Course Objectives:

We can improve our impact on others by understanding the motivations that drive people to behave in different ways. You have behaved in exactly the same way with two different people. One of them sees you as honest, the other as gullible (or, maybe, determined and ruthless; rigorous and inflexible).

Why does this happen? And, more significantly, what can you do about it?

“Things are not as they are but as we are,” observed Anais Nin. We each have different ways of looking at the world and these determine how we perceive events and people. If we understand the way someone else looks at things (and us), we can adapt the way we behave to have greater impact. Of course, we don’t have to, but it’s nice to have the choice.

This Workout takes a simple model and helps us see how we can have the effect that we want, by understanding which combination of three motivational drivers someone is using to interpret the world around them.