Theory of influence asks why and how
Anyone who attempts to influence someone to act differently has a theory of influence, whether it is realized or not.
…. everyone has a theory of influence. Even if you don’t think you do, you do! This theory shows up every time you answer two questions:
1. Why are they doing that?
2. How can I help them do this instead?[1]
See also:
- Changing things requires directing the Rider and motivating the Elephant
- Changing things happens in the opposite direction
- Change efforts are undermined by three measurement mistakes
Crucial Influence – Grenny, et al. (2023), ch. 2, § “How the World Works, and How to Change It.” ↩︎