{"id":4043,"date":"2018-09-19T16:00:07","date_gmt":"2018-09-19T16:00:07","guid":{"rendered":"http:\/\/box5167.temp.domains\/~leapica1\/?p=4043"},"modified":"2023-03-13T15:45:51","modified_gmt":"2023-03-13T15:45:51","slug":"podcast-036-stakeholder-6-human-needs","status":"publish","type":"post","link":"https:\/\/zohf.me\/lp\/podcast-036-stakeholder-6-human-needs\/","title":{"rendered":"Decoding Difficult Stakeholder Speak with the 6 Human Needs Framework"},"content":{"rendered":"<p>[et_pb_section fb_built=&#8221;1&#8243; fullwidth=&#8221;on&#8221; _builder_version=&#8221;3.22&#8243; background_image=&#8221;https:\/\/leapica.com\/wp-content\/uploads\/2018\/09\/Lea-Pica-Podcast-6-Human-Needs-Stakeholders-Featured.jpeg&#8221; parallax=&#8221;on&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_fullwidth_header title=&#8221;Decoding Difficult Stakeholder Speak with the 6 Human Needs Framework&#8221; subhead=&#8221;Present Beyond Measure Ep. 036&#8243; text_orientation=&#8221;center&#8221; header_fullscreen=&#8221;on&#8221; background_overlay_color=&#8221;rgba(31,39,81,0.64)&#8221; module_class=&#8221;blog-hero-section&#8221; _builder_version=&#8221;4.6.1&#8243; title_font=&#8221;||||||||&#8221; title_text_align=&#8221;center&#8221; title_text_color=&#8221;#ffffff&#8221; title_font_size=&#8221;55px&#8221; title_letter_spacing=&#8221;1px&#8221; title_line_height=&#8221;1.2em&#8221; subhead_text_color=&#8221;#76c8d6&#8243; subhead_font_size=&#8221;25px&#8221; background_color=&#8221;rgba(255, 255, 255, 0)&#8221; parallax=&#8221;on&#8221; custom_padding=&#8221;|||&#8221; custom_padding_phone=&#8221;25px|||&#8221; custom_padding_last_edited=&#8221;off|desktop&#8221; animation_style=&#8221;fade&#8221; title_font_size_tablet=&#8221;&#8221; title_font_size_phone=&#8221;24px&#8221; title_font_size_last_edited=&#8221;on|phone&#8221; subhead_font_size_tablet=&#8221;&#8221; subhead_font_size_phone=&#8221;18px&#8221; subhead_font_size_last_edited=&#8221;on|phone&#8221; saved_tabs=&#8221;all&#8221; global_colors_info=&#8221;{}&#8221; button_one_text_size__hover_enabled=&#8221;off&#8221; button_two_text_size__hover_enabled=&#8221;off&#8221; button_one_text_color__hover_enabled=&#8221;off&#8221; button_two_text_color__hover_enabled=&#8221;off&#8221; button_one_border_width__hover_enabled=&#8221;off&#8221; button_two_border_width__hover_enabled=&#8221;off&#8221; button_one_border_color__hover_enabled=&#8221;off&#8221; button_two_border_color__hover_enabled=&#8221;off&#8221; button_one_border_radius__hover_enabled=&#8221;off&#8221; button_two_border_radius__hover_enabled=&#8221;off&#8221; button_one_letter_spacing__hover_enabled=&#8221;off&#8221; button_two_letter_spacing__hover_enabled=&#8221;off&#8221; button_one_bg_color__hover_enabled=&#8221;off&#8221; button_two_bg_color__hover_enabled=&#8221;off&#8221;][\/et_pb_fullwidth_header][\/et_pb_section][et_pb_section fb_built=&#8221;1&#8243; _builder_version=&#8221;3.22&#8243; global_colors_info=&#8221;{}&#8221;][et_pb_row _builder_version=&#8221;3.25&#8243; max_width=&#8221;750px&#8221; use_custom_width=&#8221;on&#8221; custom_width_px=&#8221;750px&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_column type=&#8221;4_4&#8243; _builder_version=&#8221;3.25&#8243; custom_padding=&#8221;|||&#8221; global_colors_info=&#8221;{}&#8221; custom_padding__hover=&#8221;|||&#8221;][et_pb_text _builder_version=&#8221;4.13.0&#8243; hover_enabled=&#8221;0&#8243; global_colors_info=&#8221;{}&#8221; sticky_enabled=&#8221;0&#8243;]<\/p>\n<h2><strong>Listen to the 6 Human Needs Episode<\/strong><\/h2>\n<p><iframe loading=\"lazy\" src=\"https:\/\/playlist.megaphone.fm?e=POD2889703368&amp;light=true\" width=\"100%\" height=\"200\" frameborder=\"0\" scrolling=\"no\"><\/iframe><\/p>\n<h4>Stakeholders and presentation audiences say the darndest things, don\u2019t they?<\/h4>\n<p>You\u2019ve poured your blood and sweat into presenting your invaluable analytical insights and ideas. But come presentation day, they make comments and ask questions that bring you nothing but tears.<\/p>\n<p>Constant interruptions, asking the same questions, do they do this on purpose??