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The New Science of Leadership

Grounded in 50 years of social science research, Influencer goes beyond corporate perks and charismatic personalities to teach a method for changing ingrained human behavior.

LEARN THE SKILLS OF THE WORLD’S GREATEST LEADERS

Any leader—senior, emerging, even those without formal authority—can replace persuasion and perks with powerful influence strategies and skills that actually change behavior. 
Find Vital Behaviors
Identify crucial moments where enacting the right behavior will have an enormous effect on results.
Diagnose Why Change Seems Impossible
Learn that persistent problems do not have one root cause, but multiple causes.
Source 1: Personal Motivation
Make seemingly painful and undesirable behaviors painless and enjoyable.
Source 2: Personal Ability
Invest in deliberate practice to significantly enhance personal ability.
Source 3: Social Motivation
Enlist support from formal leaders and opinion leaders.
Sources 4: Social Ability
Harness the power of social pressure by finding strength in numbers.
Source 5: Structural Motivation
Link rewards to Vital Behaviors.
Source 6: Structural Ability
Use the power of space, data, and tools.

Course Agenda

9 Sessions 10.5 hrs

1. Introduction

    • Learn why influence is one of the most powerful and important capacities you possess.
    • Identify influence challenges you face.
    • Discover the three keys to influence. What do successful influencers do differently?
    • Focus on and carefully measure the results you want.

2. Find Vital Behaviors

    • Identify Crucial Moments—the moments where enacting the right behavior will have an enormous effect on results.
    • Select a few high-leverage behaviors that have potential to create enormous positive change.
    • Study and utilize examples of positive deviance (times when some succeed where others fail).
    • Map the connections between behaviors to discover leverage.

3. Diagnose Why Change Seems Impossible

    • Learn that persistent problems do not have one root cause, but multiple causes.
    • Examine the Six Sources of Influence™—personal, social, and structural factors—to discover the most significant causes of the problem.
    • Diagnose the problem to prescribe the most effective and comprehensive solution.

4. Source 1: Personal Motivation

    • Make seemingly painful and undesirable behaviors painless and enjoyable.
    • Help others consciously connect Vital Behaviors to values through both personal and vicarious experiences.
    • Offer choice as a foundation for motivation.

5. Source 2: Personal Ability

    • Be a teacher first and a motivator second.
    • Invest in deliberate practice to significantly enhance personal ability.
    • Consider non-obvious ability barriers.

6. Source 3&4: Social Motivation & Ability

    • Harness the power of social pressure by finding strength in numbers.
    • Lead the way through the principle of sacrifice.
    • Identify and engage opinion leaders.

7. Source 5: Structural Motivation

    • Make incentives work for you by supporting, not undermining, desired behaviors.
    • Link rewards to Vital Behaviors.

8. Source 6: Structural Ability

    • Change the environment to make bad behaviors harder and good behaviors easier.
    • Use the power of space, data, and tools.

9. Become an Influencer

    • Draw skillfully on the appropriate influence strategies as you create your influence plans.

Course Agenda

6 Lessons 10.5 hrs

1. Find Vital Behaviors

2 Hrs

  • What is influence?
  • Clarify measurable results.
  • Focus on behavior.
  • Identify crucial moments.

2. Find Vital Behaviors Cont.

90 min

  • Select Vital Behaviors.
  • Study and utilize positive deviance.
  • Find leverage.

3. Diagnose

2 Hrs

  • Learn that persistent problems do not have one root cause, but multiple causes.
  • Examine the Six Sources of Influence™—personal, social, and structural factors—to discover the most significant causes of the current problem.
  • Diagnose the problem in order to prescribe the most effective and comprehensive solution

4. Personal Motivation & Ability

90 min

  • Learn the root cause of problems.
  • Examine the Six Sources of Influence.

5. Social Motivation & Ability, Structural Motivation

2 Hrs

  • Harness social influence to encourage and enable.
  • Identify opinion leaders.
  • Make incentives work for you by supporting, not undermining, desired behaviors.
  • Link rewards to Vital Behaviors.

6. Structural Ability & Become an Influencer

90 min

  • Change the environment.
  • Use the power of space, data, and tools.
  • Draw on influence strategies to execute on your own influence plans.
Ready to Get Started?
Preview the Course

Play the video to learn more about the skills taught in Influencer, the available learning formats, and how to bring the course to your organization.


30 min Video

INFLUENCE RESULTS

Organizations around the world have turned to Influencer to improve process, profitability, safety, service, and more.

SAFETY

Newmont Mining experienced 73% fewer serious injuries.

COMPLIANCE

Spectrum Health improved hand hygiene compliance from 60 to 90%.

PATIENT SATISFACTION

Patient satisfaction scores at Children’s Minnesota jumped by 10 percent. They also decreased patient wait times.

SALES PROCESS IMPROVEMENT

Gallery Furniture increased sales by $250,000 per month. The company also saw a $1 million reduction in annual expenses.

QUALITY

Menlo Innovations reduced the number of man-hours dedicated to emergencies by 30%.

CUSTOMER SERVICE

Michigan’s Department of Human Services improved its customer service rating by 38%.

PROCESS IMPROVEMENT

Xerox had 93% of its employees use their new Six Sigma process and more than 50% adopt it long-term.

READ THE BESTSELLER BEHIND THE COURSE

Discover the New York Times bestseller behind the award-winning course. Influencer unpacks the science of leadership with rich case studies and outlines a proven method for leading change.

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