Influencer audiobook cover - The New Science of Leading Change

Influencer

The New Science of Leading Change

Joseph Grenny, Kerry Patterson, David Maxfield, Ron McMillan and Al Switzler

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Categories:
Career & SuccessManagement & Leadership

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Mind Map

Influencer
Pinpoint Goals & Behaviors+
Personal Motivation & Persuasion+
Social Environment & Teamwork+
Strategic Use of Rewards+
Environmental & Spatial Influence+
Power of Objects & Packaging+

Quiz — Test Your Understanding

Question 1 of 8
What is a crucial first step for an influencer when trying to effect positive change, according to the text?
  • A. Targeting as many negative behaviors as possible to ensure comprehensive change.
  • B. Establishing a vague, broad vision that appeals to the maximum number of people.
  • C. Setting a tangible, measurable goal with a specific timeframe.
  • D. Securing financial backing before attempting to change any behaviors.
Question 2 of 8
How did Dr. Wiwat successfully reduce the AIDS rate in Thailand?
  • A. By launching a nationwide educational storytelling campaign on the radio.
  • B. By focusing his efforts on a single high-impact behavior: condom use by sex workers.
  • C. By providing financial rewards to citizens who tested negative for HIV.
  • D. By altering the physical environment of health clinics to make them more inviting.
Question 3 of 8
When verbal persuasion fails to change behavior, what alternative technique does the book suggest using, as demonstrated by Dr. Don Berwick with hospital CEOs?
  • A. Implementing strict financial penalties for non-compliance.
  • B. Changing the physical size of their workspace to reduce their sense of power.
  • C. Giving the individuals a chance to gain firsthand, direct experience with the issue.
  • D. Publicly shaming the individuals during team meetings.
Question 4 of 8
In software-development culture, what is the value of being the 'project chicken'?
  • A. It allows a team member to take on the easiest tasks while others handle complex coding.
  • B. It encourages individuals to openly admit problems, which helps the group know what needs to be done.
  • C. It creates a competitive environment where developers work faster to avoid being labeled.
  • D. It delegates the responsibility of setting deadlines to a single project manager.
Question 5 of 8
According to the overjustification hypothesis, what is a potential danger of using rewards to change behavior?
  • A. People might interpret the rewards as a reason to perpetuate their negative behavior.
  • B. People may become overly competitive and sabotage their peers to earn the reward.
  • C. The financial cost of providing rewards will inevitably bankrupt the initiative.
  • D. Rewards completely eliminate a person's intrinsic motivation to succeed in unrelated areas.
Question 6 of 8
If a leader wants to develop a close rapport with their employees, how should they utilize physical space?
  • A. By creating long hallways to build anticipation before meetings.
  • B. By working in large, expansive rooms to project an atmosphere of authority.
  • C. By opting for smaller spaces that reduce distance and foster connection.
  • D. By frequently moving their office location to keep employees alert.
Question 7 of 8
How does John Stacey Adams' equity theory explain the effectiveness of giving away 'freebies'?
  • A. People place a higher financial value on items they receive for free.
  • B. People have a natural propensity to try to pay back offers to re-establish social equality.
  • C. Free items distract people from the actual cost of a service or product.
  • D. Receiving free items triggers an adrenaline response that increases impulsive buying.
Question 8 of 8
What does the example of the 'fill to here' line in international shipping containers demonstrate?
  • A. That making invisible quantities visible ensures goods are used more efficiently.
  • B. That eliminating undesired behavior entirely is more effective than suggesting it.
  • C. That chaotic environments lead to a decrease in shipping accuracy.
  • D. That workers require constant verbal persuasion to complete their tasks properly.

Influencer — Full Chapter Overview

Influencer Summary & Overview

Influencer (2007) distills the essence of how influence works. In addition to providing examples of real people who are highly adept at affecting change, the authors present information rooted in psychology research and give you the tools you need to increase your influence over others.

Who Should Listen to Influencer?

  • People working in customer service
  • Anyone working in public or social policy
  • Psychology and sociology students

About the Author: Joseph Grenny, Kerry Patterson, David Maxfield, Ron McMillan and Al Switzler

The authors are a group of leadership and business experts. They also authored the New York Times best seller Crucial Conversations.

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