<\/p>\n<p><strong>What if I told you there was a GOOD REASON why they say these things? <\/strong>And that the reason wasn\u2019t to undermine your authority or make you look the fool in front of your colleagues?<\/p>\n<p>If you want to probe deeper into the frustrating table talk at your presentations, this is the episode for you. We\u2019re going to take a little detour from data viz to explore an unexpected side of data presentation: <strong>effective communication and corporate psychology. <\/strong><\/p>\n<p><strong>And in this episode, I apply Tony Robbins\u2019s \u201cSix Human Needs\u201d framework to presenting, putting a whole new spin on communication and meeting the needs of your audiences and stakeholders. <\/strong><\/p>\n<p>No special guest this time; this one\u2019s just between you and me.<\/p>\n<h2><strong>In This Episode, You\u2019ll Learn\u2026<\/strong><\/h2>\n<ul>\n<li>How I cracked the code to expose you to a whole different way of communicating insights to your audiences and stakeholders.<\/li>\n<li>All about my invaluable toolset for how to decode what is actually going on with your audience.<\/li>\n<li>How Abraham Maslow\u2019s Hierarchy of Needs can help you make an even bigger impact.<\/li>\n<li>An excellent tool for looking at others through \u201cNeeds\u201d goggles.<\/li>\n<li>How to apply Tony Robbins\u2019 Six Human Needs Framework to your presentations and all other areas of your life.<\/li>\n<li>Specific tools and tricks to help you apply the Six Human Needs Framework to your specific audience.<\/li>\n<\/ul>\n<h2><strong>Resources &amp; Links Mentioned<\/strong><\/h2>\n<ul>\n<li>Learn more about my brand new <a href=\"https:\/\/leapica.com\/contact\">Virtual Live Web Class<\/a>.<\/li>\n<li><a href=\"https:\/\/leapica.com\/dahub\">Digital Analytics Hub<\/a>.<\/li>\n<li>Listen to my interview with <a href=\"https:\/\/leapica.com\/blog-podcast-031-evan-lapointe\/\">Evan LaPointe<\/a>.<\/li>\n<li>Learn more about <a href=\"https:\/\/www.tonyrobbins.com\/\">Tony Robbins<\/a>.<\/li>\n<li>Read the <a href=\"https:\/\/www.entrepreneur.com\/article\/240441\">6 Basic Needs that Make Us Tick<\/a> article.<\/li>\n<li>Learn more about <a href=\"http:\/\/relationshipdevelopment.org\/\">Stacey Martino<\/a>.<\/li>\n<li>Learn more about the <a href=\"https:\/\/www.digitalanalyticsassociation.org\/women-in-analytics\">Women in Analytics Mentorship Program<\/a>.<\/li>\n<\/ul>\n<h2><strong>Lea\u2019s Upgrade:<\/strong><\/h2>\n<p>Listen to Dr. <a href=\"https:\/\/www.youtube.com\/watch?v=4LuPCAh9FCc\">Marshall Rosenberg\u2019s 3-hour training on Nonviolent Communication<\/a> or NVC. It is a groundbreaking and game-changing method of communication that is based on compassion, empathy, and meeting the needs of others in any situation.<\/p>\n<p>It will fundamentally improve how you relate to people in your professional and personal life.<\/p>\n<p>Your homework: What are the most infuriating, inflammatory, headshaking things your clients are saying during your meetings? And how could you see them differently, using the \u201cNeeds\u201d goggles I just talked to you about?<\/p>\n<h2><strong>How to Keep Up with Lea:<\/strong><\/h2>\n<ul>\n<li><a href=\"https:\/\/leapica.com\">www.leapica.com<\/a><\/li>\n<li><a href=\"https:\/\/www.linkedin.com\/in\/leapica\">LinkedIn<\/a><\/li>\n<li><a href=\"https:\/\/twitter.com\/LeaPica\">Twitter<\/a><\/li>\n<\/ul>\n<h2><b>Thanks for Listening!<\/b><\/h2>\n<p><span style=\"font-weight: 400;\">Thanks so much for joining me. Have some feedback you\u2019d like to share, or a question for me? Leave a note in the comments below, and I&#8217;ll get back to you!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you enjoyed this episode, please share it using the social media buttons you see at the left of the post.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you liked what you heard, <\/span><b>I would love if you could <\/b><a href=\"https:\/\/leapica.com\/PBMitunes\"><b>leave me a rating or review in iTunes<\/b><\/a><span style=\"font-weight: 400;\">. Ratings &amp; reviews are extremely appreciated and very important in the rankings algorithm. The more ratings, the better chance of fellow practitioners getting to hear this helpful information!