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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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Part2Engage Six Sources

Who shall set a limit to the influence of a human being?

Ralph Waldo Emerson

Let’s say that you’ve identified some important result you want to achieve. You’ve developed an appropriate way to measure progress. And you’ve even found vital behaviors that will produce tremendous progress—if you can get people to do them. And that’s the third key to influence: figuring out how to get everyone to actually do the vital behaviors.

As we saw in Chapter 1, the difference between influencers and the rest of us is that whereas most of us run helterskelter from one influence tactic to another, influencers take a more thorough and thoughtful approach. They overdetermine change. They systematically identify how six unique sources ...

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