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THE ADVANTAGES OF
UNDERSTANDING PEOPLE
“WHAT MAKES OTHERS TAKE ACTION?”
What makes this chapter impactful?
It’s time for the crucial question: How can you tell what makes
your conversation partners engage—whether they are custom-
ers, employees, or applicants?
You will learn that knowledge of human nature helps to change
the behavior of those you speak to, along with some concrete
evaluation tips.
UNDERSTANDING AND INFLUENCING BEHAVIOR
Learning about what motivates others is an advantage because it
enhances our understanding of human behavior. When we com-
prehend the emotions, values, and beliefs that drive others, as well
as our own motivators, we can more effectively tailor our approach
during discussions—whether it’s with customers, team members, or
during interviews. However, remember that any change in behavior
must be self-motivated.
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