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THE POWER OF READING PEOPLE

explaining human behavior, and will be described in chapter 4. For
now, it’s enough to note that the TTI PIAV™ (Personal Interests,
Attitudes, and Values) instrument is designed to identify what mo-
tivates an individual.

Key Point: What Do You Value?

The TTI PIAV™ model is a valuable tool for evaluating your
own values as well as those of others, aiding in both self-aware-
ness and the understanding of fellow human beings. In this
context, “values” refer specifically to how one prioritizes and

appreciates different aspects of life and interactions.

According to the model, there are six different drivers that underlie
people’s motivation:

1. Theoretical

2. Utilitarian

3. Aesthetic

4. Social

5. Individualistic

6. Traditional

Let’s look at each of these to get a sense of how they affect our
behavior.

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