APPROXIMATE TIMING Video and startup :15 Presentations 5 + 2 x :10 + 5 = :35 Discussion, critique , break, and video :25 Toolbox:40In-class exercise :45 Debrief - next assignment :10
START 1:15 END 1:55
Logic and Evidence Empathy Ethics Threats Power borrowed from others
John F. Kennedy ’s 1962 Rice University speech is replete with motivational triangle messages. We have chosen just one of the many motivation triangle sentences from this single speech to illustrate how you use this triangle. I quote, The exploration of space will go ahead, whether we join in it or not, and it is one of the great adventures of all time, and no nation which expects to be the leader of other nations can expect to stay behind in the race for space. Let ’s start with what each part represents. And we will start with resources. Not because it has to come first, it really does not matter which of these you commence with, so long as all three are present in the same thought. Resources are whatever the other person has that you want to use. They may have knowledge, skills, money, goods, supplies, connections, power. Whatever resources that person, or those people, have available to them. In Kennedy ’s speech, resources here are represented by the word, nation. Like all great leaders, Kennedy set up the audience. And by now, all listeners understand that here, the word, nation, is loaded with meaning. It is the people, the skills, the knowledge, the wealth, the desire. Everything that the nation embodies. And you will realise, that the money alone, whilst seemingly small these days, when you compare it to the bail out of the US banking system. But in 1962, this was a huge amount of money. All of it coming from tax payers. The second aspect in the motivation triangle is, values. These are the values of the other person, or people. Kennedy refers here to being the leader, a prized value for US citizens. It connects to being first, that is, winning. Part of the set up before this sentence. Kennedy also uses the, away from, motivation. Many people are motivated to get away from something over going towards a new thing. In this case he says, not, stay behind. Thirdly, there is the goal. This may be your goal as the leader, or it can of course be the other persons goal, when you are coaching them. The goal in Kennedys speech is the, race for space. Implying landing a man on the moon. But that part actually comes later. The motivation triangle is simply to communicate to the other person, that you want them to use their resources to achieve a specific goal and this will be of value to them personally. The result is motivation. Remember, motivation is the fruit of the evaluation of goals and resources used to achieve it. It is motivating only when the evaluation is valuable to the other person.
All you need to remember about motivating someone is in this triangle. Their resources – what you want them to use or give to achieve the goal. The goal itself. This is either your goal for them, or their goal for themselves. And their personal values. The more important the value is for them, the better. Your job is to link the resources to the goal that includes their personal value or values. The result is motivation. Not so difficult is it? Why do so many people find it difficult to motivate themselves or others? In our experience, this is simply due to two things. They only focus on linking the resources to the goal. They have not bothered to find out the values of the other person. Even, they have not bothered to find out what they themselves value.
Using the motivation triangle in an investment situation. The resources in this simple example are widgets. And the prospective client has money. The values. In this case, the prospective client used the words, faster and quickly, in regard to what was important for him in his production process. You might say, more efficient, productive, quicker. It is their value. And, use their word for their value. This may be the same as your chosen word. He also used the word, win, in respect of his goal. The word, win, is a value word too. It is critical that you use their word. Goals. The prospect in this example, wants his process to be faster so that he can win more contracts to supply goods to his customers. Our goal is for him to sign a document committing his money to buy our widgets. So, Mr Prospect. When you use our widgets in your process, your process will be faster, so that your company wins more supply contracts. The cost is 400 each widget, and when you have signed this document, I will make sure that we deliver the widgets to you faster than next week so that you can quickly win more supply contracts. By using the prospective clients personal values and the words he uses to describe those values, linking them to the widgets and his production process, and to the money and his process. Your prospective client is motivated to sign the document. This is just the motivation part. There is preamble. You must do all the work beforehand. You need deep rapport with the prospect, you need trust in the relationship. You also need widgets that will do what you say they will do. Otherwise, you might motivate the prospect to buy the first time. But if your widgets fail to do what you said they will do, you lose credibility, trust has then gone, you will not sell again.
Start 1:55 Poll: 2:20 Run as many teams as we have time for.
REVIEW Motivation START :2:40 END 2:50 OR EARLIER
Agenda Session 6
Video and startup- identify stakeholders
Q & A
Mistry Debrief +Toolbox: Persuasion &Motivation
Teams re-evaluate strategies and negotiate
Debrief, student feedback, next assignment
• Working back from Desired Outcome,
– Logos? Research?
– Pathos? Ethos?
– Big Names?
– Big Rewards?
– The Motivation fairy?
• The missing link: How to motivate!
• Which of the above would motivate:
• Mother Theresa?
• Warren Buffet?
• Lee Kuan Yew? 4
Elements of Persuasion
– Depend mainly on
– Your presentation
must invoke those
values that drive the
stakeholder to adopt
• You can’t reach the
target by yourself
John F. KennedyJohn F. Kennedy
“Ask not what
your country can
do for you, but
what you can do
“expects to be the
leader of other
[not] stay behind”
“race for space”
Martin Luther King Jr.Martin Luther King Jr.
“I have a
Motivation Triangle –Investment
You have: capital
We have: technology
to make better widgets
Our new technology will:
Make better widgets,
Make them faster, and
Provide healthy profits
investors get healthy
returns at low risk,
we earn good profits
In your teams, develop a persuasion logic
that you think would successfully motivate
all the Mistry stakeholders to adopt the
recommendations made by ONE of the
presenting teams. (I will assign the team)
Map your proposed logic to the Motivation
Triangle: how does it motivate stakeholders?
We will poll your teams after 15 minutes.
What did we learn….
• About business in the architecture industry?
• About sustainability?
• About motivating / persuading stakeholders?
• Will these lessons transfer to other contexts?
• Next Assignment- not a Mistry, but a mystery.