Info 4 My Students: Handbook and Task of MK O/I Psychology

“the scientific study of the relation between man and the world at work; the study of the adjustment people make to the place they go, the people they meet and the things they do in the process of making a living” (Guion, in Muchinsky 1983)

“both the study of behavior in organizational and work settings and the application of the methods, facts, and princiiples of psychology to individuals and groups in organizational and work settings” (APA).

Those are two of definition of Organizational & Industrial Psychology (O/IP).
Lets study its by this slide and the handbook (diktat)

1. definition, concept, and history of O/IP, please click here
2. individual difference and its measurement, please click here
3. work motivation, please click here
4. work satisfaction, please click here
5. work stress, please click here
6. job analysis, please click here

and post mid-semester

7. recruitment and selection, the dictat please click here
8. compensation/salary, the dictat please click here
9. training, the dictat please click here
10. promotion & mutation, the dictat please click here
11. industrial relationship, the dictat please click here
12. consumer psychology, the dictat please click here

ppt Slide of Jubhunting Training by Ugung DA Wibowo

Dear, jobhunters...

Jobhunting is one of the process to get career. Every your application letters are investment. Every step in the process is the journey to growing up. Just enjoy... always evaluate and learn every step in your way.

So, you can download the powerpoint slide of "Jobhunting Training" any time. Here is...

slide: jobhunting training cilck here
slide: writing application letter cilck here
slide: writing resume & CV click here
slide: handling interview test click here
slide: handling psychotest click here
curicculum vitae
application letter

curricculum vitae (untuk pemberkasan CPNS)
application letter (untuk pemberkasan CPNS)

Link: UMK Jawa Tengah & UMP se-Indonesia

Indonesia Salary Guide 2011-2012 click here

God bless U

Best regards,

Ugung DA Wibowo

December's 2012 WTS (Workshop, Training, & Seminar)

- 2 Days Training: "Get Better for Our Future"
Outline : motivating & supporting the student's mentality for success study as achievement student
Time & Place: Aula Moro Seneng Hotel, December, 5-6, 2012
Trainer : Ugung DA Wibowo & SSC Team
Trainee : Students of UMP

- 1 day Training: "Spirituality at WorkPlace"
Outline : building self and meaningfull life, then reconstruct work ethos and possitive culture in organization
Time & Place: Horison Hotel, December, 9, 2012
Trainer : Ugung DA Wibowo & Mintaragar ES
Trainee : staff of PT Taspen Purwokerto

- Short Training: "Jobhunting"
Outline : know & simulating how to writing CV & application letter, handling interview & psychological testing
Time & Place: Aula FISIP Unsoed, December, 11, 2012
Trainer : Ugung DA Wibowo
Trainee : Students of FISIP Unsoed (pre-graduate)

"I'm a leader, not a manager!"

written by Linda Hill & Kent Lineback

One of Kent's friends — we'll call him Roy — is a master craftsman who owns a small business that makes custom wood furniture. After making some cutbacks in 2009, his little company still employs three fine woodworkers, an office supervisor/customer service rep, and an apprentice.

What makes Roy unusual is that when he founded his firm a dozen years ago, he realized he knew nothing about business. And so he began reading serious books on the subject, as well as the Harvard Business Review and two or three business magazines.

Happy New Year 1434 Hijriyah...

happy new year 1434 H tommorrow must be better....

October 2012's WTS (Workshop, Training & Seminar)

- "Motivashare Workshop"
Outline : building motivation for study and goalsetting for better future
Time & Place: SMK Karya Bhakti, Purbalingga, Oktober, 3, 2012
Trainer : Ugung DA Wibowo
Trainee : students of SMK Karya Bhakti


- "Training: Guidence & Counselling for Lecture"
Outline : understanding about the way to be an effective guide and counselor for academic and non academic student problems
Time & Place: Roediro Building, Unsoed, Purwokerto, October, 31, 2012
Speaker : Ugung DA Wibowo & others
Trainee : Lecture of Economy Faculty of Unsoed
Information: http://www.unsoed.ac.id/berita/fe-unsoed-fasilitasi-bimbingan-konseling-bagi-mahasiswa

September 2012's WTS (Workshop, Training & Seminar)

- "BEST (Becoming Excellent Student Training)"
Outline : building excellent student mindset by know the quotient (intelligence) as self potential and know the islamic concept about study, life & religious activity
Time & Place: Aula AK Anshori, UMP, September, 3-4, 2012
Trainer : Ugung DA Wibowo, Ibnu Hasan & Widya Nirmalawati
Trainee : new students of UMP





- Short Seminar: "be a Smart Parent"
Outline : understanding about the way to be an effective parenting
Time & Place: Aula, Yayasan Putra Harapan, September, 01, 2012
Speaker : Ugung DA Wibowo
Trainee : Parents of LPA Putra Harapan students

Eid Mubarok!!!

after Ramadhan 1433 H

forgive
and
forget

then
this day is "start" for the next better days
untill the next Ramadhan



Happy Iedul Fitri 1433 H
taqabalallahu mina wa minkum, shiyamanaa wa shiyaminkum
minal aidin wal faizin

Just go better...
Together...

