motivation是什么意思ivation的用法读音典

T

DrBertieduPlessis

MOTIVATION

Seven

basic

LAWS

Content

Youcanonlymotivatepeopleforsomething

Onlyaminoritywilleverbetruly,

Peoplecanendurealmostanythingifthey

knowthereisatimelimittowhattheyhaveto

Wearemoreeasilymotivatedbythefearof

Tell,don’tbeg!.............................................23

Habit,habit,habit!......................................26

3

Thehometruth:

Thereisnosubstituteforleadership!

4

Introduction

owdoyoutogetpeopletodowhatneeds

tobedone?Surelythisisoneofthe

majorchallengesfacingmanagersand

allyintoday’slabour

environmentwherethemagicrecipeof

Americanbusinessisnotanoption.

AlanGreenspan,ChairmanoftheFederalReserve

oncerepliedtoaquestiononthesecretforthe

phenomenaleconomicsuccessoftheUnitedStates

withthefollowingremark:‘Onlytwowords,

“You’refired!”’

Itisofcoursequestionablewhetherevensucha

threatwill,ifusedexclusively,inthelongrun

modernknowledgeeconomiesdemandmore

accountabilityand

initiative.

Thesethenarethetwokeyissuesatstake:

‘Howcanwemotivatewhenpersuasion

andnotauthoritariancommandisthetool

atourdisposal?’

H

5

‘Howcanwemotivatesothatwegetinner

commitmentandnotmereoutward

compliance?’

Thesequestionstouchmorethanourrelation-

shipswiththosethatreporttousinthework-

place.

Theyareasimportantathomeinourrelation-

shipswithourchildren(Howdoyoumotivatea

teenager?!)

wemotivateourselves,keepingournewyear’s

resolutions,loseweight,exerciseandreachour

life’sgoals?

Inthefollowingbookletitisbacktobasics,the

utthroughthecosycotton

wooloffadsandfashiontothe(sometimes)

unpalatabletruth.

Pleasereadon…

6

Law#1

Youcanonlymotivate

peopleforsomething

theywanttodo

hetruthofthefirstlawscreamstoheaven.

erootof

endle小学生古诗100首 ssfrustrationinourhomesandin

ouroffices.

nowhow

difficultitistomotivateateenagertodochoresat

eofyearsago,tobeprecisein1999,

ontheeveofthecricketandrugbyworldcup

competitions,IdecidedthatIwantedsatelliteTV

ber

callingmyteenagesononmycellphonefromthe

car:’Pleasegetmeallthedetailsofwhereand

ten

minutesachirpyvoicecamebackoverthephoned

withdetailedinstructionsonwhat,whereand

hingorganizedtoperfection!Imagine

ifIhadaskedhimtofixtheleakingtap?!Hehada

T

7

wayhaveyoueverhadtroubleingettingakidto

learnhowtooperateaVCR?

Theartandscienceofmotivationisallabout

managingaroundourdislikesandfocusingonthat

whichdrivesus.

Unfortunatelylifeissuchthatwemustoftendo

boring,unpleasantroutinestoachievesuccess.

Togainnumericskillswemustlearnour

multiplicationtables;wemustlearnbyroteour

formulae;tolearnanewlanguagewemust

parrot-wiselearnthenewvocabularyandthe

conjugationoftheverbs.

Theartofmotivationistosho描写国庆节的诗句古诗 wpeoplethe

connectionbetweentheirinnerdesiresandthe

presenttaskoractionthatwewantthemto

execute.

#Takenote:

Thefirstlawemphasizestheimportanceof

can’tmakepeopledowhattheydon’twanttodo.

Ifpeopledon’tfittheirjobdescriptionstrytomove

8

’t

fundamentallychangepeople.

ETip#1

Putyourpeoplethroughaprocesstodevelop

exercisetounderstandwhatdrivesthem.

9

Law#2:

Onlyaminoritywillever

betruly,energetically

committed

lnevergeta

hundredpercentcommitmentfromeach

todaythat

motivationiscloselydependentoncertain

opleare

bornwithstrongerlevelsofmotivationand

commitment.

Theonlyteamsinwhichenmasseenergetic

commitmentarerealized,aretopclasscreativeor

sportsteamsworkingforagreatcauseinwhich

theyferventlybelieve,suchastheLosAlamosthat

builtthefirstatomicbomb,theoriginalteamunder

SteveJobsatAppleoragreatsoccerteamsuchas

ManchesterUnited.

