[Company] [Street Address, City, ST ZIP Code] Tel [Telephone] Fax [Fax] [Website] BRINGING OUT THE BEST IN PEOPLE ALAN LOY MCGINNIS HELPING OTHER PEOPLE GROW CAN BECOME LIFE’S GREATEST JOY TABLE OF CONTENTS Contents THE PSYCHOLOLOGY OF MOTIVATION ________________________________________________________________ 1 SKILL OF ART IN MOTIVATION __________________________________________________________________________________1 Expecting the best _______________________________________________________________________________________ 2 A Tailor-made plan of Motivation _______________________________________________________________________ 3 A commitment to excellence ____________________________________________________________________________ 4 Establish high standards for excellence _________________________________________________________________________4 The Management Failure ________________________________________________________________________________ 5 Building inner drive _____________________________________________________________________________________ 6 THE SECRET OF PARLAYING SMALL SUCCESSES INTO LARGER GAINS ____________________________ 8 THE PSYCHOLOLOGY OF MOTIVATION “Attitudes are more important than facts”; Karl Menninger , MD THE MOST POWERFUL WEAPON ON EARTH IS THE HUMAN SOUL ON FIRE- Ferdinand Foch SKILL OF ART IN MOTIVATION I. a. b. c. d. INSPIRATION; Sources of Inspiration; who motivates you Longing for inspiration; People do not being lethargic and bored. They will welcome the manager who could teach them to enjoy their work, or a teacher who will impart them to love learning The complexity of inspiration; ability/ extra effort to motivate people How one mother inspired her children: Sandra Day O’Connor story 2. MOTIVATION a. The Power of motivator; we can all be highly motivated with a good leader b. Motivation is not Manipulation: Manipulator is persuading people to do something not their best interest but his/her personal interest; Motivator is finding goals that both sides will benefit, then weld together high achieving , high morale partnership to achieve the goals c. Building high morale: Morale builders build an allowance for conflict among the group because there is corridors of communication. -able to get groups to cooperate with a minimum of sparks Page 1 d. When critical mass occurs in a group: Skilled motivators carefully put together combinations of people that will ensure a positive mental set from the beginning. “Enthusiasm is contagious” Expecting the best from the people you lead“art of finding the good side of everyone and building on that” 2. “Turning one into a thief” – by assuming a negative attitude and reflecting back to people all the data about their weaknesses, you put them in touch with their faults and their behaviors become worse. “By assuming a positive attitude and concentrating on their strong aspects, you put them in contact with their good attributes and their behavior becomes better. 3. Believing the best intentions; You have great potential” 4. The Pygmalion Effect 5. Centering on Strengths rather than weaknesses 6. The Pleasure of Discovering Hidden talent 7. A climate in which to grow 8. The nature of Human spirit 9. When people change 10. The capacity for stretching “Let’s tell our young people that the best books are not yet written; the best paintings have not yet been painted; the best governments are yet to be performed; the best is yet to be done by them. 11. Capitalizing on the desire to succeed ; Every person believes that he/she has greater possibility 12. “she wanted me to succeed more than I did” 1.Expect the best from people you lead. 2. Make a thorough study of the other person’s needs 3. Establish high standards of excellence 4. Create an environment where failure is not fatal 5.If they are going anywhere near where you want to go, climb on other people’s bandwagon 6. Employ models to encourage success 7. Recognize and applaud achievement 8. Employ a mixture of positive and negative re -enforcement 9.Appeal sparingly to the competitive urge 10. Place a premium on collaboration 11. build into the group an allowance for storms 12. Take Figure 1 steps to keep your own motivation high 2 1. 12 RULES IN BRINGING OUT THE BEST IN PEOPLE Page Expecting the best A Tailor-made plan of Motivation Help the other people recognize what they want and help them decide how to get it” 1. Make a t thorough study of the other person’s needs 2. Different people have different needs “You can get everything in life you want if you just help enough other people get what they want” 3. Beliefs 4. Questions “asked and listen carefully” 5. We can tell where they are going from where they’ve been 6. Changing needs 7. Individualizing motivational plan 8. The power of knowing; Heightening the awareness of the other 3 9. Page • “We must give to every will to live the same reverence for life that we give to our own”’ Albert Schweitzer A commitment to excellence ESTABLISH HIGH STANDARDS FOR EXCELLENCE 4 Being tough means you care The need for direction The Art of the reprimand When motivators are unpopular Handling Discipline with Ingenuity The power of a challenge The lure of a cause Realistic Expectations Page 1. 