... we often tend to forget this; we cover it with a lot of theories and related names. A part of being human is the ability to empathize, deduct and learn from our experiences. What type of 'human' is Dick Spencer and how does it reflect on his actions? He is clearly very task and result driven. Following McClelland's theory of needs, which I quote in my book OBEA, we can place Dick in the n-Achievement corner. Also his attitude towards n-Power is strong, judging from the way he wants to control his environment. A great profile for a sales rep, as he proofs to be in his early years at Tri-American. But what about a business manager? As I proceed in my book; 'successful managers of large organizations exhibit self-control and a strong need for power that is greater than their need to be liked'. It still fits the ...

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