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Page 1: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

© 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

Page 2: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

WEBINARS

© 2013 Harvard Business School Publishing. Created for Harvard Business Review by BullsEye Resources, www.bullseyeresources.com.

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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

Page 3: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

© 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

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

Page 4: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

© 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

Page 5: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

© 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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Page 6: Harvard Business Review-How Motivational Focus Drives Performance, by Heidi Grant Halvorson, PhD

© 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

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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


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