What are the best methods to identify underlying needs and motivations in others?

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Identifying the underlying needs and motivations of others is a crucial skill for emotional intelligence, especially when you want to persuade or empathize with them. But how can you do it effectively and ethically? In this article, you will learn some of the best methods to uncover what drives and influences the people you interact with, and how to use this knowledge to communicate better and build rapport.

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Alex Ahom

Future of Work | People & Culture | Diversity Equity & Inclusion - Building a better workplace for everyone to grow in.
Vanessa Hellebuyck ??

Fondatrice Komyu, conférencière et designer d'expériences collectives
Verónica Dobronich

Speaker, docente, emprendedora, mentora, facilitadora, escritora. HR influencer #1 en 2024. HR influencer #5 en 2023…

1 Listen actively

The first and most basic method to identify the needs and motivations of others is to listen actively to what they say and how they say it. Listening actively means paying attention to the content, tone, and emotion of their speech, as well as their body language and facial expressions. It also means asking open-ended questions, reflecting back what you hear, and summarizing the main points. By listening actively, you can show genuine interest and respect, as well as pick up clues and cues about their values, beliefs, goals, and challenges.

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Alex Ahom

Future of Work | People & Culture | Diversity Equity & Inclusion - Building a better workplace for everyone to grow in.
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Active Listening: Tune into verbal and non-verbal cues for a thorough understanding. Open-Ended Questions: Encourage detailed responses to uncover deeper motivations. Empathy: Connect emotionally, understanding feelings and concerns. Observation Skills: Identify patterns in behavior to reveal unspoken needs. Feedback Loops: Regularly seek input for ongoing understanding. Surveys and Assessments: Use tools for quantitative insights into preferences.

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2 Observe behavior

The second method to identify the needs and motivations of others is to observe their behavior in different situations and contexts. Behavior is often a reflection of what people want and need, as well as how they cope and adapt. By observing behavior, you can learn about their preferences, habits, strengths, weaknesses, and triggers. You can also notice patterns and inconsistencies that may reveal hidden or conflicting motivations. For example, someone who acts confident and assertive in public may be insecure and anxious in private.

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Alex Ahom

Future of Work | People & Culture | Diversity Equity & Inclusion - Building a better workplace for everyone to grow in.
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Cultural Awareness: Appreciate nuances, adapting communication accordingly. Collaborative Problem-Solving: Unveil motivations through discussions on challenges. Networking: Build relationships for trust, facilitating open communication. Peer Feedback: Seek insights from colleagues for valuable perspectives. Continuous Learning: Stay informed on trends and psychological factors for a holistic approach.

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Vanessa Hellebuyck ??

Fondatrice Komyu, conférencière et designer d'expériences collectives
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J'ai tendance à donner plus de crédit à ce que le corps et la gestuelle peuvent nous dire, plut?t qu'aux mots, qui sont souvent délibérés. Toute personne a son propre langage corporel, et bien observer permet d'obtenir des indices clé permettant de mieux se comprendre les uns les autres, de mieux s'accepter et de mieux réagir.

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Kamal Agrawal

Delivery Executive @ Capgemini | Managing a Portfolio of Engagements
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Focus where you observe disconnects between someone's word and behavior. Are those aligned? Those gaps where actions diverge from language can tell you about the hidden needs / wants someone may not consciously tell.

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3 Use empathy

The third method to identify the needs and motivations of others is to use empathy, which is the ability to understand and share the feelings of another person. Empathy allows you to put yourself in their shoes and see things from their perspective. By using empathy, you can gain insight into their emotions, thoughts, and experiences, as well as their hopes and fears. You can also validate their feelings and show support and compassion. To use empathy, you need to be curious, open-minded, and non-judgmental, as well as avoid projecting your own assumptions and biases.

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Vanessa Hellebuyck ??

Fondatrice Komyu, conférencière et designer d'expériences collectives
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Je me pose très souvent la question : Qu'est-ce que je ferais à sa place, qu'est-ce qui motive intrinsèquement cette personne ? Bien s?r, il y a les informations que les personnes donnent d'elles-mêmes, et celles que l'on peut essayer de "deviner". Moving Motivators de Management 3.0 est un outil simple qui permet de creuser les motivations de son collaborateur. Cela peut ensuite permettre de mieux comprendre son alignement ou désalignement par rapport à sa fonction, son service... Quoiqu'il en soit, c'est important d'essayer de se mettre dans les chaussures de son voisin, et d'essayer de voir à travers ses yeux, son prisme. L'atelier de l'empathy map peut également aider à aller dans ce sens.

