the power to change anything - university of california,...
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Influencer The Power to Change Anything
University of California, Davis ADMAN Mid-Management Conference
Developing Yourself as a Leader Michelle Arnold Dominguez
March 12, 2014
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“I haven’t got the slightest idea how to change people, but I keep a long list of prospective candidates just in case I should ever figure it out.” -David Sedaris
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One of the most important capacities we possess is our ability to influence
behavior.
Yet most of us don’t have a careful way of thinking about our influence
challenges.
Problem
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Understand and apply the most scholarly, proven, and powerful approach to exerting influence-
the ability to change our own behavior and the behavior of
others.
Solution
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Overview •Clarify Measurable Results
•Identify Vital Behaviors
•Diagnose Why Change Seems Impossible
•Examine Each Source of Influence
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Influence versus
Persuasion
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Persuasion
∗ Short term ∗ Involves a “yes” or “no” answer ∗Relies on verbal agreement or support
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Influence
∗ Long term ∗Getting support is just the beginning ∗ Involves many people and many
interlocked behaviors ∗Requires changing hearts, minds and
actions
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Clarify Measurable Results
Effective results are: ∗ Specific and measurable ∗What you really want ∗ Time bound
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Some is not a number. Soon is not a time.
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Find Vital Behaviors
∗High-leverage actions that, if routinely enacted, will lead to the results you want
∗ Just a few vital behaviors can lead to enormous change, even with complex and longstanding problems
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Find Vital Behaviors
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Find Vital Behaviors
Example: When others appear nervous or reluctant to speak, ask them if they disagree with what you just said.
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Find Vital Behaviors
Example: ∗ Vital Behavior- Do 30 minutes of cardio
exercise daily ∗Result- Lose 10 pounds by July
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Identify Crucial Moments
∗ The point in time where the right
behavior, if enacted, leads to the results you want
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Identify Crucial Moments
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Study Positive Deviance
∗ Positive deviants- those who succeed
where most others fail
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Why Change Seems Impossible
“The only one who truly likes change is a wet baby.”
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Why Change Seems Impossible
Your world is perfectly organized to create the behavior you’re currently experiencing.
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Why Change Seems Impossible
We act as if profound, persistent and resistant problems have only one cause. With one cause in mind, we look for one simple solution.
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Why Change Seems Impossible
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Why Change Seems Impossible
People do things for two reasons: ∗Motivation- because they want to ∗Ability- because they can
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Why Change Seems Impossible
Example: Infections spread in hospitals by not washing hands
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Six Sources of Influence
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Source 1- Personal Motivation ∗Make the Undesirable Desirable
Do I enjoy it?
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Source 2- Personal Ability ∗ Surpass Your Limits
Am I personally able?
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Source 3- Social Motivation ∗Harness Peer Pressure
Do others motivate?
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Source 4- Social Ability ∗ Find strength in numbers
Do others enable?
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Source 5- Structural Motivation ∗Design Rewards and Demand
Accountability
Do “things” motivate?
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Source 6- Structural Ability ∗ Change the Environment
Do “things” enable?
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Key to Success
∗Over-determine your success by using four or more sources of influence at once
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Resources ∗Book ∗ Training ∗Websites ∗www.thinklikeaninfluencer.com ∗www.changeanything.com
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Additional Reading ∗ Outliers
∗ Malcolm Gladwell
∗ The Leadership Challenge ∗ Kouzes and Posner
∗ Mindless Eating ∗ Brian Wansink
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Questions