Quick Reference — BA Frameworks at a Glance

🍕 Iceberg Mindset

▲ Above Surface

What they said — feature requests, stated problems, explicit needs

▼ Below Surface

What's really going on — fears, motivations, politics, identity

3 Layers to Probe:
L1: Behavior/Request — "What did they ask for?"
L2: Perception — "Why do they think this is the answer?"
L3: Core Need — "What outcome do they really need?"

5 Whys: "I need a dashboard" → metrics → track performance → report to boss → prove value → secure budget

📈 4 Mindset Shifts

Judge → Curious Suspend judgment. Ask before assuming.

Fix → Understand Don't jump to solutions. Explore the problem.

Surface → Deep Look past the request to the real need.

Tell → Ask Stakeholders have answers — draw them out.

Scribe → Consultant → Passionate. Where are you today?

📝 7 Levels of Needs

Problem Zone (L1-L3)

L3: Perception & Assumptions — "Why this solution?"
L2: Pain & Frustration — "What triggered this now?"
L1: Behavior/Feature — "What specifically was asked?"

Solution Zone (L4-L7)

L4: Expectations — "What does success look like?"
L5: Core Need — "What worries you most?"
L6: Business Value — "What's the impact?"
L7: Vision & Identity — "Who do you want to become?"

Reverse map: Start at L7 (Vision) → work down to L1 (Feature). The real need is at L5.

🔎 MHUI — Structured Discovery

M — Masalah

Trigger? Who's affected? Cost of inaction? Evidence it's the real problem?

H — Harapan

Success criteria? Must-have vs nice-to-have? Timeline driver?

U — Usaha

What was tried? What worked/didn't? Lessons learned? Cost of attempts?

I — Ide

Best path? Alternatives? Validation? Smallest next step?

📈 5 Communication Stances

Stance	Behavior	Cost	Congruent Shift
Placating	Agree to avoid conflict	Resentment builds	"I hear you, and I also want to share..."
Blaming	Point fingers to control	Trust erodes	"Let's look at what happened and learn."
Super Reasonable	Hide behind logic/data	Connection lost	"I have the data — how does this feel to you?"
Irrelevant	Distract to avoid discomfort	Nothing resolved	"This is uncomfortable — let's stay with it."
Congruent	Authentic & present	Builds real trust	(Already there — stay grounded)

Recognize → Pause → Choose → Shift

📖 BA Frameworks — Quick Reference