This presentation is based upon the book, ‘Why My Horse Doesn’t drink – Learn to serve your customer. “You can take a horse to the pond but cannot make it drink” is an old proverb. A horse wins race for his master, helps his master to charge on to the opposing army. However, the same horse sometimes kicks back, goes into the wrong direction and of course drinks only when it pleases. However, the irony is that it is true of human beings as well. If you lead a horse to the pond and it does not drink, is it a problem or a symptom? After reading the book ‘Why My Horse Doesn’t Drink’ one can be sure that refusing to drink is the symptom, not the problem. The problem could be lack of thirst, stubbornness, excessive fear, or refusing the way you are forcing it to drink. Similarly, human beings refuse to work or lose interest to perform for various reasons: • Lack of interest in the job • Stubbornness • Excessive fear of punishments • Inappropriate recognition or rewards • Conflicting demands of the superiors Have you ever wondered - • “Why doesn\'t this person work?” • “Why this person doesn\'t work on this project / assignment?” • “Why do I always get bad people (colleagues and superiors) to work with?” • “Could someone be more ungrateful than this person? • “Why does this colleague hate me?” • “Why does this person want to embarrass me?” If yes, go on reading this book, ‘Why My Horse Doesn’t Drink’. You will be able to explore: • Why some people behave in a particular fashion? • What makes people work and produce extraordinary results? • Why some people refuse to work even when they are paid better than others? • What makes people dissatisfied at the work place? • Why some people don’t get along with others? Apart from answering the above-mentioned questions, ‘Why My Horse Doesn’t Drink’ will help you understand basic human needs, which keep driving a person towards the goal one has set for oneself. This book will also answer the question as to why some people are highly motivated whereas others are not. Eventually ‘Why My Horse Doesn’t Drink’ will help you increase productivity of your team members by improving their job satisfaction. If you are faced with an unmanageable team or uncooperative colleagues, and your productivity chart is threatening to take downturn, you must read this book. With this book in hand, YOU WILL NOT ONLY TAKE YOUR HORSE TO THE POND BUT MAKE IT DRINK TOO!

1. “Why My Horse Doesn’t Drink”
1

2. “You can take a horse to the pond
but cannot make it drink”
‘It is true to human beings as well’
2

3. “Did you ever face questions”
• “Why doesn't this person work?”
• “Why does this colleague hate me?”
• “Why do I always get bad people to work with?”
• “Could someone be more ungrateful than him?”
• “Why does this person want to embarrass me?”
3

4. Refusing to work is it:
A problem or a symptom?
• Lack of interest in the job
• Stubbornness
• Excessive fear of punishments
• Inappropriate recognition / rewards
• Conflicting demands of the superiors
Human beings refuse to work due to any
of the above-mentioned reason (s)
4

5. “Why My Horse Doesn’t Drink”
P = F (M,A,E)
• P: Performance
• F: Function
• M: Motivation
• A: Ability
• E: Environment
5

6. “Why My Horse Doesn’t Drink”
Newton’s First Law of (Motivation) Motion
Every body persists in its state of rest or
uniform motion in a straight line, unless it
is compelled to change that state by force
impressed on it.
“Human beings too, do not change their state
of affairs unless a force is applied on them.
People do not take initiative or an action until
they are compelled to do so”.
6

7. “Why My Horse Doesn’t Drink”
“The premise of ‘Court of Justice’ is based upon
finding out the motive behind the crime. According
to law, the origin of the word ‘crime’ is from Latin
words ‘mens rea’ i.e., the ‘guilty mind’ without
which, any action remains an ‘act’ & not an offence.
According to the ‘Indian Penal Code’, a person is not to be
penalized by death or life sentence under section IPC - 302,
who has committed a murder for self - defense.
However, a person may be penalized under section IPC - 307
to a rigorous imprisonment for seven years for just taking shot
from a gun on somebody (not necessarily killing him/her if his
motive was to kill him, i.e. an attempt to murder”.
7

8. “Why My Horse Doesn’t Drink”
Newton’s Second Law of (Motivation) Motion
The rate of change of momentum of a
body is proportional to the applied force
and takes place in the direction in which
the force acts.
“The mass (individual’s competence) remains constant,
it is the person’s desire / interest (velocity) decides
the extent of his success. More the desire & interest
towards a particular job; better is his chance of success”
8

9. Motivation and Need Satisfaction
Unsatisfied
needs
Reassessment Leads to
of needs Tension
Reduction Create
in Tension Drives
Need Search for
Satisfaction Behavior
Goal directed
behavior
9

10. Accelerator vs. Brake
“Motivation is like an accelerator in a vehicle. A
vehicle keeps moving at the pace decided by its
accelerator. The moment accelerator is reduced,
vehicle’s speed reduces and it may come to a
standstill if there is no further acceleration.
Alternatively, if brakes are applied, there will
be an abrupt reduction in the speed of vehicle
and it may come to a standstill….
10

11. “Why My Horse Doesn’t Drink”
Is it MOTIVATION
Or
MANIPULATION???
11

12. “Why My Horse Doesn’t Drink”
"Leadership is the art of getting someone
else to do something you want done because
he wants to do it."
General Dwight David Eisenhower
12

