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Could
gingham
tablecloths, crusty loaves of fresh bread and uncorked bottles
of chilled Chardonnay boost productivity? Perhaps, but the kind
of PIC NICs we’re about to unfold won’t pack on calories or
even cost you a dime. What they will do is bring out the best in
your staff and motivate consistently high levels of
productivity.
Every company wants employees working at peak
performance. Managers and staff alike can help bring this about
with the amazing power of a PIC or a NIC. PIC NICs are the most
powerful motivating consequences that affect behavior.
Consequences are those outcomes that
logically or naturally follow an action or condition.
When we begin to recognize, control, and implement these
cause/effect relationships in our organizations, productivity
soars.
Every behavior that we perform produces a consequence.
Pushing a gas pedal, making a phone call, or meeting with
prospects are behaviors. Consequences are not just what happens
as a result of that behavior, but also include time and
probability. If the consequence is one that we like, it’s
positive (P). If it’s one that causes us pain, it’s negative
(N). When the consequences are immediate (I) as in touching a
hot stove, or in the future (F) as in losing weight, we
associate it to a time-frame. And when it’s certain (C) to
happen as in getting burned from the hot stove, or uncertain (U)
as in losing the weight, we associate it to probability of
occurence. If we analyzed various behaviors, we would discover
that the more immediate the consequence (I) is to the behavior,
and the more likely its certainty (C) is to the positive or
negative outcome, the stronger its power in determining the
frequency of that behavior occurring again. The most powerful
combination of consequence dimensions in influencing behaviors
PICs (positive, immediate, and certain) or NICs (negative,
immediate, and certain). If it’s a PIC, you’ll see more of
the behavior. “Let’s do it again! I want more!” If it’s
a NIC, you may never see it again—”I’ve learned my
lesson!”
PICs reinforce behavior and keep motivation consistent.
Among other things, they can be spur-of-the-moment rewards or
recognition which comes from the work itself, from managers, or
from colleagues. One well-timed PIC such as words of support,
encouragement, and/or praise can...
...Continued
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