The 108 Skills of Natural Born Leaders

106. Use the Entire Arsenal of Incentives

Master leaders know that people are different. They rely on the complete range of incentives to motivate others and create the environment they seek.

Understand the incentives people value by applying your rapport building and expectation clarification skills (Chapters 4 and 5). Consider the specific incentives people want and how well the environment provides them. Ask people, "What incentives in this job, group, organization, or career will motivate you to excellence?" Demonstrate how the environment already provides those incentives when it does. Take action to provide unmet incentives. For example, a group of European managers in one international firm did not believe their ideas were given full consideration ...