Some foundational principles of behavioral management applied to work, and some recommended reading.

2. Behavioral Management
The ABCs of Behavior (Operant Conditioning)
The “Setting Event” or the thing that sets the
Antecedent stage for behavior to occur
The performance or behavior – what a person
Behavior does (anything a dead person cannot do)
The “Reaction” – a state or act resulting from
Consequence the behavior

3. Behavioral Management
Reinforcement: The Four Consequences
Positive Reinforcement Most Effective
• Get something good (desired)
Increase
Negative Reinforcement Behavior
• Avoid something bad (desired)
Improving
Organizational
Penalty Performance
• Lose something good (undesired)
Decrease
Punishment Behavior
• Get something bad (undesired)
Least Effective
For more information:
http://en.wikipedia.org/wiki/Operant_conditioning

4. Behavioral Management
Reinforcement: Extinction
Extinction is the eradication of a behavior. You can extinguish a
behavior by:
 Using consistent punishment or penalty
 Not providing any reinforcement (ignoring)
Notes:
 Behaviors being extinguished generally flare stronger prior to
stopping
 People may be receiving consequences or reinforcements from
other sources or intrinsically, so ignoring may not always extinguish
 Unfortunately, in the absence of intrinsic rewards, you can
inadvertently extinguish desired behaviors by ignoring them

5. Behavioral Management
Reinforcement: Three Dimensions of Consequence
 How compelling is the consequence?
Does the performer consider the consequence
Perspective Positive or Negative
positive (desired) or negative (undesired)?
Does the consequence occur directly after the
Timing Immediate or Future
behavior, or sometime later?
What is the likelihood that the consequence will
Probability Certain or Uncertain
occur?
The most compelling = PIC
The least compelling = NFU

6. Behavioral Management
Reinforcement: The Six Personal Needs
 To motivate, choose consequences based on personal needs
Maslow’s Hierarchy of Needs The Six Personal Needs
Order
Physiological: food water shelter
Safety
Needs
Safety and security
Order Become
Belonging Affiliation
Motivators
Esteem Recognition
Power
Self-actualization Power
Achievement

7. Behavioral Management
Tips for Consequence Management
 Positive reinforcement has been proven to encourage discretionary effort
– it makes people work harder than before
 Negative reinforcement increases behavior but encourages only
compliance or minimum performance (those who get negative
reinforcement do only what is necessary to escape punishment)
 Punishment and Penalty must be used sparingly on behaviors you want to
extinguish – they do not encourage or shape positive behavior at any level
 Whether or not a consequence is motivating is determined by the
individual
 Make consequences and action plans personal… tie to personal needs and
motivators
 Extinction occurs when someone does something and nothing happens. If
your people do good work and you say nothing, you’re decreasing the
chances that it will happen again.

8. Behavioral Management
Some Recommended Reading
 Daniels: Bringing Out The Best In People
 Daniels: Performance Management
 Fournies: Coaching For improved Work Performance
 Fournies: Why Employee Don’t Do What They’re Supposed To Do