Marty Traynor is vice president ofvoluntary benefits at Mutual of Omaha.

Last month, we considered some principles of behavioraleconomics as they apply to enrollment. This month,let's consider techniques to help influence employee behavior.

The book “Influencer,” by Joseph Grenny, Kerry Patterson, DavidMaxfield, Ron McMillen and Al Switzer, provides a framework foraffecting change through multiple sources of influence. The processbegins with key questions, then analyzing responses to thosequestions in a framework that helps focus decisions for theindividual being influenced.

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