Understanding Others: values, motivation, and what people actually want

Morris Massey's published model (The People Puzzle, 1980) of when values get laid down: Imprint (0-7), Modeling (7-14), Socialization (14-21), Business Persona (21-35). The age ranges align roughly with Piaget's cognitive stages and Erikson's psychosocial stages. The leadership implication: a man's values were largely set by what was happening around him when he was younger than he can remember; arguing with them directly is usually wasted breath.