CHAPTER TWOThe Psychology of Motivation

“The only certain means of success is to render more and better service than is expected of you, no matter what your task may be.”


Some years ago, when I was doing some speaking and training work for Hewlett-Packard, I learned of a division of the company that was run by the best managers in the company’s history. People loved the company and their work so much that they stayed and worked hours into the evening, even after they had caught up and could quite comfortably have gone home.

It reached the point where the security guards would have to go through the building and shut off the power to get people to go home at ten and eleven o’clock at night. Then, the employees began coming ...

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