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">And finally, <\/span><b>don\u2019t forget to subscribe to the show on <\/b><a href=\"https:\/\/leapica.com\/PBMitunes\"><b>iTunes<\/b><\/a><span style=\"font-weight: 400;\"> to get automatic updates and never miss a show.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A very, very special thanks to you for listening this week. And as always, <\/span><b>viz responsibly, my friends.<\/b><\/p>\n<h2><b>What\u2019s your burning question for me about applying the Six Human Needs Framework to your business and life?<\/b><\/h2>\n<p>[\/et_pb_text][et_pb_toggle title=&#8221;EPISODE TRANSCRIPTION&#8221; open_toggle_text_color=&#8221;#54a8b9&#8243; closed_toggle_text_color=&#8221;#54a8b9&#8243; icon_color=&#8221;#07b1b7&#8243; open_icon_color=&#8221;#07b1b7&#8243; admin_label=&#8221;Transcription&#8221; _builder_version=&#8221;4.13.0&#8243; title_level=&#8221;h4&#8243; text_orientation=&#8221;left&#8221; animation_style=&#8221;fade&#8221; saved_tabs=&#8221;all&#8221; global_colors_info=&#8221;{}&#8221;]Lea Pica: [00:00:00] What&#8217;s up guys. Lea Pica here today; I&#8217;m taking you back to<br \/>\nschool on a little-discussed topic in the corporate world to help you get to the head of<br \/>\nthe class. Stay tuned to find out what today&#8217;s topic is on the Present Measure Show<br \/>\nEpisode 36.<\/p>\n<p>Lea Pica: [00:00:42] Hey guys welcome to the 36 episode of the present beyond<br \/>\nmeasure show The only podcast at the intersection of presentation data visualization<br \/>\nand analytics. This is the place to be if you&#8217;re ready to make maximum impact and<br \/>\ncreate credibility through thoughtfully presented insights. I am kicking off this fall with<br \/>\nsome very exciting new developments for you. Once I get a few private workshops out<br \/>\nof the way this month I&#8217;m going to be working on launching a brand new virtual live web<br \/>\nclass that is going to translate all of my private workshop material to a virtual<br \/>\nenvironment and a community that any analyst marketer consultant all over the world<br \/>\nwill be able to take. It will not be reserved just for people working for corporate agencies<br \/>\nand companies anymore. So if you&#8217;re interested in finding more out about that definitely<br \/>\ndrop me a note at LeaPica.com\/Contact.<\/p>\n<p>Lea Pica: [00:02:27] So this episode has been probably a year in the making because I&#8217;ve just<br \/>\nbeen trying to figure out how to crack the code and expose this audience to a different<br \/>\nside of communicating insights to our stakeholders. We talked a lot and talked to a lot of<br \/>\nexperts about visual display of information and planning and productivity and things like<br \/>\nthat. But what we haven&#8217;t really broached is what&#8217;s going on in the minds of people<br \/>\nstakeholders.<\/p>\n<p>Lea Pica: [00:04:00] We kind of started to get into this a little bit in a past show with<br \/>\nEvan LaPointe, that was an amazing episode and I was so inspired by that that I<br \/>\nthought that I really want to bring a totally new concept that it&#8217;s very likely you might not<br \/>\nhave heard of yet. So I&#8217;m really excited to bring this to you today. It&#8217;s all about why our<br \/>\naudiences and stakeholders can get our goats during presentations. So at every<br \/>\nworkshop and speaking session, I&#8217;m inevitably asked why our clients, bosses, VPs, C-<br \/>\nlevels. Why do they say the darndest things during presentations? Why are they trying to<br \/>\nthrow us off our game? Why are they trying to make us feel uncomfortable asking that a<br \/>\npossible question repeatedly interrupting you undermining your authority on the<br \/>\nsubject? It could make presenting data feel pretty darn unfulfilling. And I know this so<br \/>\nwell myself having 12 years of experience in that field and I not only can sympathize<br \/>\nbecause I&#8217;m aware that the general consensus that public speaking is the number one<br \/>\npublic enemy. People don&#8217;t love it and it&#8217;s probably in no small part to the unexpected<br \/>\nand unanticipated questions and comments we receive while we&#8217;re up there trying to be<br \/>\nauthoritative and get out of there alive. But the bigger problem is not understanding<br \/>\nwhat&#8217;s at the root of those difficult questions comments. And I want to give you an<br \/>\ninvaluable toolset today for decoding what is really going on behind them.