Behavioral ManagementThe ABCs of Behavior (Operant Conditioning)

Antecedent

Behavior

Consequence

The “Setting Event” or the thing that sets the stage for behavior to occur

The performance or behavior – what a person does (anything a dead person cannot do)

The “Reaction” – a state or act resulting from the behavior

Behavioral ManagementReinforcement: The Four Consequences

• Get something good (desired)

Positive Reinforcement

• Avoid something bad (desired)

Negative Reinforcement

• Lose something good (undesired)

Penalty

• Get something bad (undesired)

Punishment

Increase Behavior

DecreaseBehavior

For more information: http://en.wikipedia.org/wiki/Operant_conditioning

Improving Organizational Performance

Most Effective

Least Effective

Extinction is the eradication of a behavior. You can extinguish a behavior by:

Using consistent punishment or penalty

Not providing any reinforcement (ignoring)

Notes:

Behaviors being extinguished generally flare stronger prior to stopping

People may be receiving consequences or reinforcements from other sources or intrinsically, so ignoring may not always extinguish

Unfortunately, in the absence of intrinsic rewards, you can inadvertently extinguish desired behaviors by ignoring them

Behavioral ManagementReinforcement: Extinction

How compelling is the consequence?

Behavioral ManagementReinforcement: Three Dimensions of Consequence

Perspective Positive or NegativeDoes the performer consider the consequence positive (desired) or negative (undesired)?

Timing Immediate or FutureDoes the consequence occur directly after the behavior, or sometime later?

Probability Certain or UncertainWhat is the likelihood that the consequence will occur?

The most compelling = PIC The least compelling = NFU

To motivate, choose consequences based on personal needs

Behavioral Management Reinforcement: The Six Personal Needs

Maslow’s Hierarchy of Needs The Six Personal Needs

Physiological: food water shelterSafety

Safety and securityOrder

Belonging Affiliation

Esteem Recognition

Self-actualizationPower

Achievement

Needs

Become

Motivators

Power

Order

Positive reinforcement has been proven to encourage discretionary effort – it makes people work harder than before

Negative reinforcement increases behavior but encourages only compliance or minimum performance (those who get negative reinforcement do only what is necessary to escape punishment)

Punishment and Penalty must be used sparingly on behaviors you want to extinguish – they do not encourage or shape positive behavior at any level

Whether or not a consequence is motivating is determined by the individual

Make consequences and action plans personal… tie to personal needs and motivators

Extinction occurs when someone does something and nothing happens. If your people do good work and you say nothing, you’re decreasing the chances that it will happen again.

Behavioral ManagementTips for Consequence Management

Daniels: Bringing Out The Best In People Daniels: Performance Management Fournies: Coaching For improved Work Performance Fournies: Why Employee Don’t Do What They’re Supposed To Do

Behavioral ManagementSome Recommended Reading