Dosen : Deny Irawan Derajat, SE, M.

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Chapter Preview: Building Stronger
Relationships with Positive Energy
How positive energy contributes to interpersonal
relationships
The need for encouragement and positive feedback
Use of positive reinforcement to improve relationships
and reward behavior
Major barriers to use of positive reinforcement
How to reward individuals and team performance
Energy Defined
The capacity for work or the force that helps us do
things with vitality and intensity
Negative, stressful work environments results in
Physical fatigue
Decreased optimism
Lower morale
Positive work climate makes workers feel
Uplifted
Encouraged
Empowered
Energy Force in Our Lives
Energy has many intriguing dimensions
Energy comes from food, exercise, sleep and subtle
forces
Positive energy is supportive, loving, and nurturing
Negative energy is fearful, judgmental, and
depleting
Some people make us more electric or at ease
Some people suck the life right out of us
Actions and Events that Create
Positive Energy
Organizations find new and creative ways to
generate positive energy
Put people first
Commitment to work/life balance
Making work fun and entertaining
Accentuate the positive
Our Need for Positive
Reinforcement
Craving appreciation is a basic principle of
human nature
Few people have the strength of ego to
maintain high self-esteem without positive
feedback
Without positive feedback, employees often
suffer from an energy deficit
Support from Maslow
Hierarchy of needs provides support for the use
of positive experiences
Security (second-level need) is satisfied by
positive feedback from a supervisor, manager,
coworker or friend
One feels more secure when accomplishments are
recognized
Support from Maslow
Belonging (third-level need) can be satisfied by
actions that communicate
Being part of a team
Esteem (fourth-level need) would be difficult
without positive feedback from others
Support from Skinner
Reinforcer is any stimulus that follows a
response and increases the probability that the
response will occur again
Timing of reinforcement has an important effect
on behavior
When the delay is too great, a change in behavior is
less likely to take place
Support from Berne
Transactional Analysis (TA) is a simplified
explanation of how people communicate
Most people have a strong need for recognition,
or strokes
Strokes help satisfy the need to be appreciated
Necessary for physical and mental health
Support from Berne
A physical stroke can be a pat on the back or a
smile that communicates approval
Infants who do not receive hugs, caresses, and
kisses often fail to thrive
A verbal stroke includes words of praise or
expressions of gratitude
Often more important in adulthood
Total Person Insight
Successful people speak words of inclusion rather
than words of separation, words of acceptance
rather than words of rejection, and words of
tolerance rather than words of prejudice.

Jack Canfield
Author, The Success Principles
Positive Reinforcement
Creating Positive Energy
Costs of negativity are high
Rath and Clifton Theory of the Dipper and the
Bucket
Full bucket, we feel great
Empty bucket, we feel awful
Can use dipper to fill others or ourselves
Dip from others, we spring a leak
Figure 10.2 -
The goal of positive reinforcement is to
encourage productive behaviors
Positive energy is an important form of life
enrichment
Positive reinforcement is:
Easy to use
Inexpensive
An effective way to generate positive energy in the
workplace
Today we have a recognition deficit
How well am I doing?
Praise makes an employee feel important and
needed rather than taken for granted
Praise is an effective strategy that ensures
repetition of desired behaviors
Try not to miss an opportunity to use praise to
generate positive energy
 The greater the man, the greater the
courtesy.
Courtesy means being considerate of others in
small ways, showing respect for what others
revere, and treating everyone, regardless of
position, with consideration
Rudeness flourishes in our society
Say thank you to someone who has been
helpful to you
Active Listening
Process of sending back to a speaker what you
as a listener think the speaker meant in terms
of content and feelings
Everyone feels a sense of value when speaking
with a good listener
People long for authentic interaction
Dialogue groups promote self-reflection and
self-awareness
Pride is the emotional high that follows
performance and success
Katzenbach notes that the power of pride is
obvious when you observe high-performing
workforces
Pride-builders can be found at all levels of the
organization
Barriers to Positive Reinforcement
People prefer negative feedback to no feedback at all
Barriers
Preoccupation with self
Pride
Misconceptions about positive reinforcement
The too busy syndrome
Failing to identify commendable actions
Not knowing what to say or do
Preoccupation with Self
Narcissism is a major obstacle to providing
positive reinforcement
Learn to give, in order to receive
Helping others helps us
Use Random Acts of Kindness
Little things we do for others that have no payback
Giving freely, purely, for no reason
Total Person Insight
Feeling grateful is good for us. Gratitude is the
opposite of the qualities of self-centeredness,
indifference, and arrogance. Expressing
gratitude affords each of us unique
opportunities to reach out in love and share
happiness. Saying thank you is a very positive
thing to do.
Malcolm Boyd
Episcopal Priest; Author, Volunteering Thanks
Misconceptions About Positive
Reinforcement
Belief that praise leads to demands for tangible
evidence of appreciation
Perceived as losing power or control
In the absence of praise, people often demand
greater tangible rewards
The Too Busy Syndrome

