Reflection (Chapter 10: Motivation and Coaching Skill)
The purpose of this chapter is is to provide the reader with specific ideas for motivating and coaching group members. A leader is supposed to be able to inspire people. Nevertheless, influencing others through specific motivation techniques and coaching is also necessary. Effective leaders are outstanding motivators and coaches. Motivation and coaching techniques are important because not all leaders can influence others through formal authority or charisma and inspirational leadership alone. Face-to-face, day-by-day motivational skills are also important. I. EXPECTANCY THEORY AND MOTIVATIONAL SKILLS Expectancy theory incorporates features of other motivation theories and offers the leader many guidelines for triggering and sustaining constructive effort from group members. The expectancy theory of motivation is based on the premise that how much effort people expend depends on how much reward they expect to get in return. Expectancy theory as applied to work has recently been recast as motivation management. The theory assumes that people choose among alternatives by selecting the one they think they have the best chance of attaining. Furthermore, they choose the alternative that appears to have the biggest personal payoff. A. Basic Components of Expectancy Theory All versions of expectancy theory have three major components. 1. Valence is the worth or attractiveness of an outcome. Each outcome in a work situation has a valence of its own. Valences range from – 100 to +100 in the version shown here. A valence of – 100 reflects intense desire to escape an outcome, whereas +100 indicates intense desire for an outcome. A zero valence reflects indifference. 2. Instrumentality is the probability assigned by the individual that performance will lead to certain outcomes. An outcome is anything that might stem from performance, such as a reward. An instrumentality is also referred to as a performance-to-outcome expectancy because it reflects the link between performance and outcomes. Each outcome has a valence of its own. And each outcome can lead to other outcomes or consequences, referred to as second-level outcomes. 3. Expectancy is the probability assigned by the individual that effort will lead to performing the task correctly. It is also referred to as effort-to-performance expectancy. If you have high self-efficacy (the confidence in your ability to carry out a specific task), your motivation will be high. For motivation to occur, the sum of all the valences must deviate from neutral, so that the person will work hard to attain or avoid the outcome. The expectancy and instrumentality must also be high. A seeming contradiction in expectancy theory requires explanation: People will engage in low- probability behaviors provided that the valence is extraordinarily high. 4. A Brief Look at the Evidence. Two researchers performed a meta-analysis of seventy-seven studies of how well various aspects of expectancy theory were related to workplace criteria such as performance and effort. Despite mixed evidence, the general conclusion reached was that the three components of expectancy theory are positively related to workplace criteria. Another finding was that effort expended on the job was positively correlated with valence. B. Leadership Skills and Behaviors Associated with Expectancy Theory Expectancy theory has many implications for leaders and managers with respect to motivating others. Some of these implications would also stem from other motivational theories and would fit good management practice in general. 1. Determine what levels and kinds of performance are needed to achieve organizational goals. 2. Make the performance level attainable by the individuals being motivated. 3. Train and encourage people. 4. Make explicit the link between rewards and performance. 5. Make sure the rewards are large enough. 6. Analyze what factors work in opposition to the effectiveness of the reward. 7. Explain the meaning and implications of second-level outcomes. Understand individual differences in valences. II. GOAL THEORY The core finding of goal theory is as follows: Individuals who are provided with specific, hard goals perform better than those who are given easy, nonspecific, “do your best” goals or no goals. At the same time, however, the individual must have sufficient ability, accept the goal, and receive feedback related to the task. A goal is what a person is trying to accomplish. Following are consistent findings from goal theory: 1. Specific goals lead to higher performance than do generalized goals. 2. Performance generally improves in direct proportion to goal difficulty. Goals that are too difficult can be frustrating, yet powerful goals can be inspirational. These powerful goals can be divided into sub-goals to facilitate attainment. 3. For goals to improve performance, the worker must accept them. (Recent experiments suggest, however, that the importance of commitment may be overrated.) 4. Goals are more effective when they are used to evaluate performance. 5. Goals should be linked to feedback and rewards. Rewarding people for reaching goals is perhaps the best-accepted principle of management. 6. Group goal setting is as important as individual goal setting. 7. A learning-goal orientation (wanting to learn) improves performance more than does a performance-goal orientation (wanting to look good). One explanation of the value of goals is that they establish a discrepancy between the real and the ideal. The accompanying arousal prompts the person to achieve the goal. III. BEHAVIOR MODIFICATION AND MOTIVATIONAL SKILLS Behavior modification is an attempt to change behavior by manipulating rewards and punishments. An underlying principle is the law of effect: Behavior that leads to a positive consequence is repeated, and behavior that leads to a negative consequence tends not to be repeated. A. Behavior Modification Strategies Behavior modification applies to both learning and motivation. The four key strategies are positive reinforcement, avoidance motivation (negative reinforcement), punishment, and extinction. A guiding principle for motivating workers through behavior modification is that you get what you reinforce. B. Rules for the Use of Behavior Modification Leaders can use behavior modification effectively by following certain rules: 1. Target the desired behavior. 2. Choose an appropriate reward or punishment. 3. Supply ample feedback. 4. Do not give everyone the same-sized reward. 5. Find some constructive behavior to reinforce (behavior shaping). 6. Schedule rewards intermittently. 7. Ensure that rewards and punishments follow the behavior closely in time. 8. Change the reward periodically. 