Theseteamscomprisehugelygiftedpeoplewith

llinthetopsegmentof

F

10

Maslow’sfamouspyramidofhumanmotivation.

nttomakea

markinlife.

Unfortunately,asMaslow’sresearchindicated,

onlysomefourpercentofthepopulationfallinto

thecategoryofself-actualizes.

Largecorporationscannotonlyappointself-

renotenoughofthemtoget

aseitwouldbefartooexpensive.

Themajorityofpeoplewanttodotheirjob,they

willdoitconscientiously,butintheevenings重峦叠嶂 they

eal

lifeisnotatwork,butathome.

Theartofmanagementandofleadershipisto

stretchthismajorityofpeopleasfaraspossible;to

defendasmuchaspossibleagainstthemsliding

esmall,

incrementaladvantagesthatyoucreateinthisarena

withwhichyouleverageacompetitiveadvantage.

11

$Takenote

Youareindeeptroubleiftheself-actualizesin

ethe

youdotoinspire

yourpeople?

ETip#2

Youneedtogivepeoplecontinuousinjectionsof

tcontinuouslyinventnew

campaigns,servicedrives,andfunhappenings

roman

enterprisesuchasWal-Martwiththeir‘rah-

rah’activities.

12

Law#3:

Peopleneedmeaningto

keepgoing

hatkeptseeminglyfrailpeoplealive

intheharshconditionsofWorldWar

IIconcentrationcamps,while

apparentlyrobust,healthyindividuals

succumbedanddied?

Thisisthequestionthatintriguedthepsychologist

VictorFranklwhohimselfwasaninmateofoneof

thesedeathcamps.

Frankl’sanswerbecamethebasisforhis

psychologicalsystemthatprevailstothisday:

Thosewhocouldfindmeaninginlife,survived.

Thosewithoutsomegreatergoalthatgavemeaning

totheirlives,succumbed.

W

13

$Takenote

‘Vision’and‘mission’statementsshouldfunction

asguidelinestowhatthemeaningoftheenterprise

whereyouexplaintoyouremployees

andcolleaguesthemeaningofyourwork.

ETip#3

Paycarefulattentiontoyourvisionandmission

statements,whetheritbeforanenterpriseora

omplicatedlegaleseinyour

ople

explicit,clearreasonsthattheycanrelateto.

14

Law#4:

Peoplecanendure

almostanythingifthey

knowthereisatime

limittowhattheyhave

toendure

ivetimelimitswheneveryoucan.

Specifyclearlyhowlongdisruptive

interventions,suchasthe

implementationoflargeITprojectswilltake.

ThereisthebeautifulstoryoftheSpanishking,

CharlesVwho,intheseventeenthcenturydecided

thatheshouldlimittheuseoftortureinhisrealm.

Atthetimetorturewasanacceptedinstrumentto

getconfessionsfromsuspects.

Now,CharlesVhadnointentionofabolishing

torture(thatwasunthinkableatthetime!).Charles

VsimplyfeltthatasaChristianrulerhehad

somehowtohumanizetorture!Theresultwasone

G

15

ofthegreatexperimentsofalltimeinhuman

motivation.

Charlesorderedhistorturerstolimittheirtorturing

tothetimeittooktoreciteaspecificnumberof

‘HailMary’s,or‘OurFathers’,bothtraditional

Christianprayers.

esadisticof

thetorturersrecitedtheprayersatasnailspaceto

prolongthesufferingoftheirpoorvictims.

Charlesthenrealizedthatheshouldsetobjective

limitstotheprocess,soallthetorturerswere

issuedwitheggtimersandaspecifictimeset.

Afterawhilethetorturerscamebacktotheking

kedforpermissiontoput

reason?

Theyfoundthatwhenthevictimscouldseetheegg

timer,inotherwordswhentheycouldseehow

muchtimeremained,theywereabletoholdout

muchbetteragainstthetorturethanwhentheyhad

noideahowmuchtimehadpassed!

16

Peoplewillremaincommittedmuchlongerand

withmuchmorewillpowerifyousetthemileposts

clearlyandexplicitly.

$Takenote

Theworstthatyoucaninkeepingpeople’s

commitmentistomovethegoalposts

continuously.

ETip#4

Clearlysetoutarosterofactivitieswith

pen-endedtimelines.

