Page 187 - The Power to Change Anything

176 INFLUENCER

vital behaviors are enacted by individuals and often done in pri-
vate, an enabling group of individuals can make an enormous
difference in influencing change.
For example, Dr. Wiwat succeeded at influencing vulner-
able sex workers who can feel quite intimidated when facing a
liquored-up client who demands sex with no condom. As we’ll
see shortly, although the sex worker is flying solo in these
moments, scores of other people will find a way to help her suc-
ceed. Clever influencers always consider ways to ensure that
individuals have sufficient social support to step up and succeed
in crucial moments.
So, when exactly should you build social capital to bring
about challenging changes?

When Others Are Part of the Problem

Consider the following common business problem. It high-
lights exactly when people need to rely on the help of others
in order to succeed at work.
Meet “Jess.” At this very moment he’s sweating like an
Olympic boxer. That’s because he’s about to tell a lie, and he’s
afraid he’ll get caught. Jess fears that he’ll get caught because,
unlike a good poker player who can bluff without giving off
a clue, Jess has “tells” that he’s powerless to mask. Right
now in addition to sweating profusely, his left eye is twitching
so violently that he’s sure it must be visible from across the
room. As Jess starts to speak, his throat constricts to the size of
a straw—still another tell. After faking a coughing seizure, Jess
eventually squeaks out the big, fat lie that’s sure to get him in
trouble.
“No problem,” Jess mutters. “We’re right on target.”
Jess isn’t the only fibber at the table. Everyone in this prod-
uct development meeting is stretching the truth. In fact, at the
1,500-person software development group where Jess works,
telling your coworkers and bosses that your work is on sched-