Leadership

Influencer: 8 key ideas

by Joseph Grenny et al.

The core ideas of Influencer, each in under a minute, written in our own words. Want the full depth? Get the book.

1. IDEA 1 OF 8

   Influence can be learned

   Grenny and his co-authors argue that changing behaviour, in organisations, communities or families, is a skill anyone can learn.

   They study successful influencers who solved stubborn problems, from crime to disease.

2. IDEA 2 OF 8

   Focus on vital behaviours

   The authors suggest identifying a few vital behaviours that, if changed, would lead to big results.

   Not all behaviours matter equally. Focusing on a few key actions is easier than trying to change everything at once.

3. IDEA 3 OF 8

   Learn from positive deviants

   The authors describe positive deviance, finding people who succeed despite the same challenges and learning from them.

   Their behaviours reveal solutions. Such people prove that a better way is possible in the same difficult conditions, so others can copy it.

4. IDEA 4 OF 8

   Use six sources of influence

   The authors describe six sources of influence: personal motivation and ability, social motivation and ability, and structural motivation and ability.

   Using several together works best. Relying on only one source usually leaves out something important.

5. IDEA 5 OF 8

   Make behaviours meaningful

   Personal motivation means helping people find meaning or enjoyment in new behaviours.

   Connecting to values helps. People stick with a new habit when they find it worthwhile or pleasant, not just because they were told to.

6. IDEA 6 OF 8

   Build skills

   Personal ability means teaching people the skills they need.

   People often lack ability, not willingness. Telling someone to do better does not help if they do not know how. Practising the skill step by step turns good intentions into real results.

7. IDEA 7 OF 8

   Use social pressure and support

   Social motivation and ability involve peers encouraging and helping each other.

   People influence each other strongly. When friends and colleagues show support for a new behaviour, it feels safe and normal to try. When they disapprove, even strong personal reasons often fade.

8. IDEA 8 OF 8

   Change the environment

   Structural sources involve rewards, systems and surroundings.

   Changing the environment makes good behaviours easier. A simple change, such as a reminder, a better layout or a reward, can nudge people without needing extra willpower. The surroundings do some of the work for them.