How to Recognize Motivation: Part 1
Helping people to better use their influence to make positive changes in their lives, relationships and their work is a common theme in my work and writing. Actually, “Use Your Influence to Change Your World” is the subtitle of my recent book, Insider’s Guide to the Art of Persuasion. The subject of motivation is always a key discussion in my experience. So here is a summary of my approach to understanding motivations. In yourself. In others.
What is Motivation?
Motivation = an incentive, an inducement, or a stimulus for action.
Anything – verbal, physical, or psychological – that causes somebody to do something in response.
- Why do people change their minds?
- What makes a person care about one thing more than another?
- What is their motivation? How can you find out?
Listening for a Person’s Motivation
The MAP to a person’s personal reality consists of their Motivation, Access Language and Position. Your mission, when listening to others, is to go deep and FIND THE MAP!
Let’s explore the first of three key aspects of the deep structure MAP behind your persuadee’s actions and decisions–motivation!
You can’t motivate other people. But you can help people find their motivation. You can speak to motivation and engage people at a deep level, and bring about change as a result.
Drive and determination, inhibition and restraint are the consequences of motivation, because motivation is all about the direction of our motion or movement in life, either towards or away. Motivation is context specific. It changes, like so many details about how we live our lives; depending on the situation we’re in, the people involved, and our priorities at that moment in time.
What’s In It for Me?
Your motivation to do or not do something can often be found in the answer, or lack of an answer, to the question ‘What’s in it for me?’ That’s true about everyone else, too. Everybody is interested in what’s in it for him or her, no matter what it is.
The art of persuasion is getting people to do something because they want to do it, not because you want them to do it. You’ve got to find out what people really want, and then help them understand how your proposition helps them get it.
The art of persuasion is a key to your ability to build and project your authority. By gaining support using your understanding of others’ motivations, you can create positive change in your work, family and your world.
The value of recognizing key motivations in others is that they can serve as powerful guides about what to say when you want to be persuasive. And these motivations are not hard to recognize. Simply find your own motivation for doing what you do, and suddenly you recognize motivation in others.
In the next post we’ll look deeper into understanding the basic types of motivations.