Unspoken Motivators

According to the Iceberg Theory, the needs and wants of people are below the surface and not seen or spoken about, similar to the underside of an iceberg.

Failure to find these underlying/unspoken issues will make it more difficult to find the best solution within the negotiation.  Those items below the surface can be more powerful than the ones sitting right in front of you.

While thinking about the obvious motivators, can you find the hidden motivators?

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