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MOTIVATION
Motivation and emotion overlap. Emotion is about whether something is desired
or not while motivation is about wishing to avoid something or wanting something.
Brand and Graves (1994:173) say both emotion and motivation have to do with
"impulses to act". Our traits determine whether we shall achieve when we perform. The
motivations we bring into any situation are determined by our personality.
Brand and Graves (1994:174) call motivation "the source of goal-oriented
activity or performance" which means if the likelihood of attaining a goal is great, and
its value is greater, this may be referred to as achievement motivation, which may be
extrinsic or intrinsic. External motivation is when we "do things for external rewards,
recognition or goals." In this instance the task may be done for the sake ofthe reward,
not because it is enjoyed. On the other hand, intrinsic motivation means doing
something for the pleasure of the task and because "we identifY with the goal of an
activity" To Brand and Graves (1994:175) it is accompanied by positive feelings and
spontaneous involvement in the activity. A negotiator, therefore, needs to be a person
who is intrinsically motivated towards the task he is engaging in; then he will do justice
to the whole process.
According to Andreas and Faulkner (1998:55) two things motivate people:
inspiration and desperation. They quote the example of Dr Edwin Land, inventor of
instant photography and the founder of the Polaroid Corporation who was inspired by
his daughter's wish to see a picture of herself right away. A certain Anthony Robins
who first tasted success but was later poor exemplifies motivation through desperation.
Through NLP training he was able to turn his life around. Motivation helps people to
achieve their goals.
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