Expo is the most significant annual health and social care event in the calendar, uniting more NHS and care leaders, commissioners, clinicians, voluntary sector partners, innovators and media than any other health and care event. Expo 15 returned to Manchester and was hosted once again by NHS England. Around 5000 people a day from health and care, the voluntary sector, local government, and industry joined together at Manchester Central Convention Centre for two packed days of speakers, workshops, exhibitions and professional development. This year, Expo was more relevant and engaging than ever before, happening within the first 100 days of the new Government, and almost 12 months after the publication of the NHS Five Year Forward View. It was also a great opportunity to check on and learn from the progress of Greater Manchester as the area prepares to take over a £6 billion devolved health and social care budget, pledging to integrate hospital, community, primary and social care and vastly improve health and well-being. More information is available online: www.expo.nhs.uk

1. Learn your team’s language of motivation
Dr Robert Varnam
Head of general practice development, NHS England
robert.varnam@nhs.net @robertvarnam

2. Introductions

3. Objectives
 Reflect on motivation and language
 Understand ourselves & others better
 Make a plan

4. Leading change
Hurray!
No way!

8. Carl Jung Carl Rogers Elias Porter

9. Relationship Awareness Theory®
Elias Porter

10. Relationship Awareness®
A theory of relationships based on motivation under two
conditions:
1. When things are going well
2. During conflict

11. 1st Premise of Relationship Awareness
Behaviour is driven
by motivation to
achieve self-worth

12. 2nd Premise of Relationship Awareness
Motivation changes
in conflict

13. 3rd Premise of Relationship Awareness
Strengths, when overdone or
misapplied, can be perceived
as weaknesses

14. 4th Premise of Relationship Awareness
Personal filters
influence perceptions
of self and others

15. The Universal Motivation
Every person wants to
experience a sense of self-worth.
Self worth can come from:
 One’s self – being valued by yourself
 Others – being valued by others
…for the things for which you want to be valued.

16. Motivation, Intention, & Behaviour
…what you are trying to do.
Your self-perception
is based on…
…what they are seeing you do.
Their perception of
you is based on…
MOTIVATIONMOTIVATION
internal

17. Behaviour vs. Motivation
Behaviour:
the things that people do
Motivation:
the reasons for using behaviour

18. Behaviour
Motivation
Motivational Value
SystemTM (MVS)

19. A fairly constant set of motives and values
that serve as a basis for:
• Choosing and giving purpose to behaviour
• Focusing attention on certain things while
ignoring others
• Perceiving and judging self and others
Motivational Value System

20. Leading change
Hurray!
No way!

21. Motivational value systems
…a trip around the triangle

23. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Blue
Concern for the protection,
growth and welfare of others.
ALTRUISTIC–NURTURING
 Being open and responsive to the
needs
of others
 Seeking ways to bring
help to others
 Trying to make life easier for
others
 Trying to avoid being
a burden to others
 Ensuring others reach
their potential
 Ensuring others are valued
 Defending the rights of others

24. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Red
Concern for task accomplishment.
Concern for organization of people, time, money
and any other resources to achieve desired
results.
ASSERTIVE–DIRECTING
 Competing for authority, responsibility
and positions of leadership
 Exercising persuasion
 Being alert to opportunity
 Claiming the right to earned rewards
 Accepting challenges
 Accepting risk-taking as necessary
and desirable
 Demonstrating competitiveness

25. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Green
Concern for assurance that things have been
properly thought out.
Concern for meaningful order being established
and maintained.
Concern for individualism, self-reliance &
self-dependence.
ANALYTIC–AUTONOMISING
 Being objective
 Being right / principled
 Being in control of emotions
 Being practical
 Being cautious and thorough
 Being fair
 Being resolute
 Being serious
 Being their own “judge and jury”
 Being their own person

26. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Hub
Concern for flexibility.
Concern for the welfare of the group.
Concern for the members of the group and for
belonging in the group.
FLEXIBLE–COHERING
 Being curious about what others think
and feel, open minded and
willing to adapt
 Experiments with different ways of
acting
 Proud to be a “member”
 Likes to know a lot of people
 Likes to be known by a lot of people
 Likes to be known as flexible

27. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Red-Blue
Concern for the protection, growth and welfare
of others through task accomplishment and
leadership.
ASSERTIVE–NURTURING
 Actively seeking opportunities
to help others
 Persuading others to ensure
maximum growth and development of
others
 Being open to proposals for creating
welfare and security for others
 Creating enthusiasm and support in
tackling obstacles to success

28. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Red-Green
Concern for intelligent assertiveness, justice,
leadership, order, and fairness in competition.
JUDICIOUS–COMPETING
 Providing rational leadership that can
assess risks and opportunities
 Being decisive and proactive when all
the facts are in
 Challenging opposition through
thoughtful process and strategy

29. MOTIVATIONAL VALUE SYSTEM
VALUED RELATING STYLE:
Blue-Green
Concern for affirming and developing self-
sufficiency in self and others.
Concern for thoughtful helpfulness with regard
for justice.
CAUTIOUS–SUPPORTING
 Building effective processes and
resources to protect or enhance
welfare of others
 Supporting activities that lead to
growth
 Offering assistance for greater self-
sufficiency and independence
 Fighting for principles that are fair

33. What next?
robert.varnam@nhs.net
@robertvarnam
bit.ly/NHSexpoSDI www.personalstrengthsuk.com