Bringing Out the Best in People

After being promoted to management, I needed to learn how to manage. And my company offered us three day's worth of training... hardly enough to really grasp the ins and outs of how to shape other's behavior. However, the most highly skilled of the presenters mentioned this book, and felt that behavioral modification was the only true key to managing effectively. I scoffed initially. Being a twentieth century American, I thought behaviorism was dead. Skinner struck me as cold ... but, being a scientific and open-minded man, I purchased the book. And I'm glad I did. I can say this without batting an eye: because of Aubrey Daniels' book, not only are my teams consistently strong performing teams, I know how I got there. So, when I get a new batch of team members, I can apply the same principles, and see the results right away. In fact, learning about this book is the most useful thing I learned in that aforementioned week of leadership training. What are Daniel's principles? First of all, that people do what they do because of reinforcement. Reinforcement comes in two main forms: positive and negative. Negative reinforcement does not necessarily mean punishment, but that positive reinforcement is withheld. Punishment is a subset of negative reinforcement, largely overused. Daniels then goes on to show the "ABC's" of behavior (Antecedent, Behavior, Consequences), and illustrate why some behaviors are not easy to shape (the consequences are uncertain). Once you understand the basics, it becomes easy to look for opportunities to shape your reports' behaviors by rewarding what you want then to do ... making the UNCERTAIN consequence CERTAIN: "If I do this, my manager will be happy," instead of the UNCERTAIN, "I am not sure if this will work... Will my peers scoff at me?..." Daniels finishes up with several insightful case studies about how his principles have been applied in the real world. This can give you solid ideas on how to apply them in your neck of the woods. All told, one of the greatest, most practical, and easiest to use management books I've read. And, thanks to Skinner and a rash of behaviorists in the 50's and 60's, the most scientifically validated.

Dr. Daniels brings the subject of behavior analysis to a level where human resource managers can understand the concepts of performance management and actually apply his principles of scientific employee management. For anti-behaviorists (those who fear being controlled by the human tendency to adapt behavior in order to receive rewards and avoid punishment) this book is a nightmare. Daniels succinctly describes the behavior analysis process and how employers can use it to improve organizational effectiveness and efficiency by "pinpointing" job performance standards and incentive programs. A must read for any manager. His chapter on incentive plans was particularly insightful and illustrates the fallacies of most reward systems.

Bringing Out the Best is not so much a book to have read, but rather a book to read, review and reference. Although there are many important points made in this book that can help you understand people and why they often behave in "strange and mysterious ways" I think the most important knowledge to be gained is the distinction between reinforcement and recognition or rewards. Today, when so many "pop" writers are claiming that people are demotivated by extrinsic rewards, Dr. Daniels is the only business writer even attempting to explain that reinforcement whether it occurs naturally (that is the work itself provides reinforcement and satisfaction) or given extrinsically, (that is, someone else notices good work and complements the worker) is significantly different than the typical rewards and recognition programs so often developed in businesses today. This book should be read by any one who has ever been disappointed by an attempt to reward or by an attempt to be rewarded. This includes managers, parents, ministers and anyone else who is expected to influence and motivate others.

Simple and straight forward. Great guide to understand human behavior and an outstanding blue print for controlling consequinces. Without a doubt one of the best, if not the best, books on motivation that I have ever read. Why and how to. Rudy Andl, Pres. IBC Recruiting Services Inc. IBCRecruiting.com

Business is characterized by a lot of common sense solutions. But in fact, the many books that are released articulate only the particular view and experiences of the author. A scientific based book about how to understand and change behavior in organizations was lacking. Aubrey Daniels has made the remarkable accomplishment of writing a book that is both strongly based in the science of behavior analysis, as easy to read and to use. This is one of the best books that has been written about business, also because it demonstrates that business is behavior.Drs. M.M. Rietdijk, Nyenrode University, The Netherlands