Are they motivated by achieving? In which case you will hear them say, and need to use, words such as goals, objectives, outcomes, vision, mission, success and results. Or perhaps it's about not failing, or missing deadlines, or not getting it wrong.
Are they motivated by power or influence? In which case you will hear them say, and need to use, words such as control, power, lead, follow, impact, affect, or autonomy. Or perhaps it's about not: being told what to do, or beign weak, defeated, humiliated or losing their independance? Remembering to notice if it is influence over their own life or influence over others that motivates them the most?
Are they motivated by affiliation? In which case you will hear them say, and need to use, words such as connection, recognition, collaboration, harmony, rapport, sharing and giving. Or perhaps it's about not being alone, workin in silos or being ignored, rejected or indifference?
Even writing these lists reminded me of my preferences. I could write list all day for affiliation and power isn't too bad :). Yet for Achievement I could only initially think of one away from achievement word - failing! Late might work - what about missing deadlines?
How are you values impacting the language you use and what changes do you need to make to ensure you're tapping into the values of your stakeholders to improve the impact of your communications?
The Purchasing Coach
Sowing the seeds for effective communication in Purchasing
This post is part of a series introducing some NLP tools and techniques that can significantly improve your stakeholder engagement, communication and team working.