The Scale of Motivations

Many of us are aware of Maslow’s Hierarchy of Needs but much has evolved since the creation of this theory. The work of Ian Marshall for the last 45 years has provided us a new way of thinking about motivation. This work defines the mirror effect of positive and negative motivations. Marshall purports that your behaviour can be mapped on a scale to determine when you are meeting a human need in a constructive or destructive way and identifies the specific behaviours that fit along this scale. Our ability to create trusted relationships in negotiations is impacted greatly by this scale.


"Imagine a world where the men in business not only come home with more value in the deal, but with a new sense of trust and respect as a society?"

Fabian Courtaux, Trusted Negotiator