"The way to get things done is to stimulate competition. I do not mean in a sordid, money-getting way, but in the desire to excel." - Charles Schwab
The desire to excel! The challenge! Throwing down the gauntlet! An infallible way of appealing to people of spirit.
"All men have fears, but the brave put down their fears and go forward, sometimes to death, but always to victory." - King's Guard in ancient Greece
What greater challenge can be offered than the opportunity to overcome those fears?
"I have never found that pay and pay alone would either bring together or hold good people. I think it was the game itself." - Harvey S. Firestone
Frederic Herzberg studied in depth the work attitudes of thousand of people ranging from factory workers to senior executives. The most motivating factor - the one facet of the jobs that was most stimulating? Money? Good working conditions? Fringe benefits? No - not any of those. The one major factor that motivated people was the work itself. If the work was exciting and interesting, the worker looked forward to doing it and was motivated to do a good job.
That is what every successful person loves: the game. The chance for self-expression. The chance to prove his or her worth, to excel, to win. The desire to excel. The desire for a feeling of importance.
Principle 12: Throw down a challenge.
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