pcmlsb- influencing to change behaviours
TRANSCRIPT
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
1/36
INTERVENTION DEVELOPMENT
-some questions to ponder on
Why design interventions?
To changethe way they think and act (mindset & behaviour).
What must we pay attention to when we design interventions?
-You cant influence persistent and resistant behaviour until youknow the forces driving it, i.e the root causes.
-You must diagnosebefore you can prescribe.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
2/36
INFLUENCING TO CHANGE
BEHAVIOURS
Key influencing principles and strategies for changingthe way people think and behave
Copyright 2008 by VitalSmarts, LLC
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
3/36
Can we influence behaviour change?
70% of change efforts in organizations fail.
Findings in the fields of psychology and sociology
suggested otherwise.- The Influencer methodology references over 5 decades of research onbehaviour change, from social scientists and skilled practitioners whose
influence efforts routinely led to sustainable improvements.
- The same theories and principles have been applied successfully to over 2
dozen organizational projects.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
4/36
These people have been able to effect change
solely through their ability to influence human
thought and action
Dr. Mimi Silbert,founder/CEODelancey St.Foundation.
91% of felons/inmates
changed for good after 2years
Dr. MuhammadYunus, Nobel Peace
prize winner &founder of Grameen
Bank.
Helped 7 million people toovercome poverty.
Dr. Wiwat, Ministry ofPublic Health,
Thailand.
Reduced the spread of HIV in
early 90s by over 80% in late90s
Dr. Donald Hopkins,Vice President,
Carter Foundation,Georgia.
Reduced 3.5 million cases ofguinea worm disease in early
90s to only 10,000 by end of2005
Mike Miller, VicePresident of Billing
Systems,
Telecommunicationsindustry
Reduced billing costs by 30%,improved quality by 25% and
increased employeesatisfaction by 20%, all in 9
months.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
5/36
Exercise 1.0
Identify a behaviour that you want to change:
a) In yourself, and
b) In others/ someone else
Write this on one post-it note for each behaviour
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
6/36
Exercise 2.0
One of your employees repeatedly and against
company policy returns from lunch late. This has
been going on for a long time and youve already
talked to him/her about it several times.
Diagnose all the reasons this might be happening .
Write each possible reason you come up with on a
post-it note.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
7/36
Pre-conditions to influencing change
In order to improve our existing situation, whatmust people actually do?
What are the specific behaviors you want tochange?
b. Search for VitalBehaviours
Is it worth it?
Can they do it?
c. Change the way peoplethink
(Convince others tochange their minds)
Influence geniuses do not develop an influence strategy until theyve carefullyidentified the specific behaviours they want to change
a. Clear and Compellingchange, with measurableresults
Clarify what you want, why you want it andwhen you want it.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
8/36
Remember: Behaviours are actions, not results or qualities
1. Specify the behaviours
-What are the acts, actions or activities you want them to do?
-What acts, actions or activities do want them to stop?
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
9/36
2. How can I change the way people think?
To influence behaviour change, we need to help others answer only 2 questions
Whats in it for me? How can I benefit?
Will I be able to be cured?
Will it bring me happiness?
WILL IT BE WORTH IT?
(motivation)
Am I able to do it?
Will I be able to cope?
What will happen if I do it?
CAN I DO IT?
(ability)
When we find a way to change how individuals think, theyre well on the way to
changing their behaviour : Influencer, by Patterson, Grenny, Maxfield, McMillan and
Switzler (McGraw Hill 2008)
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
10/36
Tips on how to convince others to change their
mindsWhen it comes to persistent and/or resistant problems, verbal persuasion rarely works. It
often comes across as nagging or manipulation
Tip #1Nothing changes minds faster like actual real lifeexperience or data
Come up with innovative ways to create the personal experience;otherwise create vicar ious exper iences.
Create the vicarious experience: watching others in action is the nextbest thing to experience some thing on your own.
Tip #2Use stories to help change mindsstories help individuals transport themselves away from the role of a
listener and into the story itself (from critic into the role of participant).
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
11/36
MAKING CHANGE HAPPEN
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
12/36
3. Making change
happen.
2. Change theway people think.
1. Search for vitalbehaviours.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
13/36
THE FRAMEWORK FOR CHANGE
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
14/36
How do you go about making change happen ?- Three types of forces influence motivation and ability
MOTIVATION ABILITY
PERSONAL Make theundesirable
desirable
Surpass your limits
SOCIAL Harness peer
pressure
Find strength in
numbers
STRUCTURAL Design rewards
and demand
accountability
Change the
environment
THE SIX SOURCES OF INFLUENCE
FRAMEWORK
Influencer/The Power to Change Anything: Kerry Patterson,
Joseph Grenny, David Maxfield, Ron McMillan and Al Switzler
(McGraw Hill 2008)
1
3
5
2
4
6
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
15/36
Key questions
MOTIVATION ABILITY
PERSONAL
Make the undesirable desirable Do they hate it?
Do they find meaning in it?
Does it fit into their sense of who they
are and who they want to be?
Surpass your limits I cant
I dontknow how
I never learned that
Nobody ever thought me
I keep trying, but I cant figure it out
SOCIAL
Harness peer pressureAre often people (including me):
Encouraging the right behaviour
Discouraging the wrong behaviour
Find strength in numbersDo others ( including me) provide
(or withold):
Help
Information
Resources
Required, particularly at critical times?
STRUCTURAL
Design rewards and demandaccountabilityNon-human motivators:
Are rewards- pay, promotions,
performance reviews, perks or costs,
encouraging the right behaviours or
discouraging the wrong behaviours?
Change the environmentNon-human enablers:
Does the environment (tools,
facilities, information, reports,
proximity to others, policies, etc)
enable good behaviour or bad?
