Bringing Out the Best in People: How to Apply the Astonishing Power of Positive Reinforcement PDF
Preview Bringing Out the Best in People: How to Apply the Astonishing Power of Positive Reinforcement
cover next page > title: Bringing Out the Best in People : How to Apply the Astonishing Power of Positive Reinforcement author: Daniels, Aubrey C. publisher: McGraw-Hill Professional isbn10 | asin: 0070153582 print isbn13: 9780070153585 ebook isbn13: 9780071366021 language: English subject Employee motivation, Reinforcement (Psychology) , Affirmations, Performance. publication date: 1994 lcc: HF5549.5.M63D36 1994eb ddc: 658.3/14 subject: Employee motivation, Reinforcement (Psychology) , Affirmations, Performance. cover next page > If you like this book, buy it! < previous page page_i next page > Page i Bringing Out the Best in People How to Apply the Astonishing Power of Positive Reinforcement Aubrey C. Daniels McGraw-Hill, Inc. New York San Francisco Washington, D.C. Auckland Bogotá Caracas Lisbon London Madrid Mexico City Milan Montreal New Delhi San Juan Singapore Sydney Tokyo Toronto < previous page page_i next page > If you like this book, buy it! < previous page page_ii next page > Page ii Library of Congress Catalogue Number 93-37609 Copyright © 1994 by McGraw-Hill, Inc. All rights reserved. Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a data base or retrieval system, without the prior written permission of the publisher. 10 DOC/DOC 998 ISBN 0-07-015358-2 The sponsoring editor for this book was James H. Bessent, Jr. and the production supervisor was Pamela A. Pelton. It was set in Baskerville by North Market Street Graphics. Printed and bound by R. R. Donnelley & Sons Company. This book is printed on recycled, acid-free paper containing a minimum of 50 percent recycled de-inked fiber. < previous page page_ii next page > If you like this book, buy it! < previous page page_iii next page > Page iii This book is dedicated to my mother, Carrie Belle Daniels, who always brings out the best in me. < previous page page_iii next page > If you like this book, buy it! < previous page page_iv next page > Page iv ABOUT THE AUTHOR Aubrey C. Daniels, Ph.D., is president of Aubrey Daniels & Associates, Inc., and Precision Learning Systems, Inc. His firms help companies solve problems in quality, productivity, education, and morale. One of the most sought- after speakers and writers in the business management arena, he has instituted his performance management system at hundreds of organizations in the United States, Canada, Mexico, Great Britain, France, Italy, and Brazil, and has worked closely with such noted clients as 3M, Kodak, Rubbermaid, and Honeywell. Dr. Daniels is the founder and publisher of Performance Management Magazine and the author of Performance Management: Improving Quality Productivity Through Positive Reinforcement. < previous page page_iv next page > If you like this book, buy it! < previous page page_v next page > Page v CONTENTS Preface xi Acknowledgments xv Part 1. The Perils of Traditional Management 1. Fads, Fantasies, and Fixes 3 5 From "My Own Style" to a Precise Procedure 6 Management by Sloshing Around versus Precision Management 8 Business Is Behavior 8 Behavior Is a Function of Its Consequences 9 A Most Practical Approach 2. Management by Common Sense Is Not Management At All 10 11 Common Sense versus Scientific Knowledge 12 The Popularity of a Management Approach Guarantees Nothing 13 If It Ain't Broke, Find Out Why 15 There Are More Wrong Answers than Right Ones 3. Louder, Longer, Meaner 17 18 Surprise! People Don't Do What You Tell Them to Do 18 Why Telling Alone Does Not Bring Out the Best in People 19 A Place for Antecedents 22 Threat as AntecedentNot Consequence < previous page page_v next page > If you like this book, buy it! < previous page page_vi next page > Page vi Part 2. The Astonishing Power of Positive Reinforcement 4. Behavior Is a Function of Its Consequences 25 27 Every Consequence Every Day 28 Increasing Performance through Reinforcement 28 Consequences That Decrease Performance 29 Doing Nothing Is Doing Something to Performance 30 A Change of Focus 30 The More Immediate, the Better 31 Reinforcers Are More Effective than Rewards 31 Management Myth: People Resist Change 32 Everybody's Behavior Makes Sense to Them 33 No-Fault Performance: ChangeNot Blame 5. The ABCs of Performance Management 35 35 A Way of Seeing Things As Others See Them 40 Building Trust 6. The High Price of Negative Reinforcement 42 44 Positive or Negative Reinforcement: What Difference Does It Make? 46 Five Easy Clues That Indicate Negative Reinforcement Is Present 49 The Bottom Line on Negative Reinforcement 51 7.Capturing Discretionary Effort through Positive Reinforcement 52 What Does Positive Reinforcement Look Like? 54 Kinds of Positive Reinforcement 56 Grandma's Law 58 Sources of Positive Reinforcement 8. Decreasing BehaviorIntentionally or Otherwise 61 62 ExtinctionDoing Nothing Changes Behavior 65 PunishmentStopping Behavior 66 Different Strokes 66 Punishment Never Solves a Problem < previous page page_vi next page > If you like this book, buy it! < previous page page_vii next page > Page vii 9. Effective Delivery of Reinforcement 67 68 Common Mistakes in the Delivery of Positive Reinforcement 71 4 to 1 Rule 72 Competition for Positive Reinforcement 72 Employee of the Month 73 Two Attempts at Positive Reinforcers That Aren't Part 3. The Scientific Approach to Leadership 10. Pinpoint Precision 79 81 Beware of the Activity Trap: Pinpoint Results First 82 Pinpoints Are Not Inside the Person 84 If It Doesn't Move, It's a Result 85 Precision Pinpointing 85 Observability 85 Measurability 86 Reliability 86 Counts of Behaviors versus Results 87
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