<\/p>\n<p>Lea Pica: [00:05:46] That toolset is called the six human needs framework. So you&#8217;re<br \/>\nprobably very familiar with a little-known personality named Tony Robbins exemplary life<br \/>\ncoach and all around international superstar. And he has publicized a toolset and a<br \/>\nframework called the six human needs framework. My understanding is that this human<br \/>\nneeds framework is based on Abraham Maslow&#8217;s hierarchy. It&#8217;s a pyramid of needs that<br \/>\nevery human needs and the bottom of the pyramid goes from the most basic needs for<br \/>\nsurvival that we have. And they travel up the pyramid to go through the long<br \/>\npsychological needs and then self-fulfillment need. So the idea behind that pyramid is<br \/>\nas your foundational needs on the bottom are filled you&#8217;re able to ascend and rise up to<br \/>\nneed other things that get closer to something called self-actualization which is<br \/>\nachieving one&#8217;s full potential. Now Tony kind of simplified things and made them really<br \/>\nconcrete and easy to understand. And in an entrepreneur article he wrote detailing<br \/>\nthese needs. This is how he summed it up. There are six basic universal needs that<br \/>\nmake us tick and drive all human behavior. Combined they are the force behind the<br \/>\ncrazy things other people do not us. And the great things that we do! We all have the<br \/>\nsame six needs but how we value those needs and in what order determines the<br \/>\ndirection of our life. Now I first learned about this framework from my relationship coach.<\/p>\n<p>Lea Pica: [00:07:37] Her name is Stacey Martino of RelationshipDevelopment.org. And<br \/>\nthis was groundbreaking information for me because I was in a mindset that all of my<br \/>\nproblems in relating to others were entirely external that something must be wrong with<br \/>\neveryone else except for me. But what this needs framework actually told me was that<br \/>\nthe needs that I had inside I was trying to fill in a certain way and that clashed with the<br \/>\nway that other people were trying to meet their needs and because we&#8217;re all walking<br \/>\naround unaware of this way of living. We are just colliding with each other. So one of the<br \/>\ntools that I thought was really valuable that she gave me was to think about putting on a<br \/>\npair of needs goggles put on a pair of goggles on your eyes right now. Close your eyes<br \/>\nunless you&#8217;re driving close your eyes and imagine you&#8217;re wearing these goggles. And<br \/>\nwhen you open your eyes you&#8217;re going to look at the people around you and you&#8217;re<br \/>\ngoing to stop seeing them as walking talking and question and insult machines and<br \/>\nyou&#8217;re going to start seeing them as live human beings who are carrying around buckets<br \/>\nof needs on their arms that they&#8217;re trying to fill. And these buckets of needs. They have<br \/>\nholes in the bottom of them and they&#8217;re constantly emptying. So they&#8217;re always walking<br \/>\naround to other people to have those buckets filled those buckets of unmet needs.