How we change what others think, feel, believe and do
Explanations > Needs
What are needs? Needs are a kind of natural mental programming that make us want things. They essentially motivate us into action as a stimulated need leads to the inner tension that drives us into action.
There are a number of theories and models of motivation that have been proposed, including:
Another useful view of needs is to understand the priorities of and differences between needs, wants and likes, and hence find where to focus your efforts and identify potential trade-offs.
While many models settle on a few generalized needs, here is a fuller list of needs, complete with descriptions, examples and discussions:
And here are some further discussions about needs.
You can leverage needs in two ways, stimulating or satisfying them.
The simplest way of stimulating needs is to make them visible. Show people what they have not got. Show them the future, and how their needs might be met. If you have the power, you can even take things away from them (or just threaten to do so).
When people have needs (perhaps those which you have stimulated), you can promise to satisfy them. It puts you in a position of being able to negotiation with them. The more desperate the needs, the more you can require in exchange.