How we change what others think, feel, believe and do
Acquired Needs Theory
Need are shaped over time by our experiences over time. Most of these fall into three general categories of needs:
Acquired Needs Theory is also known as the Three-Need Theory or Learned Need Theory.
We have different preferences
We will tend have one of these needs that affects us more powerfully than others and thus affects our behaviors:
A common way of discovering our tendencies towards these is with a Thematic Apperception Test, which is a set of black-and-white pictures on cards, each showing an emotionally powerful situation. The person is presented with one card at a time and asked to make up a story about each situation.
Challenge achievers with stretching goals.
Offer affiliation-seekers safety and approval.
Beware of personal power-seekers trying to turn the tables on you or use other Machiavellian methods. Make sure you have sufficient power of your own, or show how you can help them achieve more power.
Understand your own tendencies. Curb the excesses and, especially if you seek affiliation, beware of those who would use this against you and for their own benefit alone.