Our Blog

Subscribe to our

Go to SuccessDiscoveries now!

Learn more about this powerful program for high school and college students



by TTI Performance Systems, Ltd

There are three types of motivation. The first is FEAR MOTIVATION, a “do it or else we can replace you” approach. This motivation in negotiating is basically the “take it or leave it” approach. Fear motivation is the easiest form of motivation; however, it is a motivation based on intimidation. The person in power is unable to effectively create a climate for other types of beneficial motivation. The person in power resorts to fear tactics for motivation. “Take it or leave it” often gets results because the person will do what you ask for fear of loss. Fear motivation always results in inner anger and resentment against the person using the fear tactics. Sometimes the threat of loss or punishment for motivation must be used, but should only be used when all other methods have failed. Fear motivation is the lowest form of motivation and usually results in “when the cat is away, the mice will play.”

The second form of motivation is INCENTIVE MOTIVATION. Incentive motivation is the “carrot” held out that causes the person to want to run the race. “If you do this, then we will do this for you.” Incentive motivation can be very powerful and should be a part of a compensation plan; however, it is not the strongest or highest form of motivation.

The third type, CAUSAL MOTIVATION, is the highest form of motivation. Causal motivation occurs when an environment is created that causes people to WANT to work and be the best they can be. As the title implies, causal motivation is working toward a “cause.”


People will work their hardest for something or someone they believe in. To develop causal motivation there must first be a cause in which your team can believe in, and then the environment must be created that will cause the team to want to work toward the vision or goal. A causally-motivated environment is unafraid to answer the question “What’s in it for me?” People naturally want a return on their investment of time, talent, money, etc.;Some more than others. To expect people to work for your cause and your shareholders’ cause, without concern for their dreams and goals, is blindness to the way we are. People do things for their reasons, not yours.

Through The Nielson Group, TTI Performance Systems assessments can help you recognize and appreciate others' motivations and actions so you can create the right environment. The Nielson Group can also provide on-site high-impact workshops that enable the entire team to recognize, appreciate and adapt to increase effective communication and motivation. Ask about our popular workshops Dynamic Communication: Increasing Communication Through Understanding Behaviors and Your Attitude is Showing™: Increasing Communication Through Understanding Attitudes.

The Nielson Group can be reached at 972.346.2892 or through e-mail at workshops@nielsongroup.com. You can visit The Nielson Group at http://www.nielsongroup.com.


Contact: The Nielson Group at 972.346.2892
E-Mail: info@nielsongroup.com