How to Coach Yourself and Others How to Influence, Persuade and Motivate | Page 426

dedicate an entire IQ Matrix Mind Map towards breaking down each of
these 6 Human Needs at a later time.
As you read the short summary about each Human Need, keep in mind
everything that have discussed thus far, and how you could potentially
apply this information to persuade others to your way of thinking.

Need for Certainty
People have a natural desire to live with a feeling of Certainty. We do not
want things to change, we seek comfort, we seek security, and we want to
know that everything will work out just the way we imagined it. As a
result we tend to stay within our comfort zones experiencing the familiar
and expected.

How can I persuade others by stimulating their
Need for Certainty?

Need for Uncertainty
When Certainty becomes far too predictable or boring, than we
consciously or sub-consciously seek to create Uncertainty within our
lives. We naturally do this by stepping outside our comfort zones, or by
undertaking activities that we would tend to avoid under normal
circumstances.
Uncertainty creates the feelings of excitement and exhilaration that leads
us towards the unknown. Of course the moment we tend to “over satisfy”
this Human Need, we experience high levels of stress, anxiety or fear.
Hence, in such instances we will naturally move back into our comfort
zones seeking a sense of Certainty and security.

How can I persuade others by stimulating their
Need for Uncertainty?

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