during crucialmoments.
8. Change Their Economy
Structural Motivation
Modestly and intelligently reward early successes.Punish only when necessary. Be sure to use incentivesthird, not first.
9. Change Their Space
Structural Ability
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.

Works Cited
Index

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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