<\/p>\n<p>Lea Pica: [00:09:09] Translate directly over to what your audience and stakeholders are<br \/>\nsaying to you during presentations and learning how to interpret them is going to give<br \/>\nyou a huge edge in your work and it may also save your sanity. I know it saved mine so<br \/>\nI decided to have a little bit of fun on social media and ask my audiences what are some<br \/>\nof the most head-scratching questions that you&#8217;re getting from your audience is the ones<br \/>\nthat really want to make you take your laptop and throw it out the window. And some<br \/>\npeople left me some good ones some are really specific but some were actually pretty<br \/>\nuniversal. So I&#8217;ve decided to take those comments and overlay this six human needs<br \/>\ngoggles on them to see the need that is driving what they&#8217;re saying and how you can<br \/>\nrespond to them in a way that meets their needs and defuses any kind of conflict that<br \/>\nmight arise or discomfort. So we&#8217;re going to start with the very first need most people<br \/>\nlead with this need. And it&#8217;s called certainty. Certainty is knowing what&#8217;s going to happen<br \/>\nis a survival mechanism. It is about control it affects how much risk we&#8217;re willing to take<br \/>\nin our lives. So when we talk about our individual risk tolerance that is directly<br \/>\nproportional to how high of a need for certainty that each of us have. So some of the<br \/>\ncomments that you might get that are driven by certainty you might hear things like am I<br \/>\ndefinitely going to see this metric like visits and conversion rate or bounce rate.<\/p>\n<p>Lea Pica: [00:10:56] I really want to see time on page or I really need to make sure that<br \/>\nI see that report and by this date and I want to see the slides in advance or how does<br \/>\nthis number compare to the industry standard of our biggest competitors. These are all<br \/>\nabout alleviating fears that we&#8217;re not in control of what&#8217;s happening with our campaigns<br \/>\nwith our landing pages with our lives. All of it comes down to control and certainty and<br \/>\nwhat it really comes down to for you is building trust. I have found that many times<br \/>\nstakeholders don&#8217;t trust that all of their needs are going to get met with our data<br \/>\npresentations and that is going to Peru at the base their need for certainty. So they ask<br \/>\nfor certainty in various ways. Some are direct and clear some are not so direct and can<br \/>\nbe very frustrating. So what can you do if you get these kinds of questions. First stop<br \/>\nand recognize that this is most human beings most important need. Say that to yourself<br \/>\nover and over. So this is all about reassurance. Give them reassurance that they&#8217;re<br \/>\ngoing to get what they&#8217;re looking for. That is essential. Reassure them that if you don&#8217;t<br \/>\nhave an answer for them during the meeting that they&#8217;re going to find out right<br \/>\nafterwards and you&#8217;re going to get back to them make sure that they know that you&#8217;re<br \/>\ngoing to have a conversation with them to hear them out about what kinds of concerns<br \/>\nthey have all about reassurance and that&#8217;s all about building trust.<\/p>\n<p>Lea Pica: [00:12:34] You want to let them know they can be certain that their needs are<br \/>\ngoing to get met and then all of their other needs are going to be able to be met a lot<br \/>\neasier. The next need is the counterbalance to that to certainty which is uncertainty and<br \/>\nvariety. So you know if our favorite fruit is apples and we ate apples three times a day<br \/>\nand that&#8217;s all we ate pretty soon. Oranges are going to start getting our mouthwatering<br \/>\neven though we thought apples was our favorite and we might even not want apples<br \/>\nany more uncertainty or variety is the spice of life and that definitely translates to how<br \/>\npeople look at and what they want to get from our presentations. Surprise me. I want<br \/>\nadventure. I want something new so no questions you might get are like stop showing<br \/>\nus the same metrics. Show me everything you have. Every metric you have in this<br \/>\nsystem can you make this prettier or flash. This looks kind of boring. God I&#8217;m so sick of<br \/>\nbar charts. All of those kinds of comments are all about and need for variety and<br \/>\nuncertainty.