The Influencer discusses important aspects of influencing
others to achieve goals. Influencing is seen as a social process that strikes
at the heart of behavioral change. Those leaders who can change behavior can
create sustainable patterns of group behavior that improve situations for
long-term growth and development. It is not enough to simply change the rules
without changing the behavior as adjustments will be short-term and often
counterproductive.
The authors believe there are three things that influencers
do better than others. 1.) They understand the results they want to achieve and
are clear about how they will measure them. 2.) They focus on a small about of behaviors
to change. 3.) They use six sources of influence that motivate and enable the
desired behaviors.
Within this model it is possible to see the personal,
social, and structural aspects of influencing group behavior. Personal
behaviors relate to ensuring that the changes are meaningful to the individuals
that exist within the group. Social behaviors include creating social pressure
to enforce and change behaviors. Structural factors include the concepts
associated with clarity of goals, paths, rewards and expectations.
It is believed that there is motivation and ability that
allows for the changing of group behavior. Motivation is the desire to change
and include a whole host of reasons ranging from economic to personal desires.
The ability to change means changing the ability to change specific behavior
behavioral patterns. A person must desire to change and then have the
ability/skill to make that change.
Across the three factors of personal, social and structural
change the motivation and abilities of participants are vital. The individual
must change, the group must change, and new paths should be developed. All of
this relates to a more comprehensive strategy about change. It is not enough to
simply outline what an organization or group desires to do without figuring out
how to have individual “buy-in”.
Leaders who desire to change group behavior and influence
their environments should read this book. It offers an opportunity to formulate
an approach that moves from the strategic concepts to the actual implementation.
We know that human behavior is complex but the book explains such concepts in
relatively simple terms that allow people to formulate approaches. It is the
use of these approaches that help transform poor work patterns and behaviors to
higher levels of individual, group, and organizational development.
Grenny, et. al. (2013). Influencer.
McGraw Hill; NY, USA. ISBN 978-0-07-180886-6
Pages: 310
