What truly motivates people to change?
People change only when it’s demonstrably in their own best interests as defined by their values. Persuasion works when it connects change to a person’s “hot button,” not to abstract appeals they don’t care about.
Metaphor
Convincing someone to change is like trying to steer a river; it won’t shift course unless the new path flows downhill according to its own gravity. The gravity is their values, pulling them toward what feels right for them.
Real change happens when you align your message with that natural pull, not when you try to dam it with logic.
This principle sits at the intersection of Cognitive Psychology and Competencies and Skills. Understanding how values drive cognition is what makes influence authentic rather than manipulative.
Works Consulted
In addition to any sources cited above, the following works informed my thinking: (1)