Page 1
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 1/55
Today’s Speaker
Heidi Grant Halvorson, Ph.D.
Associate Director
Motivation Science Center
Columbia Business School
How Motivational Focus DrivesPerformance
JULY 10, 2013Sponsored by
Page 2
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 2/55
Today’s HBR Moderator
Sarah Green
Senior Associate Editor
Harvard Business Review
Host, HBR IdeaCast
How Motivational Focus DrivesPerformance
JULY 10, 2013
Page 3
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 3/55
Questions
We encourage your questions throughout theprogram. Type your question in the windowon the lower left portion of your screen.
JULY 10, 2013
Page 4
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 4/55
Follow the Conversation on Twitter
Use #HBRwebinar
@HBRExchange
JULY 10, 2013
Page 5
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 5/55
Today’s Speaker
Heidi Grant Halvorson, Ph.D.
Associate Director
Motivation Science Center
Columbia Business School
How Motivational Focus DrivesPerformance
JULY 10, 2013
Page 6
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 6/55
How Motivational Focus Drives Performance
Heidi Grant Halvorson, Ph.D.Columbia University
Motivation Science Center
Page 7
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 7/55
Not Everyone Sees the Carrot The
Same Way
Page 8
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 8/55
What Happens When I Get The Carrot?
Do I advance, or stay safe?
Page 9
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 9/55
Promotion & Prevention Mindsets
Page 10
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 10/55
How Do You Think About Your Goals?
At work, I am focused on keeping negative
events from happening.
I often find myself imagining how things could
go wrong.
In general, I am focused on seizing opportunities
and really going for it.
I often imagine myself experiencing good things
that I hope will happen to me.
Page 11
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 11/55
A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
Page 12
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 12/55
A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
What you ideally want to do What you feel you should do
Page 13
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 13/55
A Goal Can Be An Opportunity To…
GAIN AVOID LOSS
Achievements, Rewards,
Advancement
Danger, Punishments, Mistakes
What you ideally want to do What you feel you should do
Going from 0 to +1 (Not) Going from 0 to -1
Page 14
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 14/55
Promotion Focus = Seeking Gain
Love
Fun
Going for the win
Adventure
Page 15
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 15/55
Prevention Focus = Avoiding Loss
Costs
Security
Accuracy
Safety & Health
Page 16
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 16/55
Strengths
Promotion Prevention
Creativity Planning
Page 17
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 17/55
Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Page 18
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 18/55
Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
Page 19
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 19/55
Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
Confidence Cautiousness
Page 20
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 20/55
Strengths
Promotion Prevention
Creativity Planning
Innovation Maintenance
Speed Accuracy
Confidence CautiousnessSeizing Opportunities Reliability
Page 21
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 21/55
Weaknesses
Promotion Prevention
Page 22
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 22/55
Weaknesses
Promotion Prevention
Ignoring Pitfalls
No Plan B
Mistakes/ Sloppier Work
Poor Maintainers
Page 23
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 23/55
Weaknesses
Promotion Prevention
Ignoring Pitfalls Missed Opportunities
No Plan B Conservative/ Status Quo
Mistakes/ Sloppier Work Slower
Poor Maintainers Inflexible
Page 24
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 24/55
Creating Motivational Fit
Page 25
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 25/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Page 26
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 26/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Page 27
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 27/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Page 28
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 28/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
Page 29
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 29/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
Not dwelling on past mistakes
Page 30
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 30/55
How They Work Best
(What Feels Right? )
Promotion
Motivation = Eagerness
Optimism
Praise
Working for rewards
Not dwelling on past mistakes
“Gut” decisions, relying on instincts
Page 31
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 31/55
Page 32
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 32/55
How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Page 33
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 33/55
Page 34
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 34/55
How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
Page 35
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 35/55
How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
Learning from past mistakes
Page 36
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 36/55
How They Work Best
(What Feels Right? )
Prevention
Motivation = Vigilance
Realism (even Pessimism)
Criticism / Honest Feedback
Working to hang on to what I’ve got
Learning from past mistakes
Decisions based on reasons and evidence
Page 37
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 37/55
Occupation That Fit
• Promotion-focused: artistic and investigative – Music teachers
– Copywriters
– Inventors
– Consultants
• Prevention-focused: conventional and realistic
– Administrators
–
Accountants – Technicians
– Lawyers
Page 38
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 38/55
Speaking Their Motivational Language
Page 39
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 39/55
You Want Them To Do X
PROMOTION PREVENTION
Page 40
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 40/55
You Want Them To Do X
PROMOTION PREVENTION
The benefits of doing X
Approach GAIN
Page 41
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 41/55
You Want Them To Do X
PROMOTION PREVENTION
The benefits of doing X The costs of not doing X
Approach GAIN Avoid LOSS
Page 42
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 42/55
Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice
Workplace
Incentives
Page 43
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 43/55
Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice Your aspiration is to score
at least 3 times out of 5 Your obligation is to miss no
more than 2 times out of 5
Workplace
Incentives
Page 44
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 44/55
Approach Gain Avoid Loss
Selling Mugs Think about what you gain
if you choose this mug Think about what you lose if
you don’t choose this mug
Soccer Practice Your aspiration is to score
at least 3 times out of 5 Your obligation is to miss no
more than 2 times out of 5
Workplace
Incentives Good things that happen
when you meet targets Bad things that happen when you don’t meet targets
Page 45
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 45/55
Changing Focus
Page 46
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 46/55
Reasons Why
• PROMOTION
– Describe reasons in terms of gain.
• PREVENTION
– Describe reasons in terms of losses avoided.
Page 47
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 47/55
Consider Your Future
• What are your hopes and aspirations?
• What are your duties and responsibilities?
Page 48
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 48/55
Reflect on Your Past
• Times you have done something you ideally
wanted to do…
• Times you have done something you felt youought to do….
Page 49
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 49/55
Incentives
• $4 + $1 bonus if you succeed
• $5 - $1 penalty if you don’t succeed
• Everyone who meets sales targets gets a tripto the Bahamas
• Everyone goes on trip, except those who don’tmeet their sales targets
U d di P i & P i
Page 50
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 50/55
Understanding Promotion & Prevention
Helps YOU Succeed
• Capitalize on your strengths
• Embrace and compensate for your weaknesses
(especially leaders!)
• Use the strategies that will be most effective
for you
U d t di P ti & P ti
Page 51
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 51/55
Understanding Promotion & Prevention
Helps LEADERS Succeed
• Focus is easy to identify
• Make sure you have both types on your team
• Assign employees to tasks based on strengths
& weaknesses
• FEEDBACK should be tailored to fit focus, so
it’s more motivating and persuasive
U d t di P ti & P ti
Page 52
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 52/55
Understanding Promotion & Prevention
Helps TEAMS Succeed
• Take advantage of motivational strengths
• Stop fighting about who is right, and respect
different perspectives• Key is COMMUNICATION
• To grease the wheels, speak to one another
with focus in mind
Page 53
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 53/55
www.heidigranthalvorson.com
Thank You!
Page 54
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 54/55
Questions
We encourage your questions throughout theprogram. Type your question in the windowon the lower left portion of your screen.
JULY 10, 2013
Page 55
8/13/2019 Heidi Halvorson Webinar Slide PDF for Registrants
http://slidepdf.com/reader/full/heidi-halvorson-webinar-slide-pdf-for-registrants 55/55
Thank you for joining us!
This webinar was made possible by thesupport of Citrix GoToMeeting.
Sponsored byJULY 10, 2013