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Kerry Patterson
Celebrity Guru
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Kerry Patterson is the coauthor if three New York Times bestsellers, Influencer: The Power to Change Anything, Crucial Conversations: Tools for Talking When Stakes are High and Crucial Confrontations: Tools for Resolving Broken Promises, Violated Expectations, and Bad Behavior. He cofounded VitalSmarts, a global leader in organizational performance and leadership and currently serves as the chief development officer.
Kerry is a prolific writer who has coauthored numerous articles and training programs on interpersonal skills, culture change, teamwork, and dialogue. His award-winning, video-based training initiatives in problem solving, conflict resolution, teamwork, performance management, and ethics have been used successfully by hundreds of companies throughout the Fortune 500. Kerry began his research into the challenges of developing and maintaining healthy organizations during his doctoral work at Stanford University.
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Upcoming Events
Join Kerry online as he and his coauthors guide you through Crucial Conversations and Crucial Confrontations and help you become familiar with the concepts and skills that are creating breakthrough results for individuals, teams, and entire organizations. These free, one hour presentations combine a conference call with an online slide show that culminates in a ten-minute question-and-answer session. To enroll in the free Web seminar, visit www.vitalsmarts.com/webseminars.aspx.
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Philosophy
The Eight Strategies of Influence: How to Change Human Behavior
By Kerry Patterson, coauthor of Influencer: The Power to Change Anything
During the last forty years, world-class scholars and practitioners have learned a great deal about solving profound and persistent problems. Enormous challenges that have been unresolved for decades are now being wrestled to the ground. For instance, individuals are learning how to take charge of their addictions; executives are starting to create cultures with terrific safety, quality, and customer-satisfaction; social workers are making great headway in reducing criminal behavior; and whole countries are eradicating widely-shared, anti-social behavior right along with plagues and diseases.
It all comes down to human influence. In each case, chronic problems were resolved when individuals figured out how to change people’s behavior. Here are eight principles from our book, Influencer: The Power to Change Anything, that today’s savvy influencers use to change human behavior.
Principle # 1: Change the Way You Change Minds
Change starts with a change of mind. Before people will abandon long-standing behaviors and adopt new, healthier behaviors, they must believe two things. First, they must think, “I can do it!” and second, they must believe that, “If I do, it’ll be worth it.”
To help yourself or others believe they can change their behavior and that it will be worth it, create personal experiences. Instead, of trying to persuade or convince people to change, help them experience the new behavior and the resulting consequences for themselves.
To do this, take others on a field trip where they can watch the target behaviors in action. For instance, when a production plant full of automobile employees didn’t believe that their Japanese competitors actually produced more per employee; executives flew a team to Japan where they watched their competitors in action. Now they believed.
Principle #2: Find Vital Behaviors
How do you lose weight? You could follow a strict diet. Or perhaps you could take weight loss pills. It turns out neither approach is successful. However, if you study people who have successfully lost the weight and kept it off, you’ll discover a few vital behaviors that lead to the difference. These successful people ate breakfast every morning, exercised at home, and weighed themselves more than once a week.
Masters of influence understand that key results stem from changing a handful of vital behaviors. Instead of selecting the trendiest technique or solution, they go to great pains to locate the few behaviors that matter by studying those who have succeeded in the face of failure.
Principle #3: Make the Undesirable Desirable
Humans seek pleasure and avoid pain. So, when the requisite task is noxious, painful, boring, or simply less desirable than other tasks, find a way to make it more desirable. You can either change the task itself, or help people view it in a new way. Individuals who take pleasure in their work tie it to core values and human consequences. For example, help people see how a job, although not particularly interesting, is intimately tied to customer satisfaction.
Principle #4: Surpass Your Limits
When individuals fail at achieving their goals, we quickly assume it’s because they didn’t want to do the task. In truth, many problems stem from a lack of ability—they simply don’t know how to do what’s required.
Most forms of expertise or talents that we thought were genetically determined are actually a function of careful practice. Elite performers aren’t smarter or faster, they are however better trained. Before you leap on the motivation wagon, check for ability, and where required, help people surpass their limits by teaching them new skills through deliberate practice.
Principle #5: Harness Peer Pressure
Start every intervention by first identifying opinion leaders that you or others respect and listen to. Then involve these opinion leaders in the change process. Invite them to workout along side you or attend a skill-training session with you.
Principle #6: Find Strength in Numbers
Surround yourself with positive peer pressure. Find a support group of others who share your similar goals. If you are trying to lose weight, workout and diet with friends. If you are trying to quit smoking, find others who would like to do the same or who have already succeeded.
Principles #7: Design Rewards and Demand Accountability
Reward the new, healthier behaviors. After you learn the right skills, measure your progress and then reward success. Rewards can be anything that would motivate you to achieve your goal such as money, a new wardrobe, a vacation, etc...
Principle #8: Change the Environment
Finally, don’t forget the power of the environment. Proximity to cigarettes determines how many you will smoke. The size of your dinner plate determines how large your portions are. How close you sit to your teammates determines how much you collaborate and communicate. In short, before you work on changing people, first change the environment.
