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Communicating to Lead and Motivate by William C. Sharbrough

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CHAPTER 4

Leaders Build Positive Expectations

One of the most difficult questions a leader has to answer is, “How do I get my followers to do what I want and need for them to do?” Clearly, there are no simple answers to this age-old question. How to direct the behavior of followers or how to motivate them to enact behaviors in the desired direction is a complicated process. One of the two major approaches to understanding motivation focuses on satisfying personal needs, although experts have never agreed on what these needs are or on their relative importance. The other approach highlights behaviors based on people’s expectations of achieving a particular goal.1 Combining these two approaches may help you as a leader better understand how to ...

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