Part 1. T he New Science of Leading Change
1. Leadership Is Influence
Leadership calls for changing people’s behavior. Influencers are those leaders who understand how to create rapid, profound, and sustainable behavior change.
2. The Three Keys to Influence
Influencers do three things better than others. They are
clearer about the results they want to achieve and how they
will measure them. They focus on a small number of vital
behaviors that will help them achieve those results. They
overdetermine change by amassing six sources of influence
that both motivate and enable the vital behaviors.
3. Find Vital Behaviors
Not all moments are created equal. Influencers focus on
helping people change a small number of high-leverage
behaviors during crucial moments.
Part 2. Engage Six Sources
4. Help Them Love What They Hate
Influencers help people change how they feel about vital
behaviors by connecting them with human consequences
both through direct experience and through potent stories.
5. Help Them Do What They Can’t
New behavior requires new skills. Overinvest in helping
people learn how to master skills and emotions.
6. Provide Encouragement
Harness the power of social influence by engaging leaders
and opinion leaders in encouraging vital behaviors.
7. Provide Assistance
People need more than just encouragement; they often
need help in order to change how they act during crucial
8. Change Their Economy
Modestly and intelligently reward early successes.
Punish only when necessary. Be sure to use incentives
third, not first.
9. Change Their Space
Change people’s physical surroundings to make good
behavior easier and bad behavior harder.
10 Become an Influencer
Influence doesn’t come by accident. It comes through
careful diagnosis, patient testing, and eventual success
with all three keys to influence.