More Impact, More Easily

5System five: Motivation

When you understand how the human mind works, you can influence how people (including yourself) react. We can all inadvertently ‘trigger’ someone to feel attacked, defensive or aggressive. Equally accidentally, we can make them feel secure, rewarded and motivated. When you make someone feel the latter, they stay open to your ideas and motivated to meet your expectations. When they feel the former, they are closed off and can't collaborate. No doubt you've felt this. You know the people you're comfortable with, trust and work well with, versus the ones who makes you want to keep your cards close to your chest. These reactions may feel mysterious, but there is a science behind them. Influence, it turns out, is no coincidence.

For most people, the brain reacts in predictable ways. Recognising these patterns allows you to influence the brain to unlock motivation. While influence and motivation are closely linked, they serve distinct purposes. Let's look at the Merriam‐Webster definitions:

• Influence is ‘the capacity to have an effect on the character, development, or behaviour of someone or something’.
• Motivation is ‘the reason we have for acting in a particular way’.

So, you cannot motivate people unless you first influence them. Influence is an effect we produce. Motivation is a reason we act.

CONNECTING INFLUENCE AND MOTIVATION, AND AVOIDING MANIPULATION

Your influence can unintentionally demotivate other people. When people feel threatened or uncomfortable, ...