“Motivation” is about motion – getting something, or someone, to move. Our research shows that the type of conversation you use will materially impact the likelihood of your success. Here’s how it works.
Conversation for Understanding ONLY – Likelihood of Success = LOW.
Using an Understanding Conversation on its own is the least likely to succeed because understanding does not cause action. Even if someone really does understand the situation you are describing, and they understand Who else is involved, Where resources and results are located, and How to do it, it isn’t enough to ensure actions or results. They may not see that action is really necessary, or understand exactly What action to take, When to do it, or Why it would be more important than doing something else.
Another problem with using only the Understanding Conversation is that some people say it makes them feel manipulated: they suspect that you want something, but dislike having to figure out exactly what it is. Not everyone is good at reading signals and picking up hints. Understanding conversations alone can be interesting and informative, but are frequently insufficient to move people to act.
Conversation for Performance ONLY – Likelihood of Success = MODERATE TO HIGH
You can often be successful in moving others to action with just a Performance Conversation, because making a clear request of someone is a call to action. The power of a request is due to the three characteristics of a request:
- It is directed to a particular person, not a general statement about the circumstances.
- It specifies a particular action to be taken, or a result or outcome to be produced.
- It includes a definite timeframe – a “by when” for every request.
Saying, for example, “Will you buy me a 12-ounce box of Belgian chocolates to share with our guests after dinner tonight?” is more likely to get you the chocolate than saying, “It sure would be nice to have some chocolate.”
The biggest challenge of learning to use Performance Conversations effectively is learning to be specific about What you want, When you want it, and Why it matters to you. Your power comes from being specific, and improves with practice.
Conversations for Performance PLUS Conversations for Understanding – Likelihood of Success = HIGH
A very reliable way to get people into action is to use both of these conversations. Use the Understanding ones to engage them in a dialogue on what you’re thinking about Who-When-How a particular matter could be handled, and getting their input on that. Then use the Performance ones to clarify your request for What-When-Why they should get moving. If they accept your request, you’ve got a promise for action.
People tell us they are encouraged to take action when they know the specifics of what you want, including why it’s important to honor their promise to you.