CHAPTER 6
Bonding and Fracturing
Bonding and fracturing enable you to exploit the two big needs of belonging and differentiating.
In terms of the Hierarchy, the need to belong falls just under the need to achieve status or reputation; that is, the need to differentiate. Much of what you will be doing in exercising influence, therefore, will be moving people up and down the tiers.
You will find most people stuck between floors on Maslow’s Hierarchy. They ascend a few stairs and then self-sabotage, taking them back down. Sometimes another person or even a whole group sends them back down by locking the door to the next level. This is how interrogators work: they establish control over the ascent and descent, as well as the doorway to meeting ...
Get Get People to Do What You Want now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
