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Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

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One of the first principles in management is understanding how to motivate others. This is an excellent presentation on understanding diversity in people as it relates to motivation.

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Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

  1. 1. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. How Motivational Focus Drives Performance Sponsored by featuring Heidi Grant Halvorson, PhD JULY 10, 2013
  2. 2. WEBINARS © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. www.hbr.org 2 OVERVIEW Motivating employees is more than just picking the right carrot. Motivational science has - - CONTEXT effectively. KEY LEARNINGS People are motivated not by carrots but by how they think about carrot attainment. - carrying negatives if not achieved. Which aspect people tend to focus on holds important There are two very different motivational mindsets: a promotion focus and a prevention focus. particular situation. A promotion mindset CONTRIBUTORS Heidi Grant Halvorson, PhD Associate Director, Motivation Sci- ence Center, Columbia University Business School Sarah Green (Moderator) Senior Associate Editor, Harvard Business Review JULY 10, 2013 How Motivational Focus Drives Performance
  3. 3. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. www.hbr.org 3 JULY 10, 2013How Motivational Focus Drives Performance A prevention mindset the goal is avoiding loss. Promotion-focus strengths include: - ting opportunities. Promotion-focus weaknesses include: - Prevention-focus strengths include: Prevention-focus weaknesses include: kinds of focus. - challenges. “We need to be tolerant of individuals’ weaknesses because they are likely to be the flip side of their strengths.” —HEIDI GRANT HALVORSON
  4. 4. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. www.hbr.org 4 JULY 10, 2013How Motivational Focus Drives Performance The promotion-focused become eager when motivated. - The prevention-focused are opposite in many ways. - language. doing X. When you want prevention-focused people to do X, describe the costs of not doing X. - “Your aspiration - tion framed as “Your obligation the situation they needed to avoid. - higher prices. “The key to influence and persuasion is to match the way you speak to the motivational language of the listener.” —HEIDI GRANT HALVORSON
  5. 5. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. www.hbr.org 5 JULY 10, 2013How Motivational Focus Drives Performance even the most promotion-focused person into a prevention mindset. So leaders can also get Understanding these concepts can help individuals, leaders, and teams succeed. OTHER IMPORTANT POINTS Know thyself. . Know thy hire. Marketers, listen up. - - More motivational wisdom. .
  6. 6. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com. www.hbr.org 6 JULY 10, 2013How Motivational Focus Drives Performance BIOGRAPHIES Heidi Grant Halvorson, PhD Associate Director, Motivation Science Center, Columbia University Business School Heidi Grant Halvorson is a rising star in Fast Company Forbes Business Daily Review SmartBlog on - - The prestigious journals. She is also author of and the Review eSingle . the Society for Personality and Social Psy- - tal Social Psychology. She received her Sarah Green (Moderator) Senior Associate Editor, Harvard Business Review Sarah Green is a senior associate editor at and host of the - She is a magna cum laude graduate of

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