3
HELP THEM LOVE WHAT THEY HATE
Source 1: Personal Motivation
It’s possible to change how people feel about almost any behavior. Good leaders help people love what they might otherwise hate, using four powerful reframing tactics.
We’ll start our exploration of the Six Sources of Influence by examining tactics that address source 1, personal motivation. This important source of influence answers the question: Is the vital behavior intrinsically pleasurable or meaningful? Or is it painful?
The first problem leaders face is that good behaviors often feel bad while bad behaviors feel good. For example, to eradicate the dreaded Guinea worm disease we mentioned earlier, leaders have to get 3 million people who are suffering the terrible agony associated ...
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