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Bringing Out the Best in People: How to Apply the Astonishing Power of Positive Reinforcement, Third Edition, 3rd Edition by Aubrey C. Daniels

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5

The ABCs of Performance Management

A Way of Seeing Things as Others See Them

In Chapter 4, I explained how apparently senseless behavior made sense to the performer because it was in some way positively reinforcing to that performer. However, as in the example of the department supervisor in the federal government, it’s often difficult to understand how some things that others do could make sense to anybody.

So the first step when attempting to change the way people perform is to understand why they are currently behaving the way they are. We now know that people do what they do because of the consequences they experience following their actions. Therefore, it is helpful to discover what antecedents are setting the stage for the behavior ...

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