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Kamal Agrawal

Delivery Executive @ Capgemini | Managing a Portfolio of Engagements
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To better understand someone's motivations through feedback, put yourself in their shoes facing their constraints and situations. How would you proceed in that position? A fresh perspective can come and reveal other's context.

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4 Ask for feedback

The fourth method to identify the needs and motivations of others is to ask for feedback, which is the information you receive from others about your performance, behavior, or impact. Feedback can help you learn how others perceive you, what they appreciate and expect from you, and how you can improve your relationship with them. By asking for feedback, you can demonstrate humility, willingness to learn, and respect for their opinions. You can also encourage them to share their own needs and motivations with you. To ask for feedback, you need to be specific, positive, and receptive, as well as avoid defensiveness and criticism.

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5 Use psychometrics

The fifth method to identify the needs and motivations of others is to use psychometrics, which are standardized tests or assessments that measure various aspects of personality, intelligence, aptitude, or behavior. Psychometrics can help you discover the traits, styles, and preferences of others, as well as their strengths, weaknesses, and potential. By using psychometrics, you can compare and contrast yourself with others, as well as tailor your communication and interaction to suit their needs and motivations. To use psychometrics, you need to be aware of their validity, reliability, and limitations, as well as respect their privacy and consent.

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Vanessa Hellebuyck ??

Fondatrice Komyu, conférencière et designer d'expériences collectives
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Certains tests de personnalités, comportements etc peuvent aider à se conna?tre mutuellement ou s'auto évaluer. Il faut cependant faire attention quant à leur fiabilité. Par exemple, MBTI est une méthode qui devrait être accompagnée par un coach, et pas uniquement à l'aide de tests en ligne "vite faits". Le "Hogan" aussi est une évaluation assez complète. Il y a également l'énnéagramme.

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Kamal Agrawal

Delivery Executive @ Capgemini | Managing a Portfolio of Engagements
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I think going beyond psychometrics can add to understanding hidden needs. E.g. Asking open questions like how someone view situations ideally, how they look at success, aspirations, what worries them. If we are able to expand beyond the task views some of their responses can reveal what motivates someone.

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6 Experiment and adapt

The sixth and final method to identify the needs and motivations of others is to experiment and adapt, which means trying different approaches and strategies to see what works best and adjusting accordingly. Experimenting and adapting can help you test your assumptions, hypotheses, and predictions about the needs and motivations of others, as well as learn from your successes and failures. By experimenting and adapting, you can optimize your influence and effectiveness, as well as enhance your creativity and flexibility. To experiment and adapt, you need to be proactive, innovative, and resilient, as well as monitor and evaluate your results.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Verónica Dobronich

Speaker, docente, emprendedora, mentora, facilitadora, escritora. HR influencer #1 en 2024. HR influencer #5 en 2023. Especialista en IE ?????? y en inteligencia sensorial. +400 charlas en +16 países, incluyendo TEDx.
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La inteligencia emocional (IE) facilita la identificación de necesidades y motivaciones subyacentes en los demás. Practica la empatía, poniéndote en el lugar del otro y comprendiendo sus emociones. Escucha activamente, prestando atención a las verbalizaciones y las se?ales no verbales. Observa patrones de comportamiento y cambios emocionales para discernir deseos y motivaciones. Fomenta la autenticidad en las interacciones, creando un ambiente propicio para que los demás expresen sus necesidades de manera abierta. La IE fortalece la conexión emocional, permitiéndote descifrar las motivaciones más profundas y satisfacerlas de manera efectiva.

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Kamal Agrawal

Delivery Executive @ Capgemini | Managing a Portfolio of Engagements
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I strongly feel while applying multiple people-reading methods do not just rely on direct statements; observe, ask questions and analyze from different view points to understand someone's unique needs / wants and what motivates them.

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What are the best methods to identify underlying needs and motivations in others?

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3

4

5

6

7

1 Listen actively

2 Observe behavior

3 Use empathy

4 Ask for feedback

5 Use psychometrics

6 Experiment and adapt

7 Here’s what else to consider

Emotional Intelligence

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What are the best methods to identify underlying needs and motivations in others?

1

2

3

4

5

6

7

1 Listen actively

2 Observe behavior

3 Use empathy

4 Ask for feedback

5 Use psychometrics

6 Experiment and adapt

7 Here’s what else to consider

Emotional Intelligence

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