Chapter 14. Human Influence
Charles E. Dwyer
Getting people to do what we want them to do is often considered the most important and challenging of management tasks. In this article I attempt to summarize what I believe to be the essential elements in any successful approach to human influence.
Values
I believe we each act as we do in an attempt to take care of what is important to each of us, to serve our values. While intrinsic values (those things that we value for their own sake) vary from culture to culture, a list of contemporary intrinsic values for Americans includes security (physical, material, and emotional), autonomy, acceptance and approval by a relevant reference group, recognition, praise, gratitude and thanks, success and achievement, ...
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