organizational influence-hacks-45min

Influence Hacks

@RoyOsherove5whys.com

5whys.com

Agenda

• The six influence forces• Playing Sherlock Holmes

“For every behavior you see

The world around that person is perfectly designed for that behavior

to happen”

• “My Peer does not practice TDD – even though I have explained the benefits many

times and sent him to a TDD course”

Six Factors

• Personal Motivation• Personal Ability

• Social Motivation• Social Ability

• Structural Motivation• Structural Ability

Motivation Ability

Personal Does the person believe in the good behavior?

Is the person physically able to behave well, or physically avoid the bad behavior?

Group(Social)

Do people react directly to the person about the bad behavior?

Does the person follow others who spread bad behavior?

Company(Environment)

Does the company reward the bad behavior in some way?

Are the physical resources and objects around the person pushing for the bad behavior?

Personal Motivation: Make the undesirable desirable

• A Game• A Challenge• Moral Values

Personal Ability: Surpass your limits

• Growing people• Training

Social Motivation:Harness Peer Pressure

• See others do the same thing

• See someone you respect do the same thing

Social Ability:Find Strength in Numbers

• Support Groups• User Groups• Learning Groups• Special Interest Groups• Are others part of the

problem?• Group Training• Give them responsibility

to change others

Structural Motivation:Design Rewards and Demand Accountability

• Take care of Personal and Social FIRST

• Use simple incentives, privately

• Reward vital behavior

Structural Ability:Change the environment

• Better desks, chairs, smaller\bigger room

• Budget• Deploy Rollback

Mechanism

Fix it all at the same time

FIX IT ALL AT THE SAME TIME! Motivation Ability

Personal

X ---

Group(Social) X ---

Company(Environment)

--- X

Information Hoarder

Information Hoarder Motivation Ability

Personal

Group(Social)

Company(Environment)

Information Hoarder Motivation Ability

Personal

? ---

Group(Social) --- ---

Company(Environment) X

Regarded as Hero

XSits in lone

office

Information Hoarder Motivation Ability

Personal?

TALK! ---

Group(Social) --- ---

Company(Environment) X

Make in charge of teaching knowledge

XMove into

shared room

Rushes without TDD Motivation Ability

Personal Says sometimes no time for TDD to fix mistakes

------

Group(Social) --- ---

Company(Environment)

---X

Deploying system with bugs cannot

be rolled back

Pair Programming

Motivation Ability

PersonalYES

Group(Social) YES YES

Company(Environment)

Continuous Integration

Motivation Ability

Personal

Group(Social) YES

Company(Environment)

YES

Simple Wall Board

Motivation Ability

PersonalYES YES

Group(Social) YES YES

Company(Environment)

YES

Motivation Ability

Personal

Group(Social)

Company(Environment)

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