17

Law#5:

Wearemoreeasily

motivatedbythefearof

lossthanbythe

promiseofreward

magineyouhavetochoosebetweenthe

followingtwofinallinesforyoudirect

marketingletter:

1.“Remember,returnyourreplytodayand

wintheholidayofalifetime!”

2.“Remember,returnyourreplytodayand

don’tloseoutontheholidayofa

lifetime!”

Researchhasshownthatthesecondoption

?People

aremorelikelytobemotivatedbythefearof

ld

argumentbetweenusingthestickandthecarrot

togetthedonkeygoing,itisclearlythestick

whichismorepowerful.

I

18

Numerousresearchstudieshaveproventhata

negativeslantworksmorepowerfullyin

motivatingcustomerstoreactthandopositive

ertheshiningexampleof

RobertRinger’sheadlineforDouglasCasey’s

book,CrisisInvesting:“Whyyouwilllose

everythinginthecomingdepression”.Thebook

spentfifteenweeksontheNewYorkTimes’

bestsellerlist.

Buthaven’tweallbeenbroughtupontheidea

thatyoumustbepositive?Wheredoesthisleave

optimism?Andwheredothese“new”ideas

comefrom?

epasttwentyyearsorsoanew

branchofpsychology,calledthe“psychologyof

financialbehaviour”hasenrichedour

understandingofhowpeoplearepersuaded,so

muchsothatwecannowbegintotalkofthe

lready

revolutionizedthewayinwhichpeoplelookat

artheprestigiousscience

magazine,ScientificAmericanevenranaleading

articlewiththetitle“Thescien钱塘湖春行翻译和原文 ceofpersuasion”.

Nexttime,maybe,Iwilltellyousomemoreof

19

theinterestinginsightsthatthisresearchhas

givenusintothebehaviourofourclients.

Theykeyinsightisthatpeoplearenot

necessarilyriskaverse,buttheyaremost

definitelylossaverseandwilldoalmost

roflossisthe

mostpowerfulmotivator.

Thisinsightissupportedbyanother,independent

Kahnemanreceivedthe

dthat

confrontingpeoplewiththepossibilityoflossis

twiceaspowerfulasthepromiseofreward.

Butitstillleavesuswiththequestion:“What

aboutoptimismandapositiveattitude?”

Wearemostpersuasivewhenweconveyto

f

somethinglikethis:“Evenifeverybodyaround

youmightbesufferingfearfullosses,youwill

havethatoneinamillionchanceofavoiding

loss!”

20

$Takenote

Doyourpeopleclearlyunderstandwhateverybody

mayloseifcommitmentfails?

ETip#5

Clearlydescribeyouroutcomesinaloss-benefit

format.

$Takenote

Thetruthinlaw#5isthereasonwhyincentive

soon

gettiredofthesameincentivesandtheneventhe

mostseductiveincentivebecomesade-motivating

factorinthelongrun.

ETip#6

Takeacloselookatyourincentivescheme.

Whenlastwasitoverhauled?

21

$Takenote

Ourfearoflosingisalsothereasonwhyyougain

commitmentbypaintingyourselfintoacorner.

Thinkofthefollowingexample:Declareopenly

thatyouhavestrongwillpowerandwhenyousay

declarethatyouwill

emadethecostofnot

keepingyourresolutionsohighthatyoucannot

affordtogobackonyourword.

ETip#7

Howcanyoumakethethoughtofnotachieving

yourgoalsasunacceptableaspossible?

$Takenote

ThetruthbehindLaw#5leadsustoanother

llcommitmentsfrom

retwobenefits:(1)small

commitmentsmeansmallinitialsacrifices(‘Give

mehalfanhourofyourtimeonceaweek…’);(2)

Havingoncegivenasmallcommitment,peopleare

unwillingtolosetheinvestmenttheymadeproject

andaremorepronetosustaincommitment.

22

ETip#8

Defineshort-termcommitmentsinsuchaway

thatyoucannotbutsucceed.

23

Law#6:

Tell,don’tbeg!

Heproperuseofauthorityisoneofthe

greatestchallengesintheprocessof

motivation.

Ilovethefollowingstorythathasitsoriginsin

theAngloAmericanCorporation.

Ayoung,upandcomingmanageraskedadvice

fromoneofAnglo’selderstatesmanonhowto

gaincommitmentforaprogram.

Theelderstatesmangavetofollowingreply:

‘James(afictionalname),youaretooyoungto

remember,butinthe1980sSABCTVrana

programbyaBritishwoman,Barbara

Woodhouseonhowtotrainyourdog.

