1. ARKADIN WEBINAR SERIES – HUMAN RESOURCES
Needs Based Coaching
Andrew J. Calvert, Solution Architect
AchieveGlobal, Greater China & Singapore
September 12 2011

2. About AchieveGlobal
• Specialize in communication skills in the areas of
> Leadership,
> Sales force effectiveness and
> Customer Service / Experience management
> Innovation and Change management
• In 45 countries and territories
• Deliver in 30+ languages in dialects
• Local presence with Global best practices
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3. How much do we really know about what
motivates employees?
• There are many theories about human motivation – a scientific field for over 100
years.
• Scientific management
• Behaviorism
• Intrinsic Motivation
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4. The research is clear
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5. The Motivation Continuum
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6. Is there a better way to motivate
employees?
• Self Determination Theory: We all share three needs:
Competence
Relatedness
Autonomy
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7. Think of a time
• When you felt least motivated in your job
> Write in the chat box at the side about why you were de-motivated
• When you felt most motivated in your job
> Write in the chat box at the side about why you were so motivated
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8. So how do you conduct needs based
coaching?
• It needs to be a genuine two way dialogue
• Refrain from judgments and criticism.
• Avoid controlling expressions like “should,” “ought,” or “have to.”
• Be clear about the reasons for required structures and actions
• Share the “why” behind decisions, parameters, and requests.
• Collaboration on solutions and next steps
• Consider the explicit links between any solution and the employees basic
psychological needs
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9. Questions?
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10. Take our survey!
• We are gathering data on Asian attitudes to motivation – take our survey and stand
a chance to win a 16GB Apple iPad2
• http://www.zoomerang.com/Survey/WEB22CJ49AWZQR/
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11. Stay in touch!
Sign up for one of AchieveGlobal’s free e-newsletters
http://learning.achieveglobal.com/forms/enewsletterSignup
Follow me on Twitter @Calverta
Follow AchieveGlobal on Twitter @AchieveGlobal.sg
Connect with me on LinkedIn http://sg.linkedin.com/in/andrewcalvert
Ask me a question? Andrew.calvert@achieveglobal.com.sg
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12. References
• “Drive” by Daniel H. Pink
• RS Animate: The surprising truth about motivation:
> http://youtu.be/u6XAPnuFjJc
• www.sciencedirect.com: Personality and Individual Differences 43
(2007) 1037–1049 (Singapore based)
• http://jcc.sagepub.com/cgi/content/abstract/35/2/209 (Cross cultural
study)
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13. Bibliography
• Amabile, T. M. (1983). The social psychology of creativity. New York: Springer-Verlag.
• Assor, A., Roth, G., & Deci, E. L. (2004). The emotional costs of parents' conditional regard: A self-determination theory analysis. Journal of Personality, 72, 47-88.
• Baard, P. P., Deci, E. L., & Ryan, R. M. (2004). Intrinsic need satisfaction: A motivational basis of performance and well-being in two work settings. Journal of Applied
Social Psychology, 34, 2045-2068.
• Calder, B. J., & Staw, B. M. (1975). The interaction of intrinsic and extrinsic motivation: Some methodological notes. Journal of Personality and Social Psychology, 31, 76-
80.
• Chirkov, V., Ryan, R. M., Kim, Y., & Kaplan, U. (2003). Differentiating autonomy from individualism and independence: A self-determination theory perspective on
internalization of cultural orientations and well-being. Journal of Personality and Social Psychology, 84, 97-110.
• de Charms, R. (1968). Personal causation. New York: Academic Press.
• Deci, E. L., Connell, J. P., & Ryan, R. M. (1989). Self-determination in a work organization. Journal of Applied Psychology, 74, 580-590.
• Deci, E. L., Eghrari, H., Patrick, B. C., & Leone, D. (1994). Facilitating internalization: The self-determination theory perspective. Journal of Personality, 62, 119-142.
• Deci, E. L., Koestner, R., & Ryan, R. M. (1999). A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psychological
Bulletin, 125, 627-668.
• Deci, E. L., & Ryan, R. M. (1980). The empirical exploration of intrinsic motivational processes. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol.
13, pp. 39-80). New York: Academic Press.
• Deci, E. L., & Ryan, R. M. (1985). Intrinsic motivation and self-determination in human behavior. New York: Plenum.
