Objectives
- Name the six social needs and their paired fears
- Recognize when a message is aimed at a need rather than at evidence
Video
Lesson
Hughes’s Six-Minute X-Ray describes six social needs, each with a fear on its other side: importance, approval, acceptance, intelligence, pity, and power. His own framing is that a person typically runs on two of the six, not all of them.
For this program, the use is defensive. Persuasion aimed at a need bypasses evidence. A message that offers you importance, or threatens you with looking foolish, asks for a decision on a channel unrelated to whether the claim is true.
The practical drill: name the need a message is aimed at, then restate the claim without that need and see what is left standing.
Terms
Faculty
Chase Hughes
NCI University (Neuro-Cognitive Intelligence)
Behavior profiling, elicitation, influence recognition
Taught here as method only. Marketing claims about rank or status, personal opinions, and any claim the published research does not support are left out. The deception-detection material is paired with the meta-analytic evidence on accuracy.
Bond and DePaulo (2006) found people average 54% correct lie-truth judgments. Behavior indicates stress or a change of state; it does not establish truth.