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Influencer: The New Science of Leading Change, Second Edition, 2nd Edition by Al Switzler, Ron McMillan, David Maxfield, Kerry Patterson, Joseph Grenny

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8Change Their Economy

STRUCTURAL MOTIVATION

I can take any amount of criticism, so long as it is unqualified praise.

Attributed to Noel Coward

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So far we’ve explored both personal and social influence. Now we step away from human factors and examine how to optimize the power of things such as rewards, perks, bonuses, salaries, and the occasional boot in the rear. Most leaders need no convincing to align rewards with vital behaviors. They fully believe that incentives change behavior. So our advice here may surprise you.

Your goal with structural motivation and using incentives should not be to overwhelm people to change. Rather, it should be primarily ...

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