Why motivating people doesn't work-- and what does : the new science of leading, energizing, and engaging. Summary

A top leadership consultant says: Stop trying to motivate people! Find a powerful alternative to the carrot and stick in this science-driven guide. It's frustrating for everyone involved and it just doesn’t work. You can’t motivate people—they are already motivated, but generally in superficial and short-term ways. In this book, Susan Fowler builds upon the latest scientific research on the nature of human motivation to lay out a tested model and course of action that will help leaders guide their people toward the kind of motivation that not only increases productivity and engagement but that gives them a profound sense of purpose and fulfillment. Fowler argues that leaders still depend on traditional carrot-and-stick techniques because they haven’t understood their alternatives and don’t know what skills are necessary to apply the new science of motivation. Her Optimal Motivation process shows leaders how to move people away from dependence on external rewards and help them discover how their jobs can meet the deeper psychological needs—for autonomy, relatedness, and competence—that science tells us result in meaningful and sustainable motivation. Optimal Motivation has been proven in organizations all over the world—Fowler’s clients include Microsoft, CVS, NASA, the Catholic Leadership Institute, H&R Block, Mattel, and dozens more. Throughout this book, she illustrates how each step of the process works using real-life examples—and offers a groundbreaking answer for leaders who want to get motivation right! This book is practical: Fowler not only summarizes the latest psychological studies on motivation, she shows how to actually apply them in the workplace. This book is proven: Fowler has successfully used her approach around the world with clients like Microsoft, CVS, NASA, H&R Block, Mattel, and dozens more, and examples in the book include her "insider stories" from Phil Jackson and Billy Beane. Top consultant, trainer, and coach Susan Fowler says stop trying to motivate people! It's frustrating for everyone involved and it just doesn't work. You can't motivate people -- they are already motivated, but generally in superficial and short-term ways. Applying recent, often surprising psychological discoveries she lays out a tested model, and course of action that will help leaders guide their people towards the kinds of motivation that not only increases productivity and engagement but that gives them a profound sense of purpose and fulfillment. Fowler argues that leaders still depend on traditional carrot and stick techniques because they haven't understood their alternatives and don't know what skills are necessary to apply the new science of motivation. Her Optimal Motisuvation process shows leaders how to move people away from dependence on external rewards and help them discover how their jobs can meet their deeper psychological needs -- for autonomy, relatedness, and competence -- that science tells us result in meaningful and sustainable motivation. Susan Fowler's book is the groundbreaking answer for leaders who want to "get motivation" right! - Publisher. Top leadership researcher, consultant, and coach Susan Fowler says stop trying to motivate people! It's frustrating for everyone involved and it just doesn't work. You can't motivate people{u2014}they are already motivated but generally in superficial and short-term ways. In this book, Fowler builds upon the latest scientific research on the nature of human motivation to lay out a tested model and course of action that will help leaders guide their people toward the kind of motivation that not only increases productivity and engagement but that gives them a profound sense of purpose and fulfillment. Fowler argues that leaders still depend on traditional carrot-and-stick techniques because they haven't understood their alternatives and don't know what skills are necessary to apply the new science of motivation. Her Optimal Motivation process shows leaders how to move people away from dependence on external rewards and help them discover how their jobs can meet the deeper psychological needs{u2014}for autonomy, relatedness, and competence{u2014}that science tells us result in meaningful and sustainable motivation. Optimal Motivation has been proven in organizations all over the world{u2014}Fowler's clients include Microsoft, CVS, NASA, the Catholic Leadership Institute, H & R Block, Mattel, and dozens more. Throughout the book, she illustrates how each step of the process works using real-life examples. Susan Fowler 's book is the groundbreaking answer for leaders who want to get motivation right Top consultant, trainer, and coach Susan Fowler says stop trying to motivate people! Motivating people is frustrating for everyone involved, and it just doesn t work. You can t motivate people they are already motivated, but generally in superficial and short-term ways. Applying recent, often surprising psychological discoveries, Fowler lays out a tested model and course of action that will help leaders guide their people toward motivation that not only increases productivity and engagement but gives them a profound sense of purpose and fulfillment. Fowler argues that leaders still depend on traditional carrot-and-stick techniques because they haven t understood their alternatives and don t know what skills are necessary to apply the new science of motivation. Her Optimal Motivation process shows leaders how to move people away from dependence on external rewards and help them discover how their jobs can meet their deeper psychological needs for autonomy, relatedness, and competence that science tells us result in meaningful and sustainable motivation. Susan Fowler's book is the groundbreaking answer for leaders who want to get motivation right." Cover 1 Contents 10 Foreword 12 Introduction: Stop Beating Your People with Carrots 14 1 The Motivation Dilemma 26 2 What Motivates People: The Real Story 44 3 The Danger of Drive 64 4 Motivation Is a Skill 84 5 Making Shift Happen 116 6 Rethinking Five Beliefs That Erode Workplace Motivation 140 7 The Promise of Optimal Motivation 164 Afterword 170 Epilogue: Masters of Motivation 172 Frequently Asked Questions 194 Notes 200 Bibliography 206 Acknowledgments 214 Index 218 A 218 B 218 C 218 D 219 E 219 F 220 G 220 H 220 I 220 J 220 K 220 L 221 M 222 N 222 O 222 P 223 Q 223 R 223 S 224 T 225 U 225 V 225 W 225 Y 225 Z 225 Resources 226 About the Author 230 Foreword / Ken Blanchard Introduction : Stop beating your people with carrots The motivation dilemma What motivates people : the real story The danger of drive Motivation is a skill Making shift happen Rethinking five beliefs that erode workplace motivation The promise of optimal motivation Afterword / Ken Blanchard Epilogue : Masters of motivation Frequently asked questions Resources About the author "Based on the latest research and extensive work with hundreds of companies, Susan Fowler has a shocking message to leaders about motivating their people: STOP! In this groundbreaking book, Susan shows leaders how they can get out of the way and encourage their people to learn the skills of self-motivation"-- Provided by publisher