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You behave in exactly the same way with two different people. One of them sees you as honest, the other as gullible (or, maybe, determined and ruthless; rigorous and inflexible). Why does this happen? And, more importantly, what can you do about it?

“Things are not as they are but as we are,” observed Anais Nin. We each have different ways of looking at the world and these determine how we perceive events and people. If we understand the way someone else looks at things (and us), we can adapt the way we behave to have greater impact. Of course we don’t have to, but it’s nice to have the choice.

This workout takes a simple model and helps us see how we can have the effect that we want, by understanding which combination of three motivational drivers someone is using to interpret the world around them.

In 90 minutes you will have

• An understanding of the different motivational drivers we have and how this affects the way we interpret other people’s behaviour.
• Appreciation for the impact each motivational driver tends to have on the others.
• Knowledge of what your motivational driver is likely to be.
• Recognition of your strengths and the likely impact that your way of looking at the world has on the different types of people around you.
• Decided what practical action you can take to increase your impact on others.