<\/p>\n<p>Lea Pica: [00:13:52] They want to know what&#8217;s going to happen but they also kind of<br \/>\ndon&#8217;t want to know what&#8217;s going to happen. It&#8217;s really a balance you have to strike. So<br \/>\nwhat can you do to help meet your stakeholders need for uncertainty. Well get more<br \/>\ncreative about what you&#8217;re going to present to them and the way to do that is to start<br \/>\ntalking to them ask them more questions ask them what&#8217;s hot on your plate right now.<br \/>\nWhat&#8217;s keeping you up at night. What is going to make you successful this quarter. And<br \/>\nif you can stop rehashing the same exact insights and metrics at every meeting I would<br \/>\nlove to see more data presentations have less than 50 of the same metrics and maybe<br \/>\nfive with three changing every time you keep your North Star metrics in there and then<br \/>\nchange it up. Keep the high level pulse check stuff you know what people really need to<br \/>\nknow but then change up the major story points every time and it&#8217;s unlikely they&#8217;re going<br \/>\nto get bored in your boardroom. One of the best ways to do that is to adopt a<br \/>\npresentation planning framework that I teach in my workshops. So if you&#8217;re interested in<br \/>\nlearning more I again really highly recommend heading over to Leah peek dot com<br \/>\nslash workshops and getting you and your team equipped with the right tools sets and<br \/>\nmindsets for keeping them interested.<\/p>\n<p>Lea Pica: [00:15:15] Now the next need is probably the one that I see creating the most<br \/>\nhead scratching behaviors in meetings and presentations. That need is for significance.<br \/>\nThis is the need to have meaning importance. We all want to feel important and special<br \/>\nand unique and needed by others. We want to be seen by others and we want to be<br \/>\nworthy of their attention. And every day we as human beings need to feel significant to<br \/>\nthe people around us and we will figure out ways on how to get it. Now unfortunately<br \/>\nthis is the one that tends to rear its ugly unrecognized head the most during meetings.<br \/>\nThey look like incorrigible questions and comments. It looks like constant interruptions<br \/>\nrambling and taking things way off track. It looks like answering questions with more<br \/>\nquestions. You know this is the client or boss who is constantly calling you or checking<br \/>\nup on what you&#8217;re doing or always questioning you. During these meetings that is<br \/>\nactually probably an intensive blend of significance and certainty at play and those two<br \/>\nare the two needs buckets that most humans lead with every single day. You know I<br \/>\nonce witnessed a CEO outwardly dubbing himself the highest paid person in the room<br \/>\nand that he would gladly veto Anyone that disagreed with him simply because he was<br \/>\nthe hippo.<\/p>\n<p>Lea Pica: [00:17:00] So a lot of those things are kind of not the most attractive ways of<br \/>\nfilling those needs for people. So we have to think of ourselves how can we actually<br \/>\nmeet those needs so they don&#8217;t have to resort to those kinds of tactics. So a couple of<br \/>\nthe questions that I got back on social media. One of them was you know can you tell<br \/>\nus how are linked and followers performed on our site in the last year. And you know<br \/>\nthey had a total of five linked posts out of which the last one was 14 months ago. But we<br \/>\nstill really want to know how many followers do we have. Or it&#8217;s really important to see<br \/>\nhow many visits we got to the microsite definitely visits that hunger for understanding<br \/>\nhow shortened the people themselves are how important the website is. These are<br \/>\nways of feeding that significance bucket and it&#8217;s really important to recognize it for what<br \/>\nit is. Don&#8217;t judge. We all have that need and figure out how you can meet that need for<br \/>\nthem. So what can you do in these situations. I&#8217;m going to give you a formula for<br \/>\nsuccess that works really well to defuse people&#8217;s constant need for significance.