1. On Motivation
From Psychotherapy to
Common Sense?
Maurizio Morselli

2. Motivation
 What is your definition of motivation?
 Last time you felt motivated…what happened…
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3. Motivation: An Alternative to
Psychotherapy
Why don’t employees do what they
are supposed to do?
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4. Motivation: An Alternative to
Psychotherapy
 Why don’t employees do what they are supposed to do?
SURVEY* SAYS!
1. They don’t know what they are supposed to do.
2. They don’t know how to do it.
3. They don’t know why they should do it. First item on the list was given
as first and second choice
4. They think they are doing it (lack of feedback).
99% of the time.
5. There are obstacles beyond their control.
6. They think it will not work.
7. They think their way is better.
8. They think something is more important (priorities).
9. There is no positive consequence to them for doing it.
10. There is a negative consequence to them for doing it.
11. There is a positive consequence to them for not doing it.
12. There is no negative consequence to them for not doing it.
13. Personal limits (incapacity).
14. Personal problems.
15. Fear (they anticipate future negative consequences).
16. No one could do it.
* Responses from 25, 000 supervisors and managers around the world. © 2000, Ferdinand Fournies 4

5. Motivation: An Alternative to
Psychotherapy
3 Key Principles About Behavior and Performance
 Behavior that is followed by a positive consequence (to the
individual behaving) will tend to repeat itself.
 Any consequence that occurs after an action and increases
the frequency of that action, is called positive reinforcer.
 Behavior that is followed by a negative consequence or a
painful event will decrease in frequency.
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6. Motivating…Managing…
Coaching…Leading : Which Is
Best?
 Motivating
 Managing
 Coaching
 Leading
EXAMPLES FROM YOUR EXPERIENCE?
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7. Truth:
EVERY SUCCESSFUL “LEADER”
MUST ALSO BE A “COACH”

8. From Managing to Coaching
Leader as coach continuum
Managing Coaching
Focus on: focus on:
-Telling -exploring
-Directing M O T I V A T I O N -facilitating
-Authority -partnership
-Immediate needs -long-term
-Typically, one specific development
Outcome -open to many
possible
outcomes
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9. Coaching Is About Helping
“You cannot teach a man
anything. You can only help him
discover it within himself.”
-Galileo Galilei
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10. Coaching: A Two-way Partnership
Coaching is . . . Coaching is not . . .
 A means for learning and  An opportunity to reactively correct
development someone’s behaviors or actions
 Guiding someone toward her or his  Commanding someone to do
goals something
 The mutual sharing of experiences  Being the expert or supervisor with
and opinions to create agreed upon all the answers
outcomes  About trying to address personal
 About inspiring and supporting issues
another person
Adopted from Interaction Associates 10

11. Support Actions for Success:
(Common Sense to Common Practice!)
 Purpose and Values Provide Purpose and Worthwhile work
 Empowerment
 Relationships and Communication Unleashing and Developing Skills
 Flexibility
 Optimal Performance Creating Team Power
 Recognition and Appreciation
 Morale Accentuating The Positive
Making Your Development Plan Happen! 11

12. A good manager provide an environment
open to discovery and partnership
“You cannot teach a man
anything. You can only help him
discover it within himself.”
-Galileo Galilei
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