Get People To Do What You Want

CHAPTER 6

Bonding and Fracturing

BONDING AND FRACTURING enable you to exploit the two big needs of belonging and differentiating.

In terms of the hierarchy, the need to belong falls just under the need to achieve status or reputation; that is, the need to differentiate. Maslow called these esteem needs. Much of what you will do when you exercise influence, therefore, will be to move people up and down the tiers.

You will find most people stuck between floors on Maslow's hierarchy. They ascend a few stairs and then self-sabotage, which takes them back down. Sometimes another person or even a whole group sends them back down by locking the door to the next level. This is how interrogators work: they establish control over the ascent and descent, ...