<\/p>\n<p>Lea Pica: [00:18:21] Stop yourself from responding and listen. so hard I know but stop<br \/>\nand listen. Listen until they&#8217;re finished talking so often all we have to do to meet<br \/>\nsomeone&#8217;s need for significance is to just listen to them and let them finish talking.<\/p>\n<p>Lea Pica: [00:18:49] We are so well-trained to jump in and interrupt each other as soon<br \/>\nas we know someone is wrong. We know that they&#8217;re wrong. So we&#8217;re going to interrupt<br \/>\nthem ourselves. But listening is the key. No matter how off the rails they are stopping<br \/>\nand listening is the key. Then I&#8217;m going to give you the next key and this is even harder I<br \/>\nstruggle with this every single day. You&#8217;re going to acknowledge what it is they&#8217;re saying<br \/>\nyou&#8217;re going to do something that&#8217;s called mirroring. So I&#8217;m hearing you say that you&#8217;re<br \/>\nquestioning the numbers behind the last chart that we had because you saw something<br \/>\nthat&#8217;s making you think differently. Do I have that right? Yes. That&#8217;s called mirroring. You<br \/>\ndidn&#8217;t overlay your own interpretation of it. You didn&#8217;t overlay what you thought about it<br \/>\nand you didn&#8217;t overlay the solution to whatever it is they were saying you just mirrored<br \/>\nback exactly what they said. So once they say yes you have that right. Probe even<br \/>\nfurther ask can you tell me more about that. No. I know why. Why would I ask someone<br \/>\nwho is already taking so much air space to actually keep going. The reason is because<br \/>\nyou may get to the real meat of what they&#8217;re saying and defuse a potential<br \/>\nuncomfortable moment or argument during the meeting because they&#8217;re allowing to peel<br \/>\nthat onion back and I&#8217;ve seen conflict arise when we jump in to try to fix whatever the<br \/>\nfirst thing is that they&#8217;ve said. I&#8217;ve witnessed it all too many times. All we have to do<br \/>\nagain. This is your formula. You stop. You listen. You acknowledge them and then<br \/>\nprobe a little further.<\/p>\n<p>Lea Pica: [00:20:46] It is a recipe for success in meeting someone&#8217;s need for<br \/>\nsignificance when they are beginning to take up space in a meeting. And that formula<br \/>\nwill help you in all areas of communication in your life. All right now we&#8217;re coming to the<br \/>\nfourth need which is the need for love and connection. Now this one makes us think of<br \/>\nromantic love and connection and that may not apply to this corporate context however.<br \/>\nConnection is something that human beings need to survive. It is the oxygen of life. As<br \/>\nTony Robbins puts it and it happens to be a critical piece of our job satisfaction. I mean<br \/>\nthink about it. You&#8217;re probably happiest when your job rolls when you have a small<br \/>\ncommunity and you have people you can rely on and you have friends at work that all<br \/>\nbubbles up into love and connection. And we all need it. And believe it or not you can<br \/>\ncreate connection with your stakeholders and clients. If you want to reframe your<br \/>\nmindset around it you could choose to think of them as friends as compatriots as allies.<br \/>\nSo what can you do here. Try to relate to them find common ground with them you<br \/>\nknow. Do they love the same football team. Do they love playing tennis. Do they love<br \/>\nwatching stranger things. Do you have the same age kids. What&#8217;s the common ground<br \/>\nbetween you. Because relationships are all about relating. So do not be afraid to do it.<br \/>\nYou might find that you&#8217;re strengthening a bond and smoothing out some wrinkles with<br \/>\nthem along the way and that&#8217;s going to make your relationship with them a lot more<br \/>\nharmonious.