Reference #276: The First 90 Days


Be sure to assess both the intrinsic motivators and the situational pressures of people you need to influence.

Talk with them to understand what motivates them but also what specific losses they're trying to avoid.

Consider also the driving and restraining forces acting on the person due to their situation. Driving forces push them in the direction you want them to go; restraining forces are situational reasons for them saying no.

Watkins. The First 90 Days, 2013. (211)

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