The following principles formally present the tenets of motivation analysis and summarize some of the content of this book.

If you want to predict what somebody is likely to do in real-life situations, you should find out what the individual wants, and then predict that he or she will try to get it. If you know somebody is motivated by ambition, for example, you can predict that the individual will spend long hours trying to get ahead. If you know somebody is motivated by status, you can predict that the individual will wear stylish clothes.

I recommend a two-step analysis when predicting behavior in natural environments. This strategy does not work every time, but it works much better than what behavioral experts are doing now. In Step 1, the motivation analyst determines the individual's intrinsically valued goals. In Step 2, the motivation analyst estimates the most likely way the individual will pursue his or her goals. Many factors can be taken into account in Step 2 including the individual's habits, cognitions, information-processing skills, and abilities. Consideration also should be given to behavioral contexts, environments, and situations.

Suppose two individuals — one interpersonally skilled and the other unskilled — have a strong-intensity basic desire for power. The skilled individual might pursue leadership or achievement opportunities; in contrast, the unskilled person might become bossy, pushy, controlling, or domineering.