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One of the earliest theories of motivation was proposed by the ancient Greek
philosopher Aristotle. Aristotle postulated that motivation was the result of an
"appetitive" function, which always operated relative to some outcome or end.
According to Aristotle, this "end" was provided or created by the thought processes
of ongoing perception, memory or imagination. He claimed:
[I]t is the object of appetite which originates movement, this object may be either
the real or the apparent good...To the thinking soul images serve as if they were
contents of perception...just as if it were seeing, it calculates and deliberates what
is to come by reference to what is present; and when it makes a pronouncement, as
in the case of sensation it pronounces the object to be pleasant or painful, in this
case it avoids or pursues.
In Aristotle's view, it was "the real or the apparent good" of some anticipated
consequence, or image of "what is to come" derived in "reference to what is
present," that simulated a living organism to pursue it (if positive) or avoid it (if
negative).
In addition to pain and pleasure, "needs" and "drives" are also associated with
motivation. From the perspective of systems theory, for instance, the need for a
system to maintain balance or homeostasis is considered one of the fundamental
sources of motivation in organisms. According to cybernetics, deviation from a
desired state automatically leads to corrective measures to attempt to regain the
state. "Food seeking" behavior, for example, would be motivated by "hunger"
which would occur as a result of a physiological imbalance created by some degree
of food deprivation.
As opposed to the reflex arc, the standard NLP paradigm for learning and
motivation is the T.O.T.E. (which stands for Test-Operate-Test- Exit). The T.O.T.E.
Model (Miller, Gallanter and Pribram, 1960) combines Aristotle's notion that
"appetites" are directed toward some end with the cybernetic concept of self-
correcting feedback loops. The T.O.T.E. model maintains that behavior is goal
driven (teleological) rather than stimulus driven (deterministic), as is proposed by
the reflex arc. The distinctions of the T.O.T.E. define the basic elements of a goal
oriented feedback loop unless certain conditions defined by the "Test" are met, the
person will continue to "Operate" in order to attempt to fulfill those conditions.
Thus, the "motivation" is the outcome or conditions to be achieved, not some
external reinforcement. No additional "drive," "force," "external reinforcement," or
other explanation is required. Natural, self-correction is an integral part of any
healthy living, or self-organizing, system.
Starting with the T.O.T.E. as its basis, the NLP view of motivation then
incorporates all of the other various perspectives of motivation to some degree.
NLP also adds the influence of other aspects of our mental programming.
According to NLP, for instance, certain qualities (Submodalities) of the internal
representation of some object or behavioral consequence (such as its color,
brightness, distance, etc.) will influence whether we perceive it as "positive,"
"pleasurable," and "desirable," or "negative," "painful," or "frightening." Thus,
adjusting the Submodality qualities of our internal representation of some outcome
or expected consequence, will alter its degree of attraction, and thus the intensity of
motivation we experience.
On another level, NLP perceives both Meta Programs and motivation as ultimately
being driven by values and beliefs i.e., the level of processes related to why we
think and act the way we do. Values and beliefs shape how an individual
"punctuates" and gives "meaning" to his or her perception of a situation. This, in
turn, determines which kinds of mental programs and behaviors the person selects
to approach that situation. Thus, our beliefs and values provide the internal
reinforcement that supports or inhibits particular capabilities and behaviors. This
makes them an important influence on motivation.
Motivation Strategies
Motivation strategies are one of the seven basic classes of strategies identified by
NLP. The others include: Memory, Learning, Creativity, Decision, Reality and
Belief (or Convincer). Motivation strategiesrelate to the sequence of cognitive
steps and operations that people go through in order to inspire themselves to do all
of the things necessary to get what they want.
[A]ppetites run counter to one another, which happens when a principle of reason
and desire are contrary and is possible only in beings with a sense of time (for
while mind bids us hold back because of what is future, desire is influenced by
what is just at hand: a pleasant object which is just at hand presents itself as both
pleasant and good, without condition in either case, because want of foresight into
what is farther away in
One way NLP addresses such conflicts between short term and long term
consequences is through the use of time lines and the "as if" frame, in order to
create "foresight into what is farther away in time." This involves the use of
visualization and the creation of an associated experience of the future.
Success
Praise
Recognition
Love and Acceptance
Setting my sights on something that I want to make my own (a home, an education, a
thinner body, a job, a cause)
Making a difference in the world
These are all examples of "criteria" or "values" that form the basis of people's motivation
strategies. Of course, a next important question would be, "How do you know if some
behavior or consequence fits a particular criterion or value?" NLP would call these conditions
your "criterial equivalences" or "evidences." These are typically much more sensory based
than criteria or values themselves, and can be influenced by various sensory qualities of an
experience.
Consider the ways in which your sensory perceptions influence your degree of motivation.
Think of an advertisement on television that made you want to own the product being
advertised, for example. What was it about the add that inspired you to go out and buy the
product? Was it the color, brightness, music, words, tone of voice, movement, etc. These
particular features are known as "Submodalities" in NLP, and often play a significant role in
people's motivation strategies.