Business
to go to the toilet before the trance work starts,
otherwise they will be more concerned about that
than relaxing. Only unsatis?ed needs in?uence
behaviour, satis?ed needs don’t.
Herzberg proposed the motivator-hygiene theory.
With this workplace theory, certain factors result
in job satisfaction. He suggested that there were
motivators such as challenging work, recognition,
responsibility that led to job
Motivation by fear is the opposite of incentive
satisfaction, and hygiene factors
motivation. It is the ‘stick’ as a opposed to the
such as status, job security, salary
‘carrot’. People can be motivated because they fear
and fringe bene?ts that when absent
the consequences of inaction or alternative actions.
led to demotivation.
Indeed, even the fear of failure can be motivating!
In the consulting room, we may show our
Alderfer proposed the ERG
disappointment at a task not being done, or clients
may say to others that you’ll be cross if they don’t do
theory, which derived from
a task, but, otherwise, it’s not much use as a way of
Maslow’s work. This theory suggests
motivating clients!
that there are three groups of core
needs — existence, relatedness,
and growth. The existence group is basic material
existence requirements. The relatedness needs
are to do with maintaining important personal
relationships. Growth needs are a desire for personal
development.
David McClelland’s need theory assumes that
our basic needs are for achievement, a?liation, and
power. It might be worth noting at this stage that
any TV copperama assumes the motives for murder
are money, sex, or power! Achievement-motivated
people like to master a task or situation. You can
set them tasks of moderate di?culty and give them
feedback on their work. A?liation-motivated people
like creating and maintaining social relationships,
being a part of a group, and feeling loved and
accepted. Peer pressure is a good way to get them to
do anything (stop smoking, lose weight, etc). And
power-motivated people need to in?uence, teach, or
encourage others (sounds like a therapist to me!).
Get them to encourage others to stop smoking, etc.
Let them show their control of their lives in front of
a group.
Manfred Max-Neef and others at the school
of Human Scale Development produced a list of
fundamental human needs, which are constant
10 Hypnotherapy Today
through all human cultures and across di?erent
time periods.
The list is:
? Subsistence – physical and mental
health
? Protection – care, adaptability,
autonomy
? A?ection – respect, sense of
humour, generosity, sensuality
? Understanding – critical
capacity,
Demotiv
curiosity, intuition
– things
? Participation –
receptiveness,
make yo
dedication, sense of
enthus
humour
about perf
? Leisure – imagination,
a behav
tranquillity,
spontaneity
? Creation – imagination,
boldness,
inventiveness, curiosity
? Identity
–
sense
of
belonging, selfesteem, consistency
? Freedom – autonomy, passion,
self-esteem, open-mindedness.
Deci and Ryan’s self-determination theory
(SDT) assumes intrinsic motivation for growth
and development is what drives people. And they
need active encouragement from the environment
to continue. So with a client you need to give them
feedback and explain how competent they are and
able to look after themselves
When it comes to intrinsic motivation, Reiss
found 16 basic desires that a?ect behaviour.
They are:
?
Acceptance – the need for approval
?
Curiosity – the need to learn
?
Eating – the need for food
?
Family – the need to raise children
?
Honour – the need to be loyal to the
traditional values of one’s clan/ethnic
group