1. Motivation Chris Chen & John E. Jones American Society for Training & Development

2. Maslow’s Hierarchy of Needs Survival Security Sense of Belonging Self-Esteem Self- Actualization

3. Values... l …define and prioritize what each of us wants out of life. l …typically change very little after we reach adolescence. l …are beyond the ability of the supervisor to influence.

4. Examples of Personal Values l Career success l Material wealth l Close relationships l Honesty l Good citizenship l Personal hygiene l Loyalty l Family l Freedom l Health l Integrity l Prominence

5. Our Beliefs... l …are how we think the world works. l …combined with values, drive our behavior. l …are powerful leverage points for supervisors in motivating others. l …may be irrational.

6. Examples of Beliefs l “It’s not what you know, but whom you know.” l “If you work hard, you will get ahead.” l “I will work at my current employer until I retire.” l “Nice guys finish last.” l “Nothing I do makes a difference.”

7. Values + Beliefs  Behavior Values Beliefs Behavior

8. Values and Beliefs Worksheet Self Other ValuesBeliefs Win/Win Strategy Situation Concern

9. Copyright © 2001 Chris Chen & John E. Jones