Page 88 - The Power to Change Anything

Make Change Inevitable 77

combine them into a powerful plan, and eventually make
change inevitable.

MASTER SIX SOURCES OF INFLUENCE

Here’s how the model works. As we’ve said before, virtually all
forces that have an impact on human behavior work on only
two mental maps—not two thousand, just two. At the end of
the day a person asks, “Can I do what’s required?” and, “Will
it be worth it?” The first question simply asks, “Am I able?” The
second, “Am I motivated?” Consequently, no matter the num-
ber of forces that affect human action—from peer pressure in
a junior high school to making citizens aware of the cost of illit-
eracy in a barrio to offering a class on anger management in
Beverly Hills—all these strategies work in one of two ways.
They either motivate or enable a vital behavior. Some do
both.
Motivation and ability comprise the first two domains of
our model.
We further subdivide these two domains into personal,
social, and structural sources. These three sources of influence
reflect separate and highly developed literatures—psychology,
social psychology, and organization theory. By exploring all
three, we ensure that we draw our strategies from the known
repertoire of influence techniques.
Let’s quickly look at the range of influence sources effective
influencers draw upon. Don’t worry if they aren’t crystal clear
at this point. Over the next six chapters, we explain the various
influence methods in detail. In fact, you’re likely to see how
many of them account for improvements you’ve made in your
own life. But for now, you’ll know how to consciously draw upon
this robust set of sources any time you need.
At the personal level, influence masters work on connect-
ing vital behaviors to intrinsic motives as well as coaching the
specifics of each behavior through deliberate practice. At the