Summary
In the face of profound, persistent and resistant problems, Influencers use experience to change people’s minds about current bad behaviors; they identify a handful of vital behaviors that when changed, will solve the problem; and they use six sources of influence to profoundly influence people to enact the vital behaviors every time, all the time—making change virtually inevitable. With these eight strategies, the most persistent and pervasive problems give way to solutions and take people and performance to the next desired level.
For more information and resources visit www.influencerbook.com
Kerry Patterson is coauthor of the New York Times bestsellers, Influencer: The Power to Change Anything, (McGraw-Hill) and Crucial Conversations. He is also a sought-after speaker and consultant and cofounder of VitalSmarts, an innovator in corporate training and organizational performance.
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10 Tips from Kerry Patterson |
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The Eight Strategies of Influence: How to Change Human BehaviorBy Kerry Patterson, coauthor of Influencer: The Power to Change Anything During the last forty years, world-class scholars and practitioners have learned a great deal about solving profound and persistent problems. Enormous challenges that have been unresolved for decades are now being wrestled to the ground. For instance, individuals are learning how to take charge of their addictions; executives are starting to create cultures with terrific safety, quality, and customer-satisfaction; social workers are making great headway in reducing criminal behavior; and whole countries are eradicating widely-shared, anti-social behavior right along with plagues and diseases. It all comes down to human influence. In each case, chronic problems were resolved when individuals figured out how to change people’s behavior. Here are eight principles from our book, Influencer: The Power to Change Anything, that today’s savvy influencers use to change human behavior. Principle # 1: Change the Way You Change Minds Change starts with a change of mind. Before people will abandon long-standing behaviors and adopt new, healthier behaviors, they must believe two things. First, they must think, “I can do it!” and second, they must believe that, “If I do, it’ll be worth it.” To help yourself or others believe they can change their behavior and that it will be worth it, create personal experiences. Instead, of trying to persuade or convince people to change, help them experience the new behavior and the resulting consequences for themselves. To do this, take others on a field trip where they can watch the target behaviors in action. For instance, when a production plant full of automobile employees didn’t believe that their Japanese competitors actually produced more per employee; executives flew a team to Japan where they watched their competitors in action. Now they believed. Principle #2: Find Vital Behaviors How do you lose weight? You could follow a strict diet. Or perhaps you could take weight loss pills. It turns out neither approach is successful. However, if you study people who have successfully lost the weight and kept it off, you’ll discover a few vital behaviors that lead to the difference. These successful people ate breakfast every morning, exercised at home, and weighed themselves more than once a week. Masters of influence understand that key results stem from changing a handful of vital behaviors. Instead of selecting the trendiest technique or solution, they go to great pains to locate the few behaviors that matter by studying those who have succeeded in the face of failure. Principle #3: Make the Undesirable Desirable Humans seek pleasure and avoid pain. So, when the requisite task is noxious, painful, boring, or simply less desirable than other tasks, find a way to make it more desirable. You can either change the task itself, or help people view it in a new way. Individuals who take pleasure in their work tie it to core values and human consequences. For example, help people see how a job, although not particularly interesting, is intimately tied to customer satisfaction. Principle #4: Surpass Your Limits When individuals fail at achieving their goals, we quickly assume it’s because they didn’t want to do the task. In truth, many problems stem from a lack of ability—they simply don’t know how to do what’s required. Most forms of expertise or talents that we thought were genetically determined are actually a function of careful practice. Elite performers aren’t smarter or faster, they are however better trained. Before you leap on the motivation wagon, check for ability, and where required, help people surpass their limits by teaching them new skills through deliberate practice. Principle #5: Harness Peer Pressure Start every intervention by first identifying opinion leaders that you or others respect and listen to. Then involve these opinion leaders in the change process. Invite them to workout along side you or attend a skill-training session with you. Principle #6: Find Strength in Numbers Surround yourself with positive peer pressure. Find a support group of others who share your similar goals. If you are trying to lose weight, workout and diet with friends. If you are trying to quit smoking, find others who would like to do the same or who have already succeeded. Principles #7: Design Rewards and Demand Accountability Reward the new, healthier behaviors. After you learn the right skills, measure your progress and then reward success. Rewards can be anything that would motivate you to achieve your goal such as money, a new wardrobe, a vacation, etc... Principle #8: Change the Environment Finally, don’t forget the power of the environment. Proximity to cigarettes determines how many you will smoke. The size of your dinner plate determines how large your portions are. How close you sit to your teammates determines how much you collaborate and communicate. In short, before you work on changing people, first change the environment. Summary In the face of profound, persistent and resistant problems, Influencers use experience to change people’s minds about current bad behaviors; they identify a handful of vital behaviors that when changed, will solve the problem; and they use six sources of influence to profoundly influence people to enact the vital behaviors every time, all the time—making change virtually inevitable. With these eight strategies, the most persistent and pervasive problems give way to solutions and take people and performance to the next desired level. For more information and resources visit www.influencerbook.com Kerry Patterson is coauthor of the New York Times bestsellers, Influencer: The Power to Change Anything, (McGraw-Hill) and Crucial Conversations. He is also a sought-after speaker and consultant and cofounder of VitalSmarts, an innovator in corporate training and organizational performance. |
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