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BUILDING TRUST AND RECOGNIZING INNER DRIVERS

• “Do you appreciate luxurious items and exclusive vacations, or
do you lean toward more adventurous experiences?” (identify-
ing utilitarian/aesthetic inclinations)

• “Have you ever been a class representative or held a similar posi-
tion? What motivated you to take on that role?” (investigating
social/individualistic aspects)
• “Have you moved around a lot? Does the idea of settling down
in one place appeal to you, or do you enjoy the novelty of new
beginnings?” (understanding traditional/social values)

• “Which appeals to you more, making money or reading books?”
(determining utilitarian/theoretical priorities)

• “On a scale from 0 to 10, how important is money to you?”
(evaluating utilitarian importance)
• “I personally found learning to be a challenge and often un-
interesting. What was your experience?” (assessing theoretical
interests)

These sample questions are designed to guide you in initiating dis-
cussions based on initial observations—such as first impressions,

attire, behavior, or speech patterns—allowing you to further refine
your understanding of the motivators influencing your conversation
partner. Moreover, it’s crucial to tailor these questions to fit the con-
text, whether you’re interacting with a potential client, an employee,
or a job candidate. Chapters 5 to 7 delve deeper into this topic. At
this juncture, it’s vital to note that the bedrock of understanding
how to evaluate others rests on trust-building and discerning both
one’s own motivations and those of others. With this groundwork
laid, we can begin to explore the foundational question of the con-

cept “Who am I?”

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