In the course Inspiring and Motivating individuals is suggested a technique to identify what motivate people starting from behaviours and proceeding backward to values and needs that motivated that behaviour.

The technique is quite simple and consists in observing person’s behaviour and then asking ourselves:

• What is the need this person wanted to satisfy with that behaviour?
• What is the value that subtend this need?

I have not found researches about this technique, however it seems to me quite logical considering:

• Do we choose our behaviours
• What are other things that influence behaviours

A potential problem about this technique is that sometimes people engage in behaviours that they think are useful to satisfy a need but actually are not. Therefore one could be identify the wrong need and value.

Related Questions:

Related Topics:

• Motivation

References

• Inspiring and Motivating individuals | 2019 | University of Michigan by Coursera