13. “Why My Horse Doesn’t Drink”
“I'm slowly becoming a convert to the principle
that you can not motivate people to do things.
You can only demotivate them.
The primary job of the manager
is not to empower but to remove
obstacles.”
Scott Adams
13

14. “Why My Horse Doesn’t Drink”
How NOT to Demotivate
14

15. “Why My Horse Doesn’t Drink”
Demotivators originating due to lack of proper Supervision
• Lack of Direction
• Lack of Recognition
• Subordinates may become high headed
• People are expected to do good work
“Don’t catch somebody doing things wrong.”
catch somebody doing things right”
• Praise in public, reprimand in private.
Never offer a unfair reward or recognition
15

16. “Why My Horse Doesn’t Drink”
Demotivators originating due to lack of proper Supervision
• Be the ‘Neelkanth (Lord Shiva)’
• Close Supervision
• Inspected or expected job
• Reluctance of managers to empower team members
• Doubt on the capabilities of team members
• Doubting the integrity
• Freedom to perform
• Forcing people to work in their (manager’s) way
• Forcing Conflicting expectations of superiors
16

17. “Why My Horse Doesn’t Drink”
Demotivators originating due to inappropriate Leadership
• Unfulfilled Promises
• Denying a promotion or a request transfer
• Conflicting behaviors of superiors
• Feeling of favoritism
• Being a work-alcoholic
• Asking people to do what you wouldn’t like to do your self?
• Frequent changes in Standard Operating Procedures
17

18. “Why My Horse Doesn’t Drink”
‘Criticizing’ an Art
“Appreciation can make a day. Even change
a life. Your willingness to put it into words
is all that is necessary”.
Margaret Cousins
18

19. “Why My Horse Doesn’t Drink”
“DIFFERENT STROKES
FOR
DIFFERENT FOLKS”
Chankaya
• ‘Guptapragya’ means those who have undiscovered talent
• ‘Suptapragya’ means those who are talented but NO action
• ‘Truptpragya’ means those who are contented
• ‘Luptpragya’ means those who have lost interest
• ‘Pradiptapragya’ means those who are sharp and dashing
19

20. “Why My Horse Doesn’t Drink”
I am sure you must have read in ‘Ramayana’ the
episode of ‘Hanuman ji’ crossing the sea to reach
‘Lanka’. Until the time ‘Jambuvant’ persuaded him by
saying these words, “Kavan so kaj kathin jag manhi,
jo nahi hot tat tum panhi”
(which is that difficult task in
the world that you cannot do),
even Hanumanji couldn’t believe
that he can cross the sea.
20

21. “Why My Horse Doesn’t Drink”
Money and job satisfaction
are the two wings of a bird;
one is enough for survival,
but to fly high both
are required.
21

22. “Why My Horse Doesn’t Drink”
CONTENT
INTRODUCTION HOW NOT TO DEMOTIVATE
• Motivation: Case Studies • Demotivators:
• Motivation: Some myths - Due to lack of proper ‘Supervision’
• Motivation: What is it? - Due to poor ‘On the Job Performance’
• Motivation: Characteristics - Due to inappropriate ‘Leadership Style’
• Motivation: Need Satisfaction - Criticism - a demotivator
- Inappropriate communication
THEORIES OF MOTIVATION Signals indicating motivational problems
Early Theories of Motivation HOW TO MOTIVATE
• Hierarchy of Needs Theory
• Theory X and Theory Y - Different Strokes for Different Folks (Part I)
• Motivation - Hygiene Theory - Different Strokes for Different Folks (Part II)
- Behavior Modification
Contemporary theories of motivation • Behavior Shaping
• ERG Theory • Methods of Behavior Shaping
• Three Needs Theory MOTIVATING A TEAM
• Expectancy Theory
•Check for yourself: Are you a motivated manager?
Essence of Motivational Theories •Check for yourself: Is my team motivated?
22

23. “Why My Horse Doesn’t Drink”
Published by: VIVA Books Pvt. Ltd.
(163 pages, ISBN 81-309-0096-3)
4737/23 Ansari Road, Daryaganj, New Delhi 110 002, India, (9111-42242200)
vivadelhi@vivagroupindia.net
215-216, New Apollo Estate, II Floor, Mogra Lane, Andheri (E), Mumbai 400 069
vivamumbai@vivagroupindia.net
Jamal Fazal Chambers, 26 Greams Road, Chennai 600 006
vivachennai@vivagroupindia.net
B 103 Jindal Towers, 21/1A/3 Darga Road, Kolkata
vivakolkata@vivagroupindia.net
7, Sovereign Park Apts. 56-58, K.K. Road, Basavanagudi, Bangalore 560 004
vivabangalore@vivagroupindia.net
101-102, Moghal Marc Apts. 3-4-637 to 641, Narayanguda, Hyderabad 500 029
vivahyderabad@vivagroupindia.net
23

24. “Why My Horse Doesn’t Drink”
24

25. Vivek Mehrotra
www.vivekmehrotra.com
919998001326
25