This guide tells the reader what really makes people work. The key to succesful motivation is how to find out what people want. A brief survey of the various theories of motivation is followed by practical sections on motivating oneself, other individuals and teams. The authors examine how to motivate by listening, asking and negotiation. The book also looks at motivating companies both by external motivators (eg consultants) and internal ones (eg company leaders and their roles). A selection of original case studies reveal how a range of public and private organizations are getting the best out of their most precious asset - people. Some of the companies include Worthing District Health Authority, Royal Mail, Toyota and Unipart. By the authors of How to Be a Winner, More Ways to Be a Winner and Winning With Words.