Coaching or Counseling?

By Matt M. Starcevich, Ph.D.

Business people like to see themselves as coaches. A person who improves individual performance for promotion and advancement, builds a team, melds diverse resources, encourages, cheerleads, helps and goes for a win'/performance. Coaching has a very positive image: teacher, mentor, trainer, developer, leader.

Counseling is often equated with therapy from a third party psychiatrist, psychologist or clinical social worker. The focus is in dealing with some dysfunction that is affecting a person's mental or physical health. Most business people don't like to see themselves as counselors, this is dealing with problematical behaviors. A person's job description would more likely list a responsibility for coaching than counseling. Yet, don't we do both? Aren't we concerned with the mental and physical well being of others, not just their output and performance? Or are we like the professional coaches who don't want to become too attached or close to players for fear that it will mar their objectivity and willingness to trade that player? An interesting business card might read: Evelyan Smitters, Plant manager/coach and therapist Rocky Road Manufacturing Data Input, Inc.

July untill August's 2012 WTS (Workshop, Training & Seminar)

- "BEST (Becoming Excellent Student Training)"
Outline : building excellent student mindset by know the quotient (intelligence) as self potential and know the islam concept about study
Time & Place: Aula AK Anshori, UMP, July, 15-16 & 23-24, 2012
Trainer : Ugung DA Wibowo & Facilitators
Trainee : new students of UMP

- Training: "ESQ for Student"
Outline : understanding emotional & spiritual quotient to applied in study, life & religion
Time & Place: Hotel Le Beringin, Salatiga, July, 9-15, 2012
Trainer : Ugung DA Wibowo, Taufik, Kuriake Kharismawan, & Sarjuni
Trainee : Delegations of Student of PTS VI Central Java

June's 2012 WTS (Workshop, Training & Seminar)

- Short Training: "Possitive Communication @ Organization"
Outline : building possitive communication in organization
Time & Place: Moro Seneng, Baturraden, June, 2, 2012
Trainer : Ugung DA Wibowo & Diklat Team
Trainee : staff of Culture Departement of DIY

- Training: "Jobseeking"
Outline : know & simulating how to writing CV & application letter, handling interview & psychological testing
Time & Place: Aula FISIP Unsoed, June, 11, 2012
Trainer : Ugung DA Wibowo
Trainee : Students of FISIP Unsoed (pre-graduate)

Motivation Secret

By John Baldoni

The following is an excerpt from John Baldoni's book Great Motivation Secrets of Great Leaders (McGraw Hill 2005), published by GovLeaders.org with the author's kind permission.

By all rights, they were done. Deep inside enemy territory, their putative leader dead, they should all have been slaughtered. But it didn't work out that way because their nominal leader, Cyrus the Younger, a Persian prince, was not their real leader. Their genuine leader, Xenophon, a Greek general, was one of their own, respected, trusted, and elected.

May's 2012 WTS (Workshop, Training & Seminar)

Short Training: "Jobseeking for SMK"
Outline : understanding recruitment process and tips of psychological testing and interview testing
Time & Place: SMK Kesatriyan, May, 10, 2012
Trainer : Ugung DA Wibowo & Himpsi Team
Trainee : Students of SMK Kesatriyan Purwokerto

- Audition: "BEST co-Fasilitator"
Outline : selecting BEST co-Fasilitator
Time & Place: Aula AK Anshori UMP, May, 21-23, 2012
Selector : Ugung DA Wibowo, Anita P, & Mintaraga ES
Participants : Students of UMP

Conduct a Simple Training Needs Assessment

By Susan M. Heathfield

Want to quickly learn the training needs of a group of employees who have similar jobs? Yet, you don't want to develop and implement a survey, put the questions in a computer program, or run analyses on demographic information you collect.

This training needs assessment works best in small to mid-sized organizations. It will give you a quick assessment of the training needs of an employee group.
This training needs assessment helps find common training programs for a group of employees.
Difficulty: Average
Time Required: Approximately 1-2 hours

Here's How:

Info 4 My Students: MK Inventory

At first using rational personality construct. Then use the method emphirical / emphirical validity (introduced Rossanof 1983). Initially mostly inventory test to measure clinical-psychiatric.

The inventory testing use paper & pencil/stationery, so its populer as paper and pencil test. The inventory testing is self repport questionnaire, the purpose of: determining kharakteristik personality, interest, attitudes, and value.
here is...

