"Whatever business you're in, whatever shape the economy is in, your success as a manager depends on building a team of highly motivated people: people who want to work hard and do their jobs well. In this knowledgeable, results-oriented guide, highly respected business consultant Saul Gellerman tells you everything you need to know about motivation. He explains what is--and isn't--and how to become a good motivator by adjusting your managerial style to the needs of the employees you supervise. In this hands-on guide, you will learn how and why to avoid such dead-end approaches as pep talks, bribes, and threats; how to recognize money's value as an inducement--while recognizing the existence of far more important motivating factors; how to spot specific approaches that will motivate each individual, rather than using a shotgun approach; how to become more sensitive to the needs of women, minorities, and older employees; what can and can't be done to motivate people to really live by your organization's code of ethics; how to make the dreaded annual review into a carrot rather than a stick; what to do if you have--or are--a bad boss; and much more, in an overview that takes in the day-to-day problems and long-term challenges every manager must face." "Rich with wisdom and with wonderfully enlightening case histories from the real business world including a revealing look at how IBM made itself the model for getting the best from employees--this effective, on-target guide is must reading for today's hard-pressed middle managers, for new MBAs, and anyone who needs to bring out the best in people."--BOOK JACKET.Title Summary field provided by Blackwell North America, Inc. All Rights Reserved