﻿Let’s continue with our learning. Whenever we try to influence
something or someone, we usually develop some kind of strategy.
But achieving influence is not always possible.
So, how can we make our influence to change others?
Kerry Patterson developed a method known as the 6 sources of influence.
The model has a great basic assumption: That every person asks him or herself
two questions when facing change. First, we have to ask about motivation.
Does that person really want to make an effort to change?
Second, this question is related to the ability or the skills.
Does that person have the necessary skills to change?
These questions are on the top of the model.
Kerry, then divided the domains into three planes:
personal, social and structural sources.
These domains are located going down the side.
With this model, master influencers are ready to see
the six sources of influence needed to plan their chance to success.
The first source is: Make the undesirable desirable.
People must want to engage in the necessary behavior for change.
Influential leaders must link the crucial behaviors
to deeply felt internal motives. The second one is to exceed your limits.
People need confidence in their own skills and they must trust their knowledge
to achieve change. Influential leaders must show
the details of the behavior change in order to achieve it.
The next source is to tap into teammates pressure.
You need people who show the desired behaviors
and discourage the wrong ones. By giving visibility to this people,
you can motivate others to adopt the desired behavior.
Next thing is to find motivated cooperation.
People must work as a team. People have to share
both information and resources. The leader's role is
to encourage cooperation, to develop rewards
and to demand accountability. Leaders have to work
with the reward system of their company or organization,
looking for motivating rewards that help to get the desired behavior.
Last, but not least, to change the environment.
This source says that leaders must set the cues and signals needed to encourage
the crucial behaviors and discourage the wrong ones.
So, we can summarize the model by saying that if you want to be
a good influencer, you must: Detect behaviors and start with them.
Diagnose before prescribing. Explore the sources. If one source fails,
try the others. With this, we end this video.