Professional Documents
Culture Documents
Motivating Your
Audience
Subject: Organizational Communication
Name: Muhammad Hashim Memon
Registration # 15523-15011
Program: EMBA
Specialization: Project Management
Theorists believe that there are following five techniques for motivating
audience:
1.
2.
3.
4.
5.
You are likely to be successful if your rewards include the following four
characteristics.
a) They must be important to the person who is being rewarded. Some
people might react to group acceptance, some to money and others to
recognition of the achievements.
b) Reward must be appropriate & sincere.
c) Effective rewards must be immediate.
d) Rewards dont have to be elegant.
One effective reward technique consists of breaking down large projects or
tasks into smaller components, & rewarding the participants at each step.
Most business communicators could be more successful if they used
punishment less and reward more often.
Herzbergs Research
Growth Needs
Self-esteem
Advancement (recognition)
Group affiliation
Working relationships
Safety
Survival
Deficiency
Needs
Working conditions
Safety
They may resist or deny the new information. In cases where the new
information conflicts with peoples important & well-established beliefs,
they are likely to resist your attempts at persuasion
As people move through life they build up a wardrobe of ideas and points
of view
II.
If you have been successful, your audience will neither resist nor devalue
the new idea; instead they will accept it & establish a new equilibrium.
How can you use peoples need for balance to get them to accept your
idea?
To emphasize an anxiety or a problem they have that is causing them
imbalance, then offer a solution that will make them feel balanced.
III.
Analyze both the costs and the benefits of the idea itself.
Analyze both the cost and benefits for audience.
Specify the benefits your audience will gain.
Through
procedures
To
Accomplish
results
Comptroller
Commander
Changes
Status Quo
Collaborator
Crusader
To
Accomplish
dream
Audience 1
The Comptroller
To motivate this boss, write in a matter-of-fact tone.
Incorporate a good deal of information, including method & data.
Instead of just stating one conclusion, offer various responses & your
conclusion from among them.
Emphasize tradition, process, and system.
Thats not the way we do things here.
Audience 2
Your boss is enthusiastic & idealistic.
Creative & is eager to change things based on his ideals.
Because of great enthusiasm, is sometimes prejudiced.
The Crusader
To motivate, adopt an enthusiastic & informative tone.
Emphasize how your ideas tie to his ideals or dreams.
Because he is motivated by ideas, you might include many points of view
and a lot of information.
Audience 3
Almost always works as part of a tea.
Does not like to make decisions to change things.
Avoid conflict and risk.
The collaborator
Adopt a trusting & non-threatening tone.
You might include various options, but since the collaborator is less
interested in ideas themselves, you would avoid long, detailed, enthusiastic
explanations.
You might use testimonies from people you know he respects, or back up
your argument with statements from the organizational policies & goals
you know he agrees with.
Well, I cant really decide until I find out where she stands on that issue .
Audience 4
The Commander
To motivate, adopt an efficient & result oriented tone.
Prefer a short summary format, stating your own conclusions &
recommendations clearly.
Motivated by results & power, emphasize the outcome for the company as
well as whats in it for them.
Whats the bottom line on that?