Info 4 My Students: Slide of MK Law of Labor

“the scientific study of the relation between man and the world at work; the study of the adjustment people make to the place they go, the people they meet and the things they do in the process of making a living” (Guion, in Muchinsky 1983)

“both the study of behavior in organizational and work settings and the application of the methods, facts, and princiiples of psychology to individuals and groups in organizational and work settings” (APA).

Those are two of definition of Organizational & Industrial Psychology (O/IP).
Lets study a part of O/IP, its Law of Labor.
here is...

April 2012's WTS (Workshop, Training, and Seminar)

- Short Training: "Refreshing pra UN (Fun Outbound)"
Outline : refresh & supporting the student's mentality before UN
Time & Place: Purbayasa, Purbalingga, April, 4, 2012
Trainer : Ugung DA Wibowo & SM@RT Team
Trainee : Students of MAN 2 Purwokerto

- Training: "Jobseeking"
Outline : know & simulating how to writing CV & application letter, handling interview & psychological testing
Time & Place: Aula FT UMP, 4th floor, April, 12, 2012
Trainer : Ugung DA Wibowo & Anwar Sanusi (PT. Holcim, Tbk)
Trainee : Students of UMP (pre-graduate)

The Magic of Doing One Thing at a Time

Tony Schwartz
Wednesday March 14, 2012

Why is it that between 25 and 50 per cent of people report feeling overwhelmed or burned out at work?

It's not just the number of hours we're working, but also the fact that we spend too many continuous hours juggling too many things at the same time.

What we've lost, above all, are stopping points, finish lines and boundaries. Technology has blurred them beyond recognition. Wherever we go, our work follows us, on our digital devices, ever insistent and intrusive. It's like an itch we can't resist scratching, even though scratching invariably makes it worse.

Tell the truth: Do you answer email during conference calls (and sometimes even during calls with one other person)? Do you bring your laptop to meetings and then pretend you're taking notes while you surf the net? Do you eat lunch at your desk? Do you make calls while you're driving, and even send the occasional text, even though you know you shouldn't?

The biggest cost — assuming you don't crash — is to your productivity. In part, that's a simple consequence of splitting your attention, so that you're partially engaged in multiple activities but rarely fully engaged in any one. In part, it's because when you switch away from a primary task to do something else, you're increasing the time it takes to finish that task by an average of 25 per cent.

But most insidiously, it's because if you're always doing something, you're relentlessly burning down your available reservoir of energy over the course of every day, so you have less available with every passing hour.

I know this from my own experience. I get two to three times as much writing accomplished when I focus without interruption for a designated period of time and then take a real break, away from my desk. The best way for an organization to fuel higher productivity and more innovative thinking is to strongly encourage finite periods of absorbed focus, as well as shorter periods of real renewal.

If you're a manager, here are three policies worth promoting:

1. Maintain meeting discipline. Schedule meetings for 45 minutes, rather than an hour or longer, so participants can stay focused, take time afterward to reflect on what's been discussed, and recover before the next obligation. Start all meetings at a precise time, end at a precise time, and insist that all digital devices be turned off throughout the meeting.

2. Stop demanding or expecting instant responsiveness at every moment of the day. It forces your people into reactive mode, fractures their attention, and makes it difficult for them to sustain attention on their priorities. Let them turn off their email at certain times. If it's urgent, you can call them — but that won't happen very often.

3. Encourage renewal. Create at least one time during the day when you encourage your people to stop working and take a break. Offer a midafternoon class in yoga, or meditation, organize a group walk or workout, or consider creating a renewal room where people can relax, or take a nap.

It's also up to individuals to set their own boundaries. Consider these three behaviors for yourself:

1. Do the most important thing first in the morning, preferably without interruption, for 60 to 90 minutes, with a clear start and stop time. If possible, work in a private space during this period, or with sound-reducing earphones. Finally, resist every impulse to distraction, knowing that you have a designated stopping point. The more absorbed you can get, the more productive you'll be. When you're done, take at least a few minutes to renew.

2. Establish regular, scheduled times to think more long term, creatively, or strategically. If you don't, you'll constantly succumb to the tyranny of the urgent. Also, find a different environment in which to do this activity — preferably one that's relaxed and conducive to open-ended thinking.

3. Take real and regular vacations. Real means that when you're off, you're truly disconnecting from work. Regular means several times a year if possible, even if some are only two or three days added to a weekend. The research strongly suggests that you'll be far healthier if you take all of your vacation time, and more productive overall.

A single principle lies at the heart of all these suggestions. When you're engaged at work, fully engage, for defined periods of time. When you're renewing, truly renew. Make waves. Stop living your life in the gray zone.

