Heidi Halvorson Webinar Slide PDF for Registrants

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8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 1/55 Today’s Speaker  Heidi Grant Halvorson, Ph.D. Associate Director Motivation Science Center Columbia Business School How Motivational Focus Drives Performance JULY 10, 2013 Sponsored by

Transcript of Heidi Halvorson Webinar Slide PDF for Registrants

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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

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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Follow the Conversation on Twitter

Use #HBRwebinar

@HBRExchange

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

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How Motivational Focus Drives Performance 

Heidi Grant Halvorson, Ph.D.Columbia University

Motivation Science Center

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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