Motivation is defined as the process which encourages and guides behaviour. It is not easy to measure.
This slide set looks at a number of theories of motivation - Maslow, Herzberg, Vroom and goal theory.. It goes into detail about metaprogrammes and how your brain is wired. Your metaprogrammes impact upon your motivation and your behaviour.
This slide set covers the work of Shelle Rose Charvet. The motivational metaprogrammes are taken from her book "Words That Change Minds: Mastering the Language of Influence".
This slide set is available as a series of Lightbulb Moments cards. These have been well received as a valuable resource in education, training and coaching.
Lightbulb Moments are free to download from the Ei4Change website. http://goo.gl/qNc5qR
3. Theories of Motivation
Needs theories
Maslow’s hierarchy of needs
Herzberg’s two factor theory
Process theories
Expectancy theory
Goal setting theory
5. Contrasting Views on
Satisfaction and Dissatisfaction
Traditional view
SatisfactionDissatisfaction
- +
Hertzberg’s view
SatisfactionNo satisfaction
Satisfiers
Hygiene Factors
No dissatisfactionDissatisfaction
+
+
0
0
6. Herzberg’s Two Factor Theory
Dissatisfaction
and
demotivation
Not dissatisfied
but not
demotivated
Positive
satisfaction
and
motivation
Hygiene Factors Satisfiers
Rates of pay
Supervision
Working conditions
Job security
Status
Relationships
Interesting work
Challenging work
Opportunities for
achievement
Recognition
Advancement
8. Vroom’s Expectancy Theory
Effort linked to
Performance
E P
Expectancy Instrumentality
Performance
linked to Reward
P R
Reward
linked to Value
based on need
V(R)
Valence
-1 = avoiding the outcome
0 = indifferent to the outcome
+1 = welcomes the outcome
A person will decide to behave in a certain way as they are
motivated to select one specific behaviour over another
behaviour.
This is linked to what they expect the results of that
selected behaviour will be.
9. Goal Setting
Goals must be
SMART
S pecific
M easurable
A chieveable
R elevant
T ime bound
Writing down goals is vitally important.
Dedicating time to goal setting is a crucial part of
emotional performance development.
10. Core purpose / Vocation
Goals and objectives emerge from a person's core
purpose.
The strong desire to achieve outcomes is highly
energising and comes from within.
A sense of direction is combined with energy.
11. Problems with Rewards
They can extinguish intrinsic motivation
They can diminish performance
They can suppress creativity
They can displace good behaviour
They can encourage cheating, short cuts and
unethical behaviour
They can become addictive
They can foster short term thinking
12. Human Society Operating Systems
Motivation 1.0
Motivation 2.0
Motivation 3.0
Survival
Reward and
punishment
Engagement
13. The desire to be
self directed
The urge to get
better and better
The reason for being
Intrinsic Motivation
Purpose
Mastery
Autonomy
14. Meta-programs
Meta-programs are thought to …
be the most unconscious way of filtering information
be the most unconscious way of determining what
to pay attention to
change over time and from context to context
be different according to our state, the context in
which we are active and the amount of stress we
experiencing
17. Level
Does a person take the initiative or wait for others?
Acts with little or no consideration.
Motivated by doing.
Initiates action
Jumps into situations without thinking
Sets out to get the job done
Doesn’t wait for others
Motivated to wait, analyse, consider and react.
Waits for the situation to be right before acting
May consider and analyse without acting
Operates with caution
Plans to get it right first time
Proactive
Reactive
Motivation Traits
18. Level
Behaviours
Direct
Controlling
Impatient
Speaks quickly
Lots of movement
Takes the initiative, takes charge
Leaning in
Uses passive verbs
Uses infinitives
Speaks as though controlled
Thinks about things, analysing
Conditional
Cautious
Sitting for long periods
Proactive
Reactive
Motivation Traits
19. Level
Language
Short crisp sentences, direct and literal speech
“Just do it”
“Go for it”
Now
“Right away”
“Get it done”
“Let’s hurry”
Incomplete sentences, leaning back to consider
“Let’s think about it”
“This will clarify it for you”
“You might consider …”
“This will tell you why”
“The time is ripe”
“What if …?”
Proactive
Reactive
Motivation Traits
23. Motivation Traits
The words that are a person’s labels for what is good, right and
appropriate within a given context.
They incite a positive physical and emotional reaction.
They are labels for their values.
Criteria
24. Motivation Traits
Values
Personal labels for what is good, bad, awful, wrong, right,
wonderful etc.
Inspire people to work and live in their own individual ways
Criteria
Hot buttons
Words, phrases, situations or events that create a negative
emotional reaction
Conditioned by our life’s experiences
Different from person to person
27. Motivation Traits
Is a person’s motivational energy centred on goals or problems?
