Join this 36-minute webinar replay as Robin Byrne of Measurable Management walks you through what might be the most effective method of how you engage and get results from a multi-generational staff. This method has been taught to everyone from the US Air Force to American Airlines. https://course.measurablemanagement.com/courses/influencing-behavior

1. Influencing Behavior
1
Millennials want everything on a plate.
Baby boomers are too set in their ways to change.
They resist anything that’s new.
If you want it done right do it yourself.
They just want to clock in and clock out.

2. Thinking, Feeling, Willing
2

3. Perceptions, Attitudes & Behavior Model
Your Perceptions
Attitude
Behavior
Their Perceptions
Attitudes
Behavior
Is seen and
interpreted into
(Accurate/Inaccurate)
Shape
Internal
(Positive/Negative)
Influencing
Visible
Which produce and
shape
Internal
Which then influence
Visible
(Appropriate/Inappropriate)
Invisible Invisible
3

4. Pull Style Leadership
Your Behavior
Listening to people, showing them
that you are interested in their views
and opinions.
On the thinking level this creates
positive perceptions in their minds
about you. You are democratic and
concerned about their ideas and
opinions.
As a result they feel better towards
you. They like you because you
show interest in them. They become
involved and committed.
On the willing level, things are
achieved jointly, our way, win/win
with a low risk of conflict and a high
level of motivation. 4
Your Perceptions
Attitude
Behavior
Their Perceptions
Attitudes
Behavior
Is seen and
interpreted into
Invisible Invisible
(Accurate/Inaccurate)
Shape
Internal
(Positive/Negative)
Influencing
Visible
(Appropriate/Inappropriate)
Which produce and shape
Internal
Which then influence
Visible

5. Push Style Leadership
Your Behavior
Talking, giving orders and opinions.
High proposing. High interrupting.
On the thinking level you are seen as
aggressive, authoritarian, more
interested in yourself and the result
rather than in the opinions of others.
People feel uncomfortable and resist
ideas, not always to your face, but
perhaps behind your back.
On the willing level, motivation is
usually very low and people resent
the changes. When things are done
they are done your way, but with a
high risk of conflict and potential for
win/lose or even lose/lose.
5
Your Perceptions
Attitude
Behavior
Their Perceptions
Attitudes
Behavior
Is seen and
interpreted into
Invisible Invisible
(Accurate/Inaccurate)
Shape
Internal
(Positive/Negative)
Influencing
Visible
(Appropriate/Inappropriate)
Which produce and shape
Internal
Which then influence
Visible

6. Perceptions, Attitudes & Behavior
6
Your Perceptions
Attitude
Behavior
Their Perceptions
Attitudes
Behavior
Is seen and
interpreted into
Invisible Invisible
(Accurate/Inaccurate)
Shape
Internal
(Positive/Negative)
Influencing
Visible
(Appropriate/Inappropriate)
Which produce and shape
Internal
Which then influence
Visible
Listen!