Influencing with Incentives

Reflect on yourself for a moment, what motivates you to perform your best today?

What motivated you yesterday, last week, last year, or five years before?

Your answers are most probably varied. While some of your short-term motivators were similar, the middle to longer term motivators were variably different.

What does this tell us when it comes to influencing others? It means that incentives and penalties are effective when they align and are relevant to our present and future goals.

When influencing others to behave in a certain way, a deep understanding of what the other party wants is an absolute must. If I offer you company shares when you hit a key target, but you are one year from retiring, how likely are you work better and more effectively than before??

If we introduce incentive theory to our thinking, we accept that our actions are motivated toward gaining rewards, however:

• Incentives only become powerful if the importance of the individual place on the reward.?
• Rewards have to be obtainable in order to be motivating
• Applying the notion that: you are more likely to be motivated by food when you are hungry versus when you are full, in other words, you will be more motivated to finish a task or hit a target when you truly need the incentive.

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LinkedIn live: Optimizing Gender in Negotiation: what men can learn from women and women can learn from men with Suzanne de Janasz