Motivated to achieve or attain goals. Good at
managing priorities.
Stays focused on their goals
Motivated to have, to get, to achieve, to attain, etc.
Has trouble recognising or identifying problems
Future orientated
Motivated to solve problems or to get away from
something.
Focuses on what may be, and what is, going wrong.
Recognises what should be avoided, what should be
removed and what should not happen
Good at trouble shooting, pinpointing obstacles
Energised by threats
Direction
Toward
Away From
28. Motivation Traits
Behaviour
Talks about goals, what they want
Focuses on targets
Pointing towards something
Head nodding
Gestures of inclusion
Working from strengths
S
Talks about situations to be avoided
Will drop everything to fix something
Arms indicating something to be removed
Shaking head
Gestures of exclusion of unwanted situations,
things
Works to solve problems
Direction
Toward
Away From
33. Motivation Traits
Does a person find motivation in judgements from external sources
or from internal standards and beliefs?
Decisions based on own internal standards.
Provides own motivation and standards
Knows within themselves about the quality of
their work
Has difficulty accepting direction and opinions
from outside
Needs outside feedback to make judgments.
Needs direction from outside
Takes information as instructions
Has difficulty starting or continuing a project
without feedback or approval
Source
Internal
External
34. Motivation Traits
Behaviours
Performance is evaluated based on their own
standards and criteria
Pointing to self
Sitting upright
Often pauses before answering
Limited facial expressions and gestures
Outside instructions are taken as information
Needs to compare their work to an outside norm
or standard criteria
Watches for responses
Facial expressions react to your response
Leaning forward
Gestures to a virtual other
Outside information is taken as a decision
Source
Internal
External
35. Motivation Traits
Language
“I know when I have done a good job”
“Only you can decide”
“It’s up to you”
“What do you think?”
“You might want to consider …”
“I suggest you think about …”
“My clients need …”
“It has been approved by …”
“You will make an impact if …”
“So and so thinks …”
“I would strongly recommend …”
“The experts say … / scientific studies show …”
Gives references
Source
Internal
External
39. Motivation Traits
Does a person continually look for alternatives
or follow established procedures?
Compelled to develop other procedures and systems.
Looks for possibilities and opportunities
Can create procedures but will choose whether to
follow them
Sees rules as guidelines
Prefers to follow and complete a set procedure.
Likes to follow a set process
Needs an established format to follow otherwise
can feel lost
Likes to complete a procedure and can follow it
over and over again
SourceReason
Options
Procedures
40. Motivation Traits
Behaviours
Gives a list of criteria
Energised by possibility, choice and desire
Uses hand gestures when weighing up alternatives
Starts new projects
Gets involved with set-up and development
Finishing not important
Tells a story with a beginning and an end
Has a strong sense of what is necessary
May use hand gestures to point to process steps
Likes facts
Works within the rules, regulations, policies and
procedures
SourceReason
Options
Procedures
41. Motivation Traits
Language
Gives a list of criteria
Opportunities
Lots of choice and options / Variety
“Another better way is …”
“An alternative is …”
“There has got to be a way!”
Substitutes ‘Why?’ with ‘How?’
Likes to tell stories of how things came to be
Talks about the right way to do things
Tried and tested
Speaks in procedures “First….then…after which…the
last step…”
SourceReason
Options
Procedures
45. Motivation Traits
How does a person react to change?
What frequency of change do they need?
Wants their world to stay the same. Likes certainty.
Will accept change every 10 years, provokes change
only once every 15 to 25 years
Prefers situations to evolve over time. Likes evolution.
Wants change every 5 to 7 years
Wants change to be different and drastic.
Likes revolution
Wants major change every 1 to 2 years
Likes evolution and revolution.
Needs change on averages every 3 years
Decision factors
with Exception
with Exception
and Difference
Sameness
Sameness
Sameness
Difference
46. Motivation Traits
Behaviourxx
Prefers to develop a depth of expertise
Likes to be able to demonstrate learnt skills
Focuses on what is common
Prefers to develop good expertise and experience
Focuses on what is marginally different
Loves change
Resists static or stable situations
Likes new challenges and experiences
Likes change
Likes revolution
Comfortable when things are evolving
Decision factors
with Exception
and Difference
Sameness
Sameness
with Exception
Sameness
Difference
47. Motivation Traits
Languagexx
“The same as …”
“As you already know …”
“Like before”
More and better
“It’s the same except …”
Totally different
Brand new
Completely changed
(Both Sameness with Exception
and Difference language is evident)
Decision factors
with Exception
with Exception
and Difference
Sameness
Sameness
Sameness
Difference
49. Motivation Traits
What is the
relationship between
your work this year
and last year?
Decision factors
50. Emotional Intelligence eLearning
Programmes
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