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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How Motivational Focus
Drives Performance
Sponsored by
featuring Heidi Grant Halvorson, PhD
JULY 10, 2013

2. WEBINARS
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OVERVIEW
Motivating employees is more than just picking the right carrot. Motivational science has
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CONTEXT
effectively.
KEY LEARNINGS
People are motivated not by carrots but by how they think about carrot attainment.
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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. © 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:
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ting opportunities.
Promotion-focus weaknesses include:
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Prevention-focus strengths include:
Prevention-focus weaknesses include:
kinds of focus.
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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. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com.
www.hbr.org
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JULY 10, 2013How Motivational Focus Drives Performance
The promotion-focused become eager when motivated. -
The prevention-focused are opposite in many ways.
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language.
doing X.
When you want prevention-focused people to do X, describe the costs of not
doing X.
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“Your aspiration -
tion framed as “Your obligation
the situation they needed to avoid.
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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. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com.
www.hbr.org
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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.
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More motivational wisdom.
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6. © 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com.
www.hbr.org
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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-
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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
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She is a magna cum laude graduate of