When we are too busy or stressed it is easy to

forget or postpone thank-you notes or praise
The solution to this problem is planning
Set aside a few minutes each day to work on
positive feedback
Failure to Identify Commendable
Actions
Many opportunities to recognize the people
with whom you work
Use creativity to discover many actions that
deserve to be commended
What types of behavior can you praise?
Not Knowing What to Say or Do
Praise, recognition, and rewards can be
presented in a variety of ways
Use thoughtful, personal kinds of recognition
that signify true appreciation
Good thinking!
Excellent idea.
Thank you.
Keep up the good work.
Activities
Send employee to workshop or seminar in
which she or he is interested
Ask for advice
Ask for a demonstration of a correct
performance
Display or discuss anothers work or ideas
Recognize someones work at a staff meeting
Rewarding Individual and
Team Performance
Traditionally, managers and supervisors were
responsible for reinforcing workers
Today, co-workers, supervisors, subordinates
and customers recognize the accomplishments
of others
The concept of teamwork is changing the way
companies structure their reward systems
Some organizations emphasize group rather
than individual performance
Figure 10.4 - Shared Responsibility
for Positive Reinforcement
Incentive Programs
Planned activities designed to motivate
employees
Vacation trips
Plaques or pins
Certificates
Stock options
Merit pay
Cash bonuses
Organizations spend billions of dollars annually
on incentives
Incentive Programs
Today, innovative incentive plans reward
Increased productivity
Improved quality
Lower operating costs
Some combination of these factors
Incentive Programs
Common objectives include:
Improve quality
Increase sales
Ensure safety
Decrease absenteeism
Foster teamwork
Reward participation in wellness programs
Improve customer service
Criticisms of Incentive Programs
Most companies use some type of cash or
noncash rewards
Criticisms still exist
Pay is not an effective motivator
Rewards can punish
Rewards can damage relationships
Rewards may mask real problems
Overcoming Criticisms of Incentive
Programs
Many organizations have achieved positive
results
Consider long-term impact
Establish specific, achievable goals
Seek employee input
Re-examining Our Ideas
About Productivity
Overtime pay is often used to reward
employees
Employees perform optimally for six or seven
hours, then the fatigue factor surfaces
Will the employee who is rewarded for working
faster be more productive?
Pink says we are progressing to a society of
creators and empathizers
The Critical Importance of
Environment
Positive energy flourishes in a supportive
environment
Positive energy comes naturally in positive
environments
People must feel good about the organization,
its leadership, and other employees
Chapter Review
How positive energy contributes to
interpersonal relationships
Major influence on employee morale and
productivity
Encouragement and positive feedback are
important ways to create positive energy
Chapter Review
The need for encouragement and positive
feedback
People feel good when accomplishments are
recognized and become upset when they are
ignored
Positive reinforcement is a powerful motivator
Everyone needs to receive personal recognition for
work well done
Chapter Review
Use of positive reinforcement to improve
relationships and reward behavior
Studies indicate that recognition is an important
employee reward preference, often ranked higher
than monetary rewards and job security
Praise, pride, courtesy, active listening, incentives,
and awards can be used to instill positive energy
Chapter Review
Major barriers to use of positive reinforcement
Preoccupation with self
Too busy syndrome
Blind to praise-worthy actions
These tend to minimize the use of positive
reinforcement
Chapter Review
How to reward individuals and team
performance
Most common incentive programs involve
Gain sharing
Profit sharing
Production incentives
Pay for knowledge
Suggestion programs
Employee stock options