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Becoming an Extraordinary Manager by Len Sandler

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CHAPTER 3

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The Principles of Motivation

Motivation is a word that’s used quite a lot. Often, it’s used in negative terms. You hear about “lack of” motivation much more often than you hear about a person or a group being motivated. “My people aren’t motivated,” or “My hands are tied when it comes to motivating my people,” or “There’s nothing I can do to get them motivated” are common management laments. Do today’s managers understand that they don’t motivate people? The truth is, motivation is about what people already want. Everyone wants something. If you can give them what they want, their “motivation” will be satisfied.

Managers need to recognize ...

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