This brief slide show reviews recent research and insights from Daniel Pink from his book, Drive on what really motivates us.

1. Motivation
The Basics and More
Presented by
George Hendley

2. The Story
Motivation is a...
Conundrum- a riddle whose
answer contains a pun; any puzzling
question or problem
George Hendley Presentations

3. Our Objectives
• To Confirm Principles of Motivation and
Delegation that you already know
• To Share Principles or Insights of Motivation
and Delegation that will be new to you
• To Stretch and Challenge your thinking about
Motivation and Delegation to cause you to
consider (and try) new thoughts and actions
• To have PHUN doing it! 
George Hendley Presentations

4. ? WHY ?
• WHY uncovers the reason or motive
• WHY X 5 with your partner...quickly
– Start with ‘Why are you here today’?
– Drill deeper with at least 4 more WHY questions
– Demonstration...
• What did you learn about her/his motive(s)?
• Were they the same or different than yours?
• If different, HOW were they different?
George Hendley Presentations

5. Motivation is...
• Simple, yet deeply complex- WHY?
• Personal, yet universal
– No two people are motivated by the same things,
in the same way and with the same intensity; yet
ALL are motivated!
• Situational, yet general (continuous)
– Every situation will bring about a host of different
motivational factors for each person; yet in every
situation you will have a ‘cause and effect’
reaction due to the perception you have
George Hendley Presentations

6. Going Inside
• Ask the question, ‘What motivates me?’
– Your top 3-5 motivators- Share with your friend
• Next question, ‘What motivates
my spouse or best friend?’
– Their top 3-5 motivators- Share with your friend
• How many are the same? How many Different?
George Hendley Presentations

7. Whole Person Model
Behaviors are
Behaviors can
powered by our
be seen or heard
perceptions of the
by you and
environment and
others (DiSC)
our personal power Behavior
Emotions are part
Attitudes are tied of our feelings &
to our thinking Thinking- Feeling thoughts (EI)
and feelings
A value is
Our deepest, Values-Beliefs something you
most instinctive believe in; V&B
core; that which serve as a life
directs our Needs compass and help
behavior for direct/motivate all
survival and more your choices
(Maslow) Beacon Training

8. How Important are Values?
“Values provide the key to creating a framework that
people will operate in because the have agreed to
operate by these values. It is the values that we agree
to operate by that provide the discipline (intrinsic
motivation) that comes from within, so that external
discipline doesn’t need to be imposed. ...those values
must be shared by everyone.” Keith Ayers
Good to Great, Jim Collins- disciplined thought
and actions leading to a culture of discipline
George Hendley Presentations

9. Whole Person Model
Behaviors are
Behaviors can
powered by our
be seen or heard
perceptions of the
by you and
environment and
others (DiSC)
our personal power Behavior
Emotions are part
Attitudes are tied of our feelings &
to our thinking Thinking- Feeling thoughts
and feelings
A value is
Our deepest, Values-Beliefs something you
most instinctive believe in; V&B
core; that which serve as a life
directs our Needs compass and help
behavior for direct/motivate all
survival and more your choices
(Maslow) Beacon Training

10. Maslow’s Hierarchy of Needs
There is agreement and
disagreement on the
pyramid.
Most organizations
focus on providing
a combination from
these two or three
levels
George Hendley Presentations

11. Motivation- Before
• Drive- Daniel Pink
• Motivation 1.0- Survival based; live or die
• Motivation 2.0- seek reward, avoid punishment;
carrot and stick/ pleasure or pain
– Frederick Taylor- early 1900’s, Scientific Management
– Douglas McGregor- 1960, brought in some of Maslow’s
work and evolved 2.0 to become 2.1; both were/are still
unreliable! Empowerment and flexibility, a ‘con game’
– Dealing with Extrinsic motivation- We are irrational beings
having a strongly emotional side that clouds rationality
George Hendley Presentations

12. Motivation Now
• Motivation 3.0- The new, better way
– Not X (extrinsic), but I (intrinsic) that works in
today’s more heuristic (inventing, discovering) , minimally
algorithmic (step by step procedures) work environment
• Three primary motivators- A.M.P.
– Autonomy
– Mastery
– Purpose
George Hendley Presentations

13. Autonomy
• Auto- Self; Nomos- Law= Self directed or Self ruled
(not managed or directed by others)
• Command & Control brings compliance; M 2.0
• Autonomy brings engagement and huge benefits;
people want it on varying levels in the 4 T’s
– Task (what) Time (when)
– Technique (how) Team (with whom)
• Ultimately, WHO motivates you?
"Motivation is a fire from within. If someone else
tries to light that fire under you, chances are it
will burn very briefly." Stephen R. Covey
George Hendley Presentations

14. Autonomy
“Perhaps it’s time to toss the very word
‘management’ into the linguistic ash heap alongside
‘icebox’ and ‘horseless carriage’. This era doesn’t
call for better management. It calls for a renaissance
of self-direction.” Daniel Pink
“The course of human history has always moved in
the direction of greater freedom. And there’s a
good reason for that- because it’s in our nature to
push for it.” Richard Ryan
George Hendley Presentations

15. Mastery
Mastery is about achieving FLOW; the optimal state of living
in the moment, feeling totally in control, a state of full
engagement. Not bored, not anxious.
Mastery is:
A Mindset- It begins with how you see the challenge...
A Pain- Requires both effort and time, but more time (10
years...)
An Asymptote- A place or goal always being strived for, but
never fully reached
George Hendley Presentations

16. Mastery
"Only one who devotes himself to a cause with his
whole strength and soul can be a true master. For
this reason mastery demands all of a person." -
Albert Einstein
George Hendley Presentations

17. Purpose
• A reason for being that is bigger than yourself
• Purpose has 3 realms of life in organizations
Goals-TOMS shoe company; ‘a for-profit company with
giving at it’s core.’ One for you, one for them...
Words- MBA Oath- ...my purpose is to serve the greater
good; the ‘they’ or ‘we’ mentality;
Policies- $$ doesn’t = Happiness! How you spend what you
have does have a positive impact on our well-being
The Purpose Driven Life- Rick Warren
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18. Purpose
“Purpose provides activation energy for living.”
Mihaly Csikszentmihalyi (author of Flow)
“A healthy society- and healthy business organizations-
begins with purpose and considers profit a way to move
toward that end or happy by-product of it’s
attainment.” Daniel Pink
George Hendley Presentations