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Managers are under increasing pressure to get results, and their competence is judged on the combined performance of their whole team. When their staff are content they perform well; when they are motivated they perform even better. How to Motivate People shows managers how to inspire individuals or teams to develop. It clarifies the underlying principles for motivating staff to get results and maximize performance and sets out clear guidelines on how to reduce negativity, boost positive feelings, foster enthusiasm and involvement, and focus effort on key issues.
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How to Motivate People This page intentionally left blank How to Motivate People Patrick Forsyth | Second Edition Dedicated to all those who have motivated me over the years, and those who did the reverse; you all helped with this. It’s a funny thing about life: if you refuse to accept anything but the best, you often get it. W Somerset Maugham Publisher’s note Every possible effort has been made to ensure that the information contained in this book is accurate at the time of going to press, and the publishers and author cannot accept responsibility for any errors or omissions, however caused. No responsibility for loss or damage occasioned to any person acting, or refraining from action, as a result of the material in this publication can be accepted by the editor, the publisher or the author. First published 2000 Reprinted 2002, 2004 Second edition 2006 Reprinted 2006, 2007, 2008 Reissued 2010 Apart from any fair dealing for the purposes of research or private study, or criticism or review, as permitted under the Copyright, Designs and Patents Act 1988, this publication may only be reproduced, stored or transmitted, in any form or by any means, with the prior permission in writing of the publishers, or in the case of reprographic reproduction in accordance with the terms and licences issued by the CLA. Enquiries concerning reproduction outside these terms should be sent to the publishers at the undermentioned addresses: 120 Pentonville Road 525 South 4th Street, #241 London n1 9jn Philadelphia pa 19147 United Kingdom usa www.koganpage.com 4737/23 Ansari Road Daryaganj New Delhi 110002 India © Patrick Forsyth, 2000, 2006, 2010 The right of Patrick Forsyth to be identified as the author of this work has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988. ISBN 978 0 7494 5999 4 E-ISBN 978 0 7494 6000 6 The views expressed in this book are those of the author and are not necessarily the same as those of Times Newspapers Ltd. British Library Cataloguing-in-Publication Data A CIP record for this book is available from the British Library. Library of Congress Cataloging-in-Publication Data Forsyth, Patrick. How to motivate people / Patrick Forsyth. -- 2nd ed. p. cm. Originally published: London : Kogan Page, 2006. ISBN 978-0-7494-5999-4 -- ISBN 978-0-7494-6000-6 (ebook) 1. Employee motivation 2. Goal setting in personnel management. I. Title. HF5549.5M63F674 2010 658.3'14--dc22 2009037370 Typeset by Jean Cussons Typesetting, Diss, Norfolk Printed and bound in India by Replika Press Pvt Ltd Contents Introduction 1 1 The motivation process 9 The management task 9; Management characteristics 13 2 How people feel about work 17 Theory X and Theory Y 18; Maslow’s hierarchy of needs 20; Hertzberg’s motivator/hygiene factors 22; Expectancy theory 24; Practical implications 27; Aiming for excellence 29 3 The negative side of the balance 31 Company policy and administration 31; Positive use of policy and administration 33; Supervision 33; Interpersonal relationships 34; Positive use of interpersonal relationships 35; Working conditions 36; Personal life 37; Security 38; Status 39; Salary 40 vi C