Principals of Behaviour
“When we want to influence somebody, we’ve got to know what already influences them.”
Would you steal a loaf of bread to feed your starving family? You probably would. Why? People often break their values to meet their needs. But what are these needs? The following paradigm is very useful for identifying what motivates us to do what we do. We are motivated to meet one or more of our 6 human needs at any one time. So what are they? In brief, they are:
1. Certainty
2. Variety
3. Significance
4. Connection and Love
5. Growth
6. Contribution
We all act in accordance with meeting one or more of our needs at any moment - however the key thing to remember is that we can meet them in positive, neutral or negative ways. The beauty about this model is that we can actively choose which need we want to prioritise more than the others, or if we find that we are often meeting our most important need in negative ways, we can identify and meet them in more positive ways. This creates new options which provide the ability to make better choices. For more on this, check out the TED Talk by Tony Robbins here:
References:
Robbins, A. and Robbins, T. (2015) Money Master the Game: 7 Simple Steps to Financial Freedom. United States: Simon & Schuster.
You've been in the industry for fifteen years. You've led teams, delivered results, navigated difficult clients, and survived reorganisations that took out people far less capable than you. And yet, when the calendar invite arrives for the executive presentation — or the recruiter calls about a senior role you're more than qualified for — a familiar voice pipes up.
What if they find out you've been winging it all along?
Here’s the brutal truth almost nobody tells you about your career: You’re not hired for the tasks you do — you’re hired for the outcomes you create.
The idea comes from an innovation framework called Jobs To Be Done (JTBD) — popularised by Clayton Christensen, a Harvard Business School professor best known for his book, The Innovator’s Dilemma.
Christensen’s game-changing insight: People don’t buy products because of their features. They “hire” them to get a job done.
Have ever found yourself in the same situation — going so fast you don’t have time to check if the direction still serves you? Being too busy to reflect on your direction is like being too busy to stop for fuel — yet many of us do this with our growth and goals.
This is a guided email-based program designed to help you make significant progress in your career over the span of a 90 days.
Through a series of emails, tasks and resources, you will gain clarity, develop skills, and take action towards your career goals.
You’ll receive an email every 3 days sharing tips, strategies and insights into developing your career and changing jobs.
You can also follow on YouTube if you prefer to watch videos — or both! The choice is yours!
Brian Daly is the managing director of Shelton Distributors, a confectionery distributor with over 2000 clients nationwide. With over 20 years of experience in FMCG trading, Brian talks to us about commercial planning, relationship building and negotiation, and even touches on the impact his executive coaching course has had on his leadership style.
I love the emphasis Brian puts on building relationships and meeting people individually as a way to negotiate and make deals that work for both parties. He highlights how having a people-centric approach is not just a nice way to do business, but also an effective way to create opportunities.
Jonatan Ramhöj is a front-end engineer with over a decade of experience. In this interview, he tells us about his career journey and insights into the world of software engineering.
“As a product manager, you have to be an expert on your users, their problems. You need to be an expert on the business, what matters to the business. And you need to figure out a way to solve their problems in a way that also achieves your business objectives—finding the middle ground of what the business cares about, what the users care about, and aligning a product vision that helps you to sort of check both boxes.”