Contemporary Theories Of Motivation (cont. Three-Needs Theory (cont.) needfor power (nPow) need to make others behave in a way that they would not have behaved otherwise need for affiliation (nAf) - desire for friendly and close interpersonal relationships best managers tend to be high in the need for power and low in the need for affiliation ©Prentice Hall,2002 16-14 Contemporary Theories Of Motivation (cont.) Three-Needs Theory (cont.) – need for power (nPow) • need to make others behave in a way that they would not have behaved otherwise – need for affiliation (nAff) • desire for friendly and close interpersonal relationships – best managers tend to be high in the need for power and low in the need for affiliation © Prentice Hall, 2002 16-14