• CHAPTER 7 •
Drivers
Mapping the Candidates’ Missions and Values
The second step of the process—seeing your perceptions and their realities—took you deeper into who candidates are than most recruiting approaches. In this third step, you need to go deeper still so you can figure out what makes a person tick. Fortunately, you’ve gained insights about individuals that offer clues to their characters. Now, the challenge is to acquire some additional information and then learn to analyze values-based data.
To help you do this, recognize that people possess different drivers or missions. Some are driven by money—they work in order to make a fortune. You can find people like this in all businesses (though they’re especially prevalent on Wall Street), ...
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