9. Make the rewards visible and the punishments known. Substantial research indicates that behavior modification leads to important outcomes such as productivity improvement. An experiment in the operations division of a credit-card processing company found that monetary rewards based on the principles of behavior modification outperformed routine pay for performance (37 percent versus 11 percent). IV. USING RECOGNITION TO MOTIVATE OTHERS Motivating others by giving them recognition and praise can be considered a direct application of positive reinforcement. Recognition programs to reward and motivate employees are standard practice. Recognition is a strong motivator because it is a normal human need to crave recognition, and many workers feel recognition-deprived. To appeal to the recognition need of others, identify a meritorious behavior and then recognize the behavior with an oral, written, or material reward. Also, apply the rules for behavior modification. Because recognition is low cost or no cost, it has an enormous return on investment in comparison to a cash bonus. However, not everybody (particularly highly technical workers) responds well to recognition. An effective recognition award possesses at least one of the following qualities: (1) it has symbolic meaning, (2) it inspires pride of ownership, or (3) it helps to reinforce the philosophy or identity of the giver. V. COACHING AS A LEADERSHIP PHILOSOPHY Effective leaders who deal directly with other employees are good coaches. The quality of the relationship between the coach and the person coached distinguishes coaching from other forms of leader-member interactions. Coaching is a way of enabling others to act and build on their strengths. Coaching often increases productivity. A. Key Characteristics of Coaching Evered and Selman regard coaching as a paradigm shift from traditional management, which focuses heavily on control, order, and compliance. Coaching, in contrast, focuses on uncovering actions that enable people to contribute more fully and productively. Coaching is also seen as a partnership for achieving results. The link between leadership and coaching is explained using the following characteristics of coaching. 1. Coaching is a comprehensive and distinctive way of being linked to others in the organization. 2. Coaching is a way of being and relating that might ordinarily be explained away as the “art of management.” 3. Coaching is a two-way process, suggesting that a great coach needs great people to coach. 4. Coaching produces results only through the process of communication. 5. Coaching is a dyad, like leader/group member or director/actor. 6. Coaching requires a high degree of interpersonal risk and trust on the part of both people in the relationship. 7. Coaching generates new possibilities for action and facilitates breakthroughs in performance. Coaching also offers concrete advantages, such as higher motivation and the personal development of the people who are coached. B. Fallacies About Coaching Misperceptions about coaching are relevant to understanding the process. 1. Coaching only applies in one-to-one work. (In reality, the group can also be coached.) 2. Coaching is mostly about providing new knowledge and skills. (In truth, people often need more help with underlying habits.) 3. If coaches go beyond giving instruction in knowledge and skills, they are in danger of getting into psychotherapy. (In truth, coaches should simply follow the model of effective parents.) Note that most mental health professionals would take strong exception to this fallacy. 4. Coaches need to be experts in something in order to coach. (In truth, a great coach does not have to be a great player.) 5. Coaching has to be done face-to-face. (In truth, telephone and email can be effective substitutes.) VI. COACHING SKILLS AND TECHNIQUES Coaching skills are important because coaching is a direct way of influencing group members. If implemented with skill, the following suggestions will improve the chances that coaching will lead to improved performance. 1. Communicate clear expectations to group members. 2. Build relationships. 3. Give feedback on specific areas that require improvement. 4. Listen actively. 5. Help remove obstacles. 6. Give emotional support. One facet of giving emotional support is for the leader/ manager to be a toxic handler, a person who helps others deal with sadness and despair. 7. Reflect content or meaning. 8. Give some gentle advice and guidance. 9. Allow for modeling of desired performance and behavior. 10. Gain a commitment to change. 11. Applaud good results. VII. EXECUTIVE COACHING AND LEADERSHIP EFFECTIVENESS An executive coach (or business coach) is an outside or inside specialist who advises a person about personal improvement and behavioral change. Executive coaches provide such a variety of services that they have been described as a combination of “a counselor, adviser, mentor, cheerleader, and best friend.” Three examples of assistance offered by executive coaches are: o Counseling the leader about weaknesses, such as being too hostile and impatient, that could interfere with effectiveness. o Serving as a sounding board when the leader faces a complex decision about strategy, operations, or human resource issues. o Helping the leader uncover personal assets and strengths he or she may not have known existed. (An example would be discovering that the leader has untapped creativity and imagination.) A refinement of individual coaching is for the coach to work with both the individual and his or her work associates. The coach will solicit feedback from the group members, as well as involve them in helping the manager improve. Company evidence about the contribution of business coaching is sometimes impressive. In one study of 127 senior managers, the coached executives scored higher than a contrast group on a long list of measures including “results obtained,” and “building relationships.” A potential drawback of executive coaching is that advice and suggestions may backfire because they do not fit the culture. Also, the coach may not recognize a mental health problem. VIII. GUIDELINES FOR ACTION AND SKILL DEVELOPMENT The leader/manager should keep in mind available forms of recognition because recognition can be such a relatively low cost yet highly effective motivator. For the recognition technique to work well, it should have high valence for the person or group under consideration. Forms of recognition include (a) compliments, (b) encouragement for a job well done, (c) employee-of the month award, and (d) wall plaque indicating accomplishment.
The Science of Self Discipline: How Daily Self-Discipline, Everyday Habits and an Optimised Belief System will Help You Beat Procrastination + Why Discipline Equals True Freedom