‘Now,James’continuedtheelderstatesman,‘do

youknowwhatthesecretofhersuccesswas?

Heradvicewas:“Don’tbegthedog,tellthe

dog.”LetmetellyouJames,intheonehundred

T

24

yearhistoryofAngloAmericathingsonly

happenedwhenwetoldpeople,notwhenwe

beggedthem!’

Don’tconfusethisstatementwith

alfactthisadviceis

basedonafoundationofdeeprespectforthe

individualworker’

peoplehaveaninnatesenseofresponsibility.

youstateanobjectiveasamatteroffactpeople

willobeywithoutresentment.

$Takenote

not

hidebehindtheconceptofconsultative

managementtoescapetheburdenofleadership!

ETip#8

Thekeyto‘the‘tell’‘don’tbegapproachisthat

communicationtheleadershouldexpressthe

lity

otreferringtothe

bodyofcommunication,buttoasingle

commandsentencethatlaunchesa与朋友交言而有信的意思 project,for

25

exampletheFinancialDirectorofalarge

corporationsendingthefollowi清明上河图十字绣 ngemailatthe

beginningofanewITproject:‘DearFinancial

Officers,Youwillknowthatwehavebeen

planninganewreportingsystemforsome

owatthepointof

notethatIexpectall

FinancialOfficerstousethenewsystemwhen

reportingfromthefollowingdate….Thankyou.

FinancialDirector.’

26

Law#7:

Habit,habit,habit!

eareallcreaturesofhabit.

Therecipeforlong-termcommitmentis:

Youpersuadepeopletomakeasmall

sacrificeby

Showinghowseriousthelosswillbeifthe

courseofactionisnotundertakenatthe

sametime

Youexudeoptimismthatthethreatcanbe

overcomeand

Inspirewithmeaning

Oncehavingsecuredinitialcommitmentto

takeasmallstepyoumustaccumulate

numerousofthesesmallsacrificesintoa

habit

enour

individualfailingwillpowerhasbeen

supersededbyhabit,continuous

commitmentbecomesapossibility.

W

27

$Takenote

Evenanactiv牛衣对泣的意思 itywhichinitiallywasunpleasantto

do(likegoingtogym),afterhavingbecomea

habit,t,inthe

endyouwouldrathergotogymthannotgo.

ETip#9

Scrutiniseyourbusinessforopportunitiesto

turnintohabits.

28

Action

oushouldnowunderstandthebasic

buildingblocksofmotivation

Usethisti六月二十七日望湖楼醉书的意思 cklisttochecktoevaluateyour

motivationalleadershiponyourcurrentproject.

YES

1Iknowwhichvaluesdrivemypeople

unasystematic

programtounderstandwhatmotivates

themindividually.

2Ihavehadtwodifferentdrivesduring

thepasttwoyearstoenergiesandinspire

mypeople

3Everybodyknowsexactlywherewefit

aclear,

explicitstatementexpressingwhywe

dowhatwedothatwecanhandto

newcomers

4Wehaveaclearsetofdeadlinesand

wekeeptothem

5Everybodyknowsexactlywhatwe

standtoloseifwefail

6IamconvincedthatIalways,without

fail,communicateoptimismand

enthusiasm

Y

7Ihaveoverhauledmyincentive

schemeattheendoftheprevious

financialyear

8Imakeapointofdefining

commitmentintermsofsmall

sa劝学原文及翻译注释 crifices

9Iamnotafraidtocommitmyself

publiclyinsuchawaythatIcannot

affordtofail

10Icancountatleast5habitsthatlead

tocontinuouscommitmentinmyteam

BertieduPlessishasbeeninvitedtolecturein5

differentdisciplinesatSouthAfricantertiary

institutionsandasaguestlectureroninnovationand

brainstormingfortheMorganUniversityAlliance’s

MBAprograminSouthAfrica.

Hewritesonmediaeventsandmarketingtrendsfor

RapportnewspaperandistheauthoroftheOfficial

1998YearofScienc留侯论原文及翻译注音 eandTechnologyCalendaraswell

asbeingapublishedessayist.

DuPlessisisanaccomplishedfineartistandhiswork

isinpublicandprivatecollectionsinSouthAfrica,

theUSA,CanadaandtheUK.

Heisanexpertfacilitatorwhofocusesonstrategic

positioningforenterprises,projectsandproducts.