New Negotiation Edge…
Motivation is the Key
Instructor: Ed Hatch, CRS
Wednesday, September 18, 2013
9:25-10:25
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You will receive one hour of continuing
education for this session.
Attendance is taken by scanning your name
badge at the beginning of class and
remaining in the class for the entire period.
If you leave class, your name badge will be
rescanned and you will not receive credit for
that session.
Education Sponsor:
New Negotiating Edge
Motivation Is Always The KEY
3 Predictable forms of RESISTANCE
_______________, which is an issue of _______________
_______________, which is an issue of _______________
_______________, which is an issue of the predictable
need for _________ and _________
LEARN … the client’s UNDERLYING MOTIVATIONS
Stanford Research Institute’s Nine American Lifestyles
Most recently the Stanford Research Institute developed
a “ways of life” system. Basically SRI did extensive field
research concerning developmental influences on people
and from that data determined that there are four major
distinguishable groups of people in America, each with a
set of typical beliefs and predictable behaviors. Within those four groups the findings
demonstrated that there are a total of nine subgroups with even more tightly-aligned
beliefs … including “satisfiers’ and “dissatisfiers” … called lifestyles.
• __________-driven Group (11% of the total population)
o Survivor lifestyle (4%)
o Sustainer lifestyle (7%)
• __________-driven Group (66% of the total population)
o Belonger lifestyle (35%)
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o Achiever lifestyle (22%)
o Emulator lifestyle (9%)
• __________-driven Group (21% of the total population)
o I-Am-Me lifestyle (5%)
o Experiential lifestyle (7%)
o Societally - conscious lifestyle (9%)
• Inner-Outer Group (2% of the total population)
o Integrated lifestyle (2%)
Belongers –
• Primary motivations are:
o Satisfier – __________ personal acceptance by “the group”
o Dissatisfier – to stand out, not belong, the break-up of the
significant group … especially the __________
Achievers –
• Primary motivations are:
o Satisfier – to be __________
o Dissatisfier – to be “one of the pack”, to be a follower
Societally conscious –
• Primary motivations are:
o Satisfier – to behave ____________, to live useful lives
o Dissatisfier – to behave foolishly, to be manipulated
Emulators –
• Primary motivations are:
o Satisfier – to look __________ and __________
o Dissatisfier – lack an air of confidence or lack of appearance of
success
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3 – STEP STRATEGY
FOR ELICITING PRIMARY MOTIVATION
Step One … ____________
Step Two … ____________
Belonger
established
made in US
loyal
guarantee
warranty
family
Achiever
new
unique
prestige
luxury
professional
tasteful
Emulator
Societally Conscious
fun
intelligent
status
knowledge
power
responsible
image
innovative
fashionable
healthy
approval
education
Step Three … __________
 The power of the question – WHY?
 OPEN-ENDED questions
 Extenders
 Do not HELP
o If necessary, try a “back door”
What if …
Just imagine …
Let’s suppose …
 Feedback for CONFIRMATION and AFFIRMATION
 Ask a “PROGRESS
TEST QUESTION”
People act out of _________________ and support with _________________
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KEY POINT …
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
_____________________________________________________________
BECAUSE I KNOW THIS, I WILL …
_____________________________________________________________
_____________________________________________________________
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