<\/p>\n<p>Lea Pica: [00:22:45] Now these first four needs are what Tony calls the needs of the<br \/>\npersonality, basic humanness needs them. The next two needs are what he says are<br \/>\nneeds of the spirit, they reach towards the top of that Maslow period. I mentioned earlier<br \/>\nand they move us towards self actualization a sense of purpose and meaning to our<br \/>\nlives. So the people that lead with the next two needs are meeting the other four needs<br \/>\nso well that they&#8217;re able to reach from more beyond just basic survival day to day. The<br \/>\nfirst need in the spirit realm is for growth. This is the need for constant emotional<br \/>\nintellectual and spiritual growth and awareness. So who are these people these are the<br \/>\nstakeholders who are actually invested in understanding your work. They&#8217;re picking up<br \/>\nthe books you&#8217;re reading they&#8217;re bringing interest in and relevant and provocative<br \/>\nquestions to their meetings. They&#8217;re the ones sending you articles that seem like you&#8217;d<br \/>\nbe interested in them. You want to love these people. Make them your allies because<br \/>\nyour collaboration with them will make them savvier as stakeholders and that will<br \/>\nactually help them meet their incessant need for growth. So the next time you get<br \/>\nannoyed that a stakeholders peppering you with questions but they&#8217;re actually relevant<br \/>\nand they show a genuine interest in understanding first recognize that they just might be<br \/>\ntrying to meet their own need for growth and that could actually really benefit you. If you<br \/>\nlet it now the sixth and final need. And this is one I really hope everyone listening takes<br \/>\naway and thinks about this one long and hard.<\/p>\n<p>Lea Pica: [00:24:41] This one is contribution. Contribution is all about service to others.<br \/>\nIt is our highest purpose and selves on this earth. Acting as a member of the global<br \/>\ncommunity and giving something back in gratitude for the abundance that we have in<br \/>\nour lives it&#8217;s the idea that we have so much in our lives that we allow it to spill over to<br \/>\nthe others who really need it. So what do these people look like. People really focused<br \/>\non contribution have behaviors like philanthropy. They&#8217;re always pitching in to help.<br \/>\nThey&#8217;re volunteering to take on tough follow ups any way that they can help you they<br \/>\ndo. Please make these folks your allies as well because they will help you get stuff<br \/>\ndone. They will help you move mountains. They will be your advocates for big projects<br \/>\nand they tend to be a joy to be around because they&#8217;re the ones who are walking<br \/>\naround with a sense of innate contentment and maybe even radiance. And that&#8217;s<br \/>\npossibly because according to<br \/>\n[\/et_pb_toggle][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>[et_pb_section fb_built=&#8221;1&#8243; fullwidth=&#8221;on&#8221; _builder_version=&#8221;3.22&#8243; background_image=&#8221;https:\/\/leapica.com\/wp-content\/uploads\/2018\/09\/Lea-Pica-Podcast-6-Human-Needs-Stakeholders-Featured.jpeg&#8221; parallax=&#8221;on&#8221; global_colors_info=&#8221;{}&#8221;][et_pb_fullwidth_header title=&#8221;Decoding Difficult Stakeholder Speak with the 6 Human&#8230;<\/p>\n","protected":false},"author":2,"featured_media":4045,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[174,70,60,327],"tags":[],"_links":{"self":[{"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/posts\/4043"}],"collection":[{"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/comments?post=4043"}],"version-history":[{"count":2,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/posts\/4043\/revisions"}],"predecessor-version":[{"id":48591,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/posts\/4043\/revisions\/48591"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/media\/4045"}],"wp:attachment":[{"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/media?parent=4043"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/categories?post=4043"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/zohf.me\/lp\/wp-json\/wp\/v2\/tags?post=4043"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}