Tony Schwartz is the president and CEO of The Energy Project and the author of Be Excellent at Anything.
Copyright © 2012 Harvard Business School Publishing. All rights reserved. Harvard Business Publishing is an affiliate of Harvard Business School.

ppt of Jobhunting Training by Ugung DA Wibowo

Dear, jobhunters...

Jobhunting is one of the process to get career. Every your application letters are investment. Every step in the process is the journey to growing up. Just enjoy... always evaluate and learn every step in your way.

So, you can download the powerpoint slide of "Jobhunting Training" any time. Here is...

slide: jobhunting training cilck here
slide: writing application letter cilck here
slide: writing resume & CV click here
slide: handling interview test click here
slide: handling psychotest click here

curicculum vitae
application letter

curricculum vitae (untuk pemberkasan CPNS)
application letter (untuk pemberkasan CPNS)

Link: UMK Jawa Tengah & UMP se-Indonesia

Indonesia Salary Guide 2011-2012 click here

God bless U

Best regards,

Ugung DA Wibowo

Good to pass this on to your children....

source: anonim

This is a powerful message in our modern society. We seemed to have lost our bearings & our sense of direction.

One, young, academically excellent person went to apply for a managerial position in a big company.

He passed the first interview. The director who did the last interview, made the last decision.

The director discovered from the CV that the youth's academic achievements were excellent all the way, from the secondary school until the postgraduate research. He never had a year when he did not score.

The director asked, "Did you obtain any scholarships in school?" The youth answered "none".

The director asked, " Was it your father who paid for your school fees?" The youth answered, "My father passed away when I was one year old. It was my mother who paid for my school fees."

The director asked, " Where did your mother work?" The youth answered, "My mother worked as a clothes cleaner. The director requested the youth to show his hands. The youth showed a pair of hands that were smooth and perfect.

The director asked, " Have you ever helped your mother wash the clothes before?" The youth answered, "Never, my mother always wanted me to study and read more books. Furthermore, my mother can wash clothes faster than me."

The director said, "I have a request. When you go back today, go and clean your mother's hands and then see me tomorrow morning."

The youth felt that his chance of landing the job was high. When he went back, he happily requested his mother to let him clean her hands. His mother felt strange, but with mixed feelings, she showed her hands to her son.

The youth cleaned his mother's hands slowly. His tears fell as he did that. It was the first time he noticed that his mother's hands were so wrinkled and that there were so many bruises in her hands. Some bruises were so painful that his mother shivered when they were cleaned with water.

This was the first time the youth realized that it was this pair of hands that washed the clothes every day to enable him to pay the school fee. The bruises in the mother's hands were the price that the mother had to pay for his graduation, academic excellence and his future.

After finishing the cleaning of his mother hands, the youth quietly washed all the remaining clothes for his mother.

That night, mother and son talked for a very long time.

Next morning, the youth went to the director's office.

The Director noticed the tears in the youth's eyes and asked, " Can you tell me what you did and learned yesterday in your house?"

The youth answered, " I cleaned my mother's hands, and also finished cleaning all the remaining clothes.'

The Director asked, " Please tell me your feelings."

The youth said, Number 1, I know now the meaning of appreciation. Without my mother, there would not be the successful me today. Number 2, by working together and helping my mother, only now I realize how difficult and tough it is to get something done. Number 3, I have come to appreciate the importance and value of family relationship.

The director said, " This is what I am looking for in my new manager.
I want to recruit a person who can appreciate the help of others, a person who knows the sufferings of others to get things done, and a person who would not put money as his only goal in life. Son,you are hired."

Later on, this young person worked very hard, and received the respect of his subordinates. Every employee worked diligently and as a team. The company's performance improved tremendously.

A child, who has been over protected and habitually given whatever he or she wanted, would develop the entitlement mentality and would always put himself first. He would be ignorant of his parent's efforts. When he starts work, he assumes that every person must listen to him, and when he becomes a manager, he would never know the sufferings of his employees and would always blame others. This kind of person, may be good academically and may be successful for a while, but eventually would not feel a sense of achievement. He will grumble and be full of hatred and fight for more.
If we are this kind of protective parents, are we really showing love or are we destroying the kid instead?*

You can let your kid live in a big house, eat good meals, learn piano, watch a big screen TV. But when you are cutting grass, please let him experience it. After a meal, let him wash his plates and bowls together with his brothers and sisters. It is not because you do not have money to hire a maid, but it is because you want to love him in the right way. You want him to understand, no matter how rich his parents are, one day their hair will grow gray, same as the mother of that young man . The most important thing is your kid learns how to appreciate the effort and experience the difficulty and learns the ability to work with others to get things done.

February till March's WTS (Workshop, Training, and Seminar)

- Training: "SM@RT (Softskills Management