2. 3. 4. 5. 6. 7. 8. 9. Create an environment where failure is not Fatal When the motivator shows how to fail by example Helping your people handle rejection How to correct errors without defeating enthusiasm 5 1. 2. 3. 4. 5. “The chief job of the educator is to teach people how to fail intelligently “; Charles .F. Kettering Page The Management Failure Building inner drive 1.If they are going anywhere near where you want to go, climb on other people’s bandwagons 2. Inspiring change 3.Influencing without intimidating 4.The consistency principle 5. A change in self perception- consistency principle 6. Dangerous self concepts – 7. Specificity- “If money were no object and you could have exactly the sort of life you would like, what would it be? 8. The power of dreams Page 6 9. Management by encouragement - The power of the success story 7 Employ models to encourage success The legendary hero The contemporary hero “if He can do it, so can you” Modelling “if I see people around me succeeding, it will stimulate my desire to succeed Page 1. 2. 3. 4. 5. THE SECRET OF PARLAYING SMALL SUCCESSES INTO LARGER GAINS 3. 4. 5. 6. 7. 8. 8 2. “applause is the spur of noble minds: C.C.Colton Recognize and applaud achievements; I never get any feedback from the boss The need to be a winner “”Nothing succeeds like success “celebrating winning as it occurs” The Art of the compliment a. Hand out commendations in public b. Use every success as an excuse for celebration c. Employ some gesture to give weight to your commendation d. Put your compliment in writing e. Be very specific in your praise Beyond stick and carrot “I have one of the finest jobs in the world, because I get to spend half time traveling around the country honoring other people” Shaping Value people of who they are not for the degree to which they meet our expectations Observing improvement – alert leaders will always be on the look out for positive change Focusing on Success - help people concentrate on images of themselves succeeding Can we give too much self confidence “The common idea that success spoils people by making them vain, egotistic and self complacent is erroneous; on the contrary, it makes them for the part humble, tolerant and firm. Failure makes people bitter and cruel. Page 1. 9. WHEN TO PRAISE AND WHEN TO REPRIMAND a. Be certain that you are teaching them to avoid certain behavior , not to avoid you b.Follow the undesired behavior with immediate correction c, Established a way to halt the negative stimulus as soon as the behavior stops If negative stimulus control does not seem to be working, try shaping the absence of the behavior. Page 9 10 . Guilt a legitimate tool for the motivator ; praising must outweigh scolding 10 Page 1, Place premium on collaboration morale values 2. The need to belong 3. quality control 4. All for one ;one for all 5. Promises “integrity” 6. Fairness 7. the preservation of the individual 8.Fun (laughter) 9. steps to building Esprit de Corps a. reward cooperation b . assign responsibility for group morale to the group itselg, 3. Plan occasions when people can be away together d. assign a high vale to communication Build into the group an allowance for storms Handling rebellion Defusion by ventilation Page 1. 2. 3. 11 10.management by friendship group loyalty Page 12 THE WI Page 13 Requirements to be a successful leader 1. An astute knowledge of why and what make people tick 2. A spirit that spreads excitement and energy to other people a. Take steps to keep your own motivations high b. Independence c. The motivator as dreamer d. Putting the dreams into words e. Ability to defy criticism f. The power of enthusiasm g. Self renewal for the motivator h. 14 1. Power- its use and abuse The potential in persons The grandeur of service Page i. j. k. l. LL TO WIN 1.Appeal sparingly to the competitive urge 2. Anger as motivator When anger is legitimate Unscrupulous appels to anger 15 Solving conflict among mrmbers of you group Dealing with the perpetual troublemaker a. Allow foe some inexplicable behavior b. Try to ascertain the reason for the abrasiveness c. Determine just how disruptive the person is d. Ask for help e. Weigh the person’s contribution f. If the problem is severe enough, remove the person g. In all dealings with troublemakers, appeal to the best side of the person Page 4. 5.