Are there enough cues and
reminders to help people stay thecourse?
THE SIX SOURCES OF INFLUENCE FRAMEWORK
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
16/36
THE END
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
17/36
BACK-UP MATERIAL
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
18/36
INFLUENCERThe power to change anything
Prologue
How influence affects change and what are its
pre-conditions.
Search for vital behaviours.
Change the way people think.
Making Change Happen
The framework for change
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
19/36
Can we influence behaviour change?
Organizations have very little to show for lastingchange.- 70% of change efforts fail.
- Based on research, the authors contend that there were embarrassingly few
examples of (organization) leaders who had been successful at influencing
employees to act in new ways.
Findings in the fields of psychology and sociology
suggested otherwise.
-As such the authors referred to over 5 decades of research on behaviourchange, from social scientists and skilled practitioners whose influence efforts
routinely led to sustainable improvements.
- These findings also mirrored the same theories and principles that the authors
had applied when successfully executing influence strategies to over 2 dozen
organizational projects.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
20/36
What is an Influencer?
The essence of leadership
An INFLUENCER motivates others to change
An INFLUENCER replaces bad behaviourswith effective new skills
An INFLUENCER makes things happen
Influencer/The Power to Change Anything: Kerry Patterson,
Joseph Grenny, David Maxfield, Ron McMillan and Al Switzler
(McGraw Hill 2008)
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
21/36
PROLOGUE
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
22/36
HOW INFLUENCE AFFECTS CHANGE AND
WHAT ARE ITS PRE-CONDITIONS
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
23/36
SEARCH FOR VITAL BEHAVIOURS
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
24/36
1. Search for Vital Behaviours
Focus on behaviours, notoutcomes -
Advise people what they areactually supposed to do, and
not just what to achieve.
Identify specific behaviour(s)
for people to enact.
Give special attention to keyhigh leverage behaviours. -
Dont dilute your efforts bygiving equal concentration on
everything.
Study best practices
Learn from influence masterswho have done it successfully
Study positive deviance
Look for people, time or placeswhere you or others dont
experience the sameproblems, and try to determine
the unique behaviours thatmake the difference.
Search for recoverybehaviours
Develop a recovery plan aspeople are going to make
mistakes
Identify crucial moments first if vital behaviours are hard to identify.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
25/36
CHANGE THE WAY PEOPLE THINK
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
26/36
Influence can effect change
INFLUENCE
The ability to change the way people think and behave
Everybody is an influencer -
Its the one job that cuts acrossevery stage of our life.
Its our duty to become good atexerting influence.
Influencing can be learned
Our lack of influence stems fromlack of skill rather than character
flaw/lack of motivation
So what do have to do if we want to influence and change the way people think and
behave?
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
27/36
People give more credence to a story than
cold hard facts
How stories can captivate a listener
Step 1
Make your listener/readeridentify your character as
someone he knows
Step 2
Arouse the emotions of thelistener/readermake him feel
as if he is a participant of an
exciting drama, rather than as aspectator
LaLajos Egri, creative writing expert
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
28/36
Why change seems impossible
There is rarely one cause There is a combination of causes
You cant influence persistent and resistant
behaviour until you know the forces driving it
You must diagnose before you can prescribe
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
29/36
Formulating simple solutions to complex and
persistent problems almost never works
SIMPLISTICINFLUENCEMETHODS
Pass a
law/set uppolicies,
regulations& directives
Threatena
consequence
Restructure/re-
engineer
Conducttraining
programme
All influence/change masters agree that it takes a combination of
strategies aimed at a handful of vital behaviours to solve persistent and
pervasive problems
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
30/36
Personal motivation -
Make the undesirable desirable
DESIRABL
E- Intrinsic
satisfaction
- They care aboutit
TRY IT,YOULL LIKE
IT
VICARIOUSEXPERIENCE
MAKE IT A GAME
- Turn a chore intoplay
- Keep a score tochart accomplishment
and generatesatisfaction
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
31/36
What if vital behaviours are still not desirable?
Make it an issue of personal significance
- it defines who they are
- personally defining moment
Engage in moral thinkingmoral quest (Guidant,
medical devices company).
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
32/36
Engage in moral thinking: Win hearts by
honouring choice.
A change of heart cannot be imposed, it can only be chosen
William Miller
Motivational interviewingreplace judgment with empathy,
and lectures with questions (dont lecture, listen) to gain
commitment. Lessons from Miller/Heath/Graham: when you surrender
control, you win the possibility of influencing even addictive
and highly entrenched behaviours.
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
33/36
2. Personal ability- Surpass your limits
Demand deliberate practice:
Practice
Break the skill into small parts
Get feedback from a coach Prepare for setbacks
Note: Will power is an ability that can be learned
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
34/36
3 & 4. Social motivation and ability
3. Harness the power of social pressure by findingstrength in numbers
a) Pave the way / make a difference
b) Enlist the power of those who motivate
Opinion leaders (not innovators)
Formal leaders and neighbours/ colleagues
4. Seek and support of those who enable:
a) 1. The wisdom of crowds
b) 2. Focus group discussions
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
35/36
5. Structural motivation
5. Ensure that costs and incentives support thedesired behaviours:
a) Use rewards third and in moderation
b) Link rewards to vital behaviours
c) Use rewards that reward
-
8/10/2019 PCMLSB- Influencing to Change Behaviours
36/36
6. Structural ability
6. Change the environment to make bad behavioursharder and good behaviours easy:
a) Use the power of space
b) Use the power of data and cues
Change the report you routinely view to parallel your goals andvalues
Post visual directions
Place reminders in key spots
c) Use the power of tools
Mechanise difficult work
Reorganise workflow
Update manuals, policies and procedures