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THE ICEBERG MODEL OF HUMAN BEHAVIOR The Iceberg Model of Human Behavior provides a clear understanding of why people do what they do. What is most noticeable about human beings are their words and actions. Human behavior (the tip of the iceberg) is primarily motivated by three internal motivators—attitudes, needs, and values, as shown by this graphic: Attitudes are our habits of thinking that influence our choices. For example, you may not feel like getting up early one morning, but you make a conscious choice to do so to meet a commitment. This choice may be motivated by your values (“I should make a contribution today”) or your needs (“I need to earn money for food today”). Here is how those motivations differ: Values-Motivated Behavior Needs-Motivated Behavior • What we should do • What we would do • What is right or reasonable • What is comfortable or easiest • What is most meaningful • What works • What we or others expect of us • What is most natural for us

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THE ICEBERG MODEL OF HUMAN BEHAVIOR

THE ICEBERG MODEL OF HUMAN BEHAVIOR

The Iceberg Model of Human Behavior provides a clear understanding of why people do what they do. What is most noticeable about human beings are their words and actions. Human behavior (the tip of the iceberg) is primarily motivated by three internal motivatorsattitudes, needs, and values, as shown by this graphic:

Attitudes are our habits of thinking that influence our choices. For example, you may not feel like getting up early one morning, but you make a conscious choice to do so to meet a commitment. This choice may be motivated by your values (I should make a contribution today) or your needs (I need to earn money for food today). Here is how those motivations differ:

Values-Motivated BehaviorNeeds-Motivated Behavior

What we should doWhat we would do

What is right or reasonableWhat is comfortable or easiest

What is most meaningfulWhat works

What we or others expect of usWhat is most natural for us


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