Negotiating motivation

(This is a repost from Filip’s original blog)

A couple of times per year I run a motivational seminar at university. “But you’re a negotiator – what can you possibly know about motivation!?”

Let me answer your question with another question: what is negotiation? Well, there are multiple definitions, and neither is clearly the best one.

I propose that a useful definition is to say that I negotiate when I try to influence you to work towards outcomes that will benefit me; e.g. give me more money.

So what is motivation then? Perhaps we consider motivation to be when I try to influence you to get excited about working towards a particular outcome that benefits you; e.g. quit smoking.

If these two processes look similar it’s because they are. And we can we continue our thinking – is it possible for me to convince you to pursue outcomes that would benefit both of us? E.g. making our shared business more profitable?

And taken even further, could I get you to pursue outcomes that will benefit you, me, and others? E.g. peace, security and a clean environment?

So, perhaps a useful definition of negotiation is then that I negotiate when I try to motivate you to work towards outcomes that benefit me, or you, or both of us, or everyone.

And which of these outcomes would make you most motivated..?

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s