Return to site
Return to site

Motivation

The term motivation is from 1873, "act or process of furnishing with an incentive or inducement to action. Perhaps borrowed from German, where motivation is attested by 1854. Psychological use, "inner or social stimulus for an action," is from 1904.

Why is your counterpart engaging in negotiations? Solid preparation for a negotiation requires probing and collecting information to gain a more complete understanding of both party's motivation. Why are they acting as they do? We also need to understand why we, including our team, are acting as we do. Motivation is the “why” and objectives are the “what.” Negotiators should use incentives and penalties to get to a positive resolution.

&

Furnishing action, motivating sequences, sophistication

Subscribe
Previous
Interests
Next
NAICs
 Return to site
Profile picture
Cancel
Cookie Use
We use cookies to improve browsing experience, security, and data collection. By accepting, you agree to the use of cookies for advertising and analytics. You can change your cookie settings at any time. Learn More
Accept all
Settings
Decline All
Cookie Settings
Necessary Cookies
These cookies enable core functionality such as security, network management, and accessibility. These cookies can’t be switched off.
Analytics Cookies
These cookies help us better understand how visitors interact with our website and help us discover errors.
Preferences Cookies
These cookies allow the website to remember choices you've made to provide enhanced functionality and personalization.
Save