Table of Contents

Preface vii

PART 1: The Perils of Traditional Management
1 Fads, Fantasies, and Fixes 3
2 Management by Common Sense Is Not Management at All 13
3 Louder, Longer, Meaner 21

PART 2: The Astonishing Power of Positive Reinforcement
4 Behavior Is a Function of Its Consequences 31
5 The ABCs of Performance Management 41
6 The High Price of Negative Reinforcement 49
7 Capturing Discretionary Effort Through Positive Reinforcement 63
8 Decreasing Behavior—Intentionally or Otherwise 75
9 Effective Delivery of Reinforcement 83

PART 3: The Scientific Approach to Leadership
10 Pinpointing 97
11 The Effective Use of Measurement 109
12 Performance Feedback 121
13 A Model for Problem Solving 129

PART 4: Turning Good Intentions into High Performance
14 Goal Setting to Shape Behavior 139
15 The Four R’s of Effective Management
Recognition, Reward, Reinforcement, and Relationships 149
16 Compensation and Performance Appraisal 167
17 Employee Engagement
It’s Not About the Employees 181
18 Technology and Behavior 191
19 Getting Smarter Quicker 203
20 Performance Management
The Executive Function 215

Epilogue 225
References 231
Index 235

About the Author

Aubrey C. Daniels, Ph.D. founder and CEO of Audrey Daniels & Associates, Inc. (Atlanta, GA). is a pioneer in introducing the principles of behavioral psychology to the workplace. Internationally recognized as an author, speaker, and expert in behavior-based technologies, Dr. Daniels advises Fortune 500 companies on management and human performance issues.