Motivation

The example of an iceberg shows the need to see under people's surface
behaviour; the need of a deeper insight.

Only 10% of an iceberg is visible on the surface, 90% is under the
waterline, invisible, but yet prominent.  If there is a wind coming from
left to right, just by seeing the visible mass, we think it will move the
iceberg to towards the right.  If, against all expectations, the iceberg
moves in the opposite direction (left), it is because, under the waterline,
there is a strong current running towards the left.

Sometimes you, as a leader, try to move people in a certain direction by
giving them orders, instructions, explanations and encouragement, but you do
it on the basis of what you see above the surface. The visible part
represents what is at the surface such as appearance, behaviour, manners
etc.  You do not see what moves them under the surface so you become
surprised and maybe frustrated seeing them move in the opposite direction.
The main part, which is the 90% not visible, is within the subconscious.
Under the surface (subconscious) you will find emotions, fears, attitudes,
deeply held values etc.

If you want to move people, if you want to motivate others for a project or
even just to reach others, you need to be aware of these kinds of things
that you find under the surface. The key to understanding others better is
to be more aware of your own feelings and under-currents, because, at a deep
level, we are very much alike. If you understand your own fears and strong
motivators, you will understand others much better.