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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.”
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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.
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