b"Chapter 5 Theirlogicalneedcorrespondstotheirrationalandeducational need. Their emotional need is information that touches them in a deeply personal way. The cooperative need is to understand the level of cooperation that different individuals need and then offer it appropriately.Thetrickwiththissystemistounderstandthatdifferentpeopleneed different things. For some people, a strong emotional appeal will outweigh logical explanations. For others, having the opportunity to collaborate will outweigh the emotional connection.Remember that if you know your audience, you will know what they need tobepositivelyinfluenced.Ifyouhavelimitedinformationaboutthe people you are trying to influence, you will be ineffective.10.Your sphere of influence: If you want to positively influence others, act from your sphere of influence. Leave the rest to others. Gone are the days when being a jack-of-all-trades is celebrated, as most peoplethesedaysappreciatemorepeoplewhounderstandthetarget medium and respond with expertise and experience to what people want.As a final thought, influencing people is all about centering your humanity.If you want to positively influence others, focus on how you communicate and improve the relationship with yourself first. It'shardtoinfluenceothersifyou'restilltryingtofigureouthowyou communicate with yourself.164Germain Decelles"