• Deci, E. L., & Ryan, R. M. (2000). The "what" and "why" of goal pursuits: Human needs and the self-determination of behavior. Psychological Inquiry, 11, 227-268.
• Deci, E. L., Ryan, R. M., Gagné, M., Leone, D. R., Usunov, J., & Kornazheva, B. P. (2001). Need satisfaction, motivation, and well-being in the work organizations of a
former Eastern Bloc country. Personality and Social Psychology Bulletin, 27, 930-942.
• Eisenberger, R., & Cameron, J. (1996). Detrimental effects of reward: Reality or myth? American Psychologist, 51, 1153-1166.
• Harlow, H. F. (1950). Learning and satiation of response in intrinsically motivated complex puzzle performance by monkeys. Journal of Comparative and Physiological
Psychology, 43, 289-294.
• Herzberg, F. (1968). One more time: How do you motivate employees? Harvard Business Review, 46, 53-62.
• La Guardia, J. G., Ryan, R. M., Couchman, C. E., & Deci, E. L. (2000). Within-person variation in security of attachment: A self-determination theory perspective on
attachment, need fulfillment, and well-being. Journal of Personality and Social Psychology, 79, 367-384.
• Lam, C. F., & Gurland, S. T. (2008). Self-determined work motivation predicts job outcomes, but what predicts self-determined work motivation? Journal of Research in
Personality, 42, 1109-1115.
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14. Bibliography (continued)
• Locke, E. A., & Latham, G. P. (1990). A theory of goal setting and task performance. Englewood Cliffs, NJ: Prentice-Hall.
• Maslow, A. H. (1965). Eupsychian management. Homewood, IL: Irwin (Dorsey Press).
• Maslow, A. H. (1970). Motivation and personality (2nd ed.). New York: Harper and Row.
• McGregor, D. (1960). The human side of enterprise. New York: McGraw-Hill.
• Niemiec, C. P., & Ryan, R. M. (in press). What makes for a life well lived? Autonomy and its relation to full functioning and organismic wellness. In I. Boniwell & S. David
(Eds.), Oxford handbook of happiness. Oxford: Oxford University Press.
• Niemiec, C. P., Ryan, R. M., & Deci, E. L. (2010). Self-determination theory and the relation of autonomy to self-regulatory processes and personality development. In R.
H. Hoyle (Ed.), Handbook of personality and self-regulation (pp. 169-191). Malden, MA: Blackwell Publishing.
• Richer, S. F., Blanchard, C., & Vallerand, R. J. (2002). A motivational model of work turnover. Journal of Applied Social Psychology, 32, 2089–2113.
• Ryan, R. M. (1993). Agency and organization: Intrinsic motivation, autonomy and the self in psychological development. In J. Jacobs (Ed.), Nebraska symposium on
motivation: Developmental perspectives on motivation (Vol. 40, pp. 1-56). Lincoln, NE: University of Nebraska Press.
• Ryan, R. M. (1995). Psychological needs and the facilitation of integrative processes. Journal of Personality, 63, 397-427.
• Ryan, R. M., & Deci, E. L. (2000). Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. American Psychologist, 55, 68-
78.
• Scott, W. E., Jr. (1975). The effects of extrinsic rewards on "intrinsic motivation": A critique. Organizational Behavior and Human Performance, 15, 117-129.
• Shapira, Z. (1976). Expectancy determinants of intrinsically motivated behavior. Journal of Personality and Social Psychology, 34, 1235- 1244.
• Skinner, B. F. (1953). Science and human behavior. New York: Macmillan.
• Skinner, B. F. (1971). Beyond freedom and dignity. New York: Knopf.
• Vansteenkiste, M., & Deci, E. L. (2003). Competitively contingent rewards and intrinsic motivation: Can losers remain motivated? Motivation and Emotion, 27, 273-299.
• Vansteenkiste, M., Lens, W., Dewitte, S., De Witte, H., & Deci, E. L. (2004). The 'why' and 'why not' of job search behaviour: Their relation to searching, unemployment
experience, and well-being. European Journal of Social Psychology, 34, 345-363.
• Vroom, V. H. (1964). Work and motivation. New York: Wiley.
• White, R. W. (1959). Motivation reconsidered: The concept of competence. Psychological Review, 66, 297-333
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15. Thank you for attending the Webinar !
This webinar is jointly brought to you by :
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