| (1) | All People are motivated. |
| | | We cannot motivate them. |
| | | We can only guide them by their motivations. |
| (2) | People do things for their own reasons; not for yours or mine. |
| | | Show people what they want and they will move heaven and earth to get it |
| (3) | People change because of pain. |
| | | When the pain of staying the same becomes greater than the pain of changing, people will change. |
| (4) | The key to all effective communication is identification. |
| | | When something becomes personal, it becomes interesting. |
| (5) | The best way to get people to pay attention to you is to pay attention to them. |
| | | Little things mean a lot. |
| (6) | Pride is a powerful motivator. |
| | | Everybody is proud of something. |
| (7) | You cannot change people; only their behaviors. |
| | | Attack the behavior; not the person. |
| (8) | The worker's perception becomes the supervisor's reality. |
| | | What they see is what you get. |
| (9) | You consistently get the behaviors you consistently expect and reinforce. |
| | | Reinforcement can be positive or negative. |
| (10) | We all judge ourselves by our motives; but we judge others by their actions. |
| | | Any of us can do anything we can convince ourselves we are justified in doing. |
