Course: CMM 128 Interviewing Practices

Lecture Notes

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Maslow’s Hierarchy of Needs
Maslow argued that individual needs could be arranged from the most basic needs to the least basic needs. Appealing to as many needs as possible increases the value of what you are persuading someone to do and makes it easier to adapt to the interviewee since, if they have some needs met already, you can appeal to other needs. Below is a table that lists and provides examples of these needs.

Level | Name of Need | Examples | Picture
Most Basic
Physiological
Food, water, sleep, dreaming, oxygen, going to the bathroom.

“You’ll sleep a lot better with the warm comfort of our heating system coupled with a humidifier system.”
Safety
Clothes to keep you warm, an umbrella to keep you dry, locks on your door.

“Our special all-metal, insulated construction guarantees that no sparks will escape the furnace nor will the sides get so hot that a fire would start from contact with it.”
Belonging
& Love
Friends, a spouse, a pet, feeling part of the community, being part of a team.

“5% of every purchase today supports the local sports team.”
Self-Esteem
Winning a game, having possessions, having people admire you, feeling good about yourself.

“With this system, you’ll have the top of the line unit and be the envy of your neighbors.”
Least Basic
Self-Actualization
Doing things that fit your personality.

“Although this unit costs more, it is the environmentally right thing to do.”