How to Motivate People : Learn the Key Skills

staff are ever more demanding of their employers. they want to be consulted, appreciated and, more importantly, they want to enjoy their work. when staff are content they perform well, when they are motivated they perform even better. managers are under increasing pressure to get results and their competence is judged on the combined performance of their whole team. how to motivate people shows you how to inspire individuals or teams to develop. it clarifies the underlying principles for motivating staff to get results and maximise performance and sets out clear guidelines on how to reduce negativity; boost positive feelings; foster enthusiasm and involvement and focus effort on key issues.

Patrick Forsyth runs Touchstone Training Consultancy and specialises in marketing, sales and communications skills. He is the author of more than 50 successful business books including, How to Write Reports and Proposals, Successful Time Management, Effective Business Writing and, with Frances Kay, Tough Tactics for Tough Times (all published by Kogan Page).

Introduction	p. 1
The motivation process	p. 9
The management task	p. 9
Management characteristics	p. 13
How people feel about work	p. 17
Theory X and Theory Y	p. 18
Maslow's hierarchy of needs	p. 20
Hertzberg's motivator/hygiene factors	p. 22
Expectancy theory	p. 24
Practical implications	p. 27
Aiming for excellence	p. 29
The negative side of the balance	p. 31
Company policy and administration	p. 31
Positive use of policy and administration	p. 33
Supervision	p. 33
Interpersonal relationships	p. 34
Positive use of interpersonal relationships	p. 35
Working conditions	p. 36
Personal life	p. 37
Security	p. 38
Status	p. 39
Salary	p. 40
The positive side of the balance	p. 41
Achievement	p. 41
Recognition	p. 43
Recognition through rewards	p. 45
The work itself	p. 50
Responsibility	p. 54
Advancement	p. 56
Growth	p. 58
The full mix	p. 58
Taking the temperature	p. 61
Accurate measurement	p. 63
Creating a strategy to influence motivation	p. 64
Approaches to continuous measurement	p. 67
Specific measurement opportunities	p. 71
Major measurement	p. 72
The link between information and action	p. 79
A firm foundation	p. 81
Incentive schemes	p. 83
A caveat	p. 83
Employee packages	p. 84
Financial incentives	p. 86
Non-financial schemes	p. 88
Tax implications	p. 89
Maintaining interest	p. 90
Communications	p. 92
Extreme measures	p. 93
The contribution of communication	p. 97
The contribution of management style	p. 101
The role of communication	p. 102
Consultation	p. 104
Development	p. 106
Delegation	p. 109
Appraisal	p. 113
Exit interviews	p. 118
Communication	p. 119
Involvement and empowerment	p. 123
Putting empowerment to work	p. 123
Making empowerment possible	p. 124
Letting go	p. 125
Making empowerment effective	p. 126
Towards excellence	p. 128
Action plan	p. 131
Linking to specific staff	p. 131
A foundation for action	p. 134
The dangers	p. 135
Positive habits	p. 136
A motivation calendar	p. 136
Individual records	p. 139
Spontaneity	p. 140
A social dimension	p. 141
A rolling plan	p. 142
Afterword	p. 145
Table of Contents provided by Ingram. All Rights Reserved.

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How to Motivate People : Learn the Key Skills - Get the Best Results - Develop, Appraise, Empower

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Author Biography

Table of Contents

Supplemental Materials