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Mastering Inuence

Youre the manager of a fast-food


restaurant and the tables arent being
cleaned.
You look for Sam, your table cleaning
guy, and see him sitting at a booth,
playing on his phone. Meanwhile
there are dirty tables needing to
be cleaned throughout the restaurant.
You need to get Sam to clean those tables

What do you do?
Mastering Inuence
Make a list of the inuence challenges in your life
Inuence Challenges
Inuence Challenge
Mastering Inuence
Behaviors Reasons Outcomes
Can I do it?
Is it worth it?
Personal/Social/Physical Factors
Compelling Data
!Human beings spend 3 billion hours playing online
games every week.
!Worldwide obesity has doubled since 1980.
!7 million people #1 in 34$ in the US are under the
supervision of the correctional system.
!Smoking rates in the US have dropped from 44% in
the 1950s to 21% in 2008.
WHY??
Outcomes
The learner will demonstrate a working
understanding of the inuence model by co!
creating a strategy to address inuence challenges
on his/her campus.

The learner will use the inuence model to create
an individual strategy targeted at improving a key
outcome on his/her campus.
Inuence Model
SMART
GOAL
Specic
Measurable
Attainable
Relevant
Timely
Measurement Drives
Behavior
Inuence Model
SMART
GOAL
Vital Behavior Vital Behavior
Vital Behavior #if needed$
Vital Behaviors
2$ Examine your failures
3$ Learn from the success of others
4$ Ask the experts
1$ Look for the obvious
Increasing Course
Completion
Inuence Model
SMART
GOAL
Vital Behavior
Help Them Love
What They Hate
Provide
Encouragement
Change Their
Economy
Help Them Do
What They Cant
Provide
Assistance
Change Their
Space
Motivation Ability
Personal
Social
Structural
People
Things
How do you motivate people to do
something that is simply no fun?
Personal Motivation
1$ Allow for choice
2$ Make it real for them
3$ Tell meaningful stories
4$ Make it a game
1$ Deliberate Practice
Personal Motivation
Help Them Love What They Hate
How do you help people do what they cant?
Personal Ability
2$ Success Breeds Success!
!Focus
!Clear and frequent feedback
!Break mastery into mini goals
!Provide rapid positive feedback to build condence
How can you leverage social networks
to provide encouragement?
Social Motivation
1$ The Power of One Person
2$ Engage Formal Leaders
3$ Engage Inuence Leaders
The speed of change depends on how fast you
can get everyone to hold everyone accountable!
How can we turn ME problems into WE problems?
Social Ability
How can we use things to change behavior?
Structural Motivation
R
e
w
a
r
d
s
P
e
r
k
s
I
n
c
e
n
t
i
v
e
s
N
e
g
a
t
i
v
e

C
o
n
s
e
q
u
e
n
c
e
s
1$ Use rewards third
2$ Ensure rewards are tied to vital behavior
3$ Less is more
4$ Punishment sends a message ! so does its absence
How can we change the
environment to create change?
Structural Ability
1$ Make the good behavior easier
2$ Leverage actionable information
!Manage data religiously
!Control what data you send
Inuence Model
SMART
GOAL
Vital Behavior
Help Them Love
What They Hate
Provide
Encouragement
Change Their
Economy
Help Them Do
What They Cant
Provide
Assistance
Change Their
Space
Motivation Ability
Personal
Social
Structural

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