Post on 04-Jun-2018
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Today’s Speaker
Heidi Grant Halvorson, Ph.D.
Associate Director
Motivation Science Center
Columbia Business School
How Motivational Focus DrivesPerformance
JULY 10, 2013Sponsored by
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Today’s HBR Moderator
Sarah Green
Senior Associate Editor
Harvard Business Review
Host, HBR IdeaCast
How Motivational Focus DrivesPerformance
JULY 10, 2013
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Questions
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JULY 10, 2013
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JULY 10, 2013
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Today’s Speaker
Heidi Grant Halvorson, Ph.D.
Associate Director
Motivation Science Center
Columbia Business School
How Motivational Focus DrivesPerformance
JULY 10, 2013
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 6/55
How Motivational Focus Drives Performance
Heidi Grant Halvorson, Ph.D.Columbia University
Motivation Science Center
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
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Not Everyone Sees the Carrot The
Same Way
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What Happens When I Get The Carrot?
Do I advance, or stay safe?
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Promotion & Prevention Mindsets
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How Do You Think About Your Goals?
At work, I am focused on keeping negative
events from happening.
I often find myself imagining how things could
go wrong.
In general, I am focused on seizing opportunities
and really going for it.
I often imagine myself experiencing good things
that I hope will happen to me.
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A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
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A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
What you ideally want to do What you feel you should do
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A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
What you ideally want to do What you feel you should do
Going from 0 to +1 (Not) Going from 0 to -1
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Promotion Focus = Seeking Gain
Love
Fun
Going for the win
Adventure
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Prevention Focus = Avoiding Loss
Costs
Security
Accuracy
Safety & Health
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Strengths
Promotion Prevention
Creativity Planning
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Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
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Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
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Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
Confidence Cautiousness
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Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
Confidence CautiousnessSeizing Opportunities Reliability
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Weaknesses
Promotion Prevention
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Weaknesses
Promotion Prevention
Ignoring Pitfalls
No Plan B
Mistakes/ Sloppier Work
Poor Maintainers
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Weaknesses
Promotion Prevention
Ignoring Pitfalls Missed Opportunities
No Plan B Conservative/ Status Quo
Mistakes/ Sloppier Work Slower
Poor Maintainers Inflexible
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Creating Motivational Fit
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
Not dwelling on past mistakes
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How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
Not dwelling on past mistakes
“Gut” decisions, relying on instincts
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How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
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How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
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How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
Learning from past mistakes
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How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
Learning from past mistakes
Decisions based on reasons and evidence
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Occupation That Fit
• Promotion-focused: artistic and investigative – Music teachers
– Copywriters
– Inventors
– Consultants
• Prevention-focused: conventional and realistic
– Administrators
–
Accountants – Technicians
– Lawyers
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Speaking Their Motivational Language
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You Want Them To Do X
PROMOTION PREVENTION
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You Want Them To Do X
PROMOTION PREVENTION
The benefits of doing X
Approach GAIN
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You Want Them To Do X
PROMOTION PREVENTION
The benefits of doing X The costs of not doing X
Approach GAIN Avoid LOSS
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Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice
Workplace
Incentives
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Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice Your aspiration is to score
at least 3 times out of 5 Your obligation is to miss no
more than 2 times out of 5
Workplace
Incentives
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Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice Your aspiration is to score
at least 3 times out of 5 Your obligation is to miss no
more than 2 times out of 5
Workplace
Incentives Good things that happen
when you meet targets Bad things that happen when you don’t meet targets
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Changing Focus
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Reasons Why
• PROMOTION
– Describe reasons in terms of gain.
• PREVENTION
– Describe reasons in terms of losses avoided.
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Consider Your Future
• What are your hopes and aspirations?
• What are your duties and responsibilities?
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Reflect on Your Past
• Times you have done something you ideally
wanted to do…
• Times you have done something you felt youought to do….
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Incentives
• $4 + $1 bonus if you succeed
• $5 - $1 penalty if you don’t succeed
• Everyone who meets sales targets gets a tripto the Bahamas
• Everyone goes on trip, except those who don’tmeet their sales targets
U d di P i & P i
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Understanding Promotion & Prevention
Helps YOU Succeed
• Capitalize on your strengths
• Embrace and compensate for your weaknesses
(especially leaders!)
• Use the strategies that will be most effective
for you
U d t di P ti & P ti
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Understanding Promotion & Prevention
Helps LEADERS Succeed
• Focus is easy to identify
• Make sure you have both types on your team
• Assign employees to tasks based on strengths
& weaknesses
• FEEDBACK should be tailored to fit focus, so
it’s more motivating and persuasive
U d t di P ti & P ti
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Understanding Promotion & Prevention
Helps TEAMS Succeed
• Take advantage of motivational strengths
• Stop fighting about who is right, and respect
different perspectives• Key is COMMUNICATION
• To grease the wheels, speak to one another
with focus in mind
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www.heidigranthalvorson.com
Thank You!
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Questions
We encourage your questions throughout theprogram. Type your question in the windowon the lower left portion of your screen.
JULY 10, 2013
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Thank you for joining us!
This webinar was made possible by thesupport of Citrix GoToMeeting.
Sponsored byJULY 10, 2013