Page 119 - The Power to Change Anything

108 INFLUENCER

SUMMARY: INTRINSIC SATISFACTION

Helping people extract intrinsic satisfaction from the right
behavior or feel displeasure with the wrong behavior often calls
for several influence strategies. With individuals who believe
that the required behaviors won’t be pleasurable, simply
immerse them in the activity. With our out-of-shape and over-
weight friend Henry, for example, he’ll learn to like certain
healthier foods and take pleasure in certain means of exercise
only when he gives them a fair chance.
As you experiment with new actions, focus on the sense of
accomplishment associated with the result. Revel in achieving
for the sake of achieving. Tap into people’s sense of pride and
competition. And when it comes to long-term achievement,
link into people’s view of who they want to be. For instance,
Henry sees himself as a healthy and fit person—despite his cur-
rent condition—and needs to stop and consider the pleasure
associated with his new healthy behaviors as well as celebrate
new levels of accomplishment.
When dealing with activities that are rarely satisfying or
unhealthy activities that are very satisfying, take the focus off
the activity itself and reconnect the vital behavior to the per-
son’s sense of values. Don’t be afraid to talk openly about the
long-term values individuals are currently either supporting or
violating.
For instance, during the first few weeks of his exercise reg-
imen, Henry may need to focus on his value of living a fit life,
not on the discomfort he’s experiencing. Later, as exercising
becomes less painful, even enjoyable, he’ll be able to take sat-
isfaction from enacting the vital behaviors themselves.
As people slip further into inappropriate behavior—even
causing severe damage to themselves or others—help them
reconnect their actions to their sense of morality by fighting
moral disengagement. Don’t let people minimize or justify
their behavior by transforming humans into statistics.