Primary Motivating Factors

  1.   Primary Motivating Factors

 One preliminary item that the negotiator should have some knowledge about is: What motivates people?  This topic could easily become a completely separate training class with volumes of information.  However, some knowledge of basic motivational factors should be helpful as you read and study this material.  Four very basic motivating factors have been categorized as:

Fear:  Described as the punitive effects of nature or others as a consequence of your actions or non-action.  An example might be jail time and heavy fines as a result of some criminal activity.  Or perhaps the fear of falling. Fear of lost reputation is a good example.

   Hate:  Revenge, slander, libel, avoidance, anger, depression, apathy, to detest.  A very strong, often short term motivating force that influences some to severe actions or strong performances.

Love:  The type of extremely deep concern that allows a person to substitute their interests for the needs of another.  An example might be that of a mother for her infant child.

Control:  The desire and or ability to control other people or organizations.

These motivating factors provide someone with the power to act or exert influence over another person.  If you can give someone something that they desire, you can have power over that person.  The other party has to grant you that power.  Some examples: The buyer/seller relationship, parent/child relationship, manager/subordinate relationship.  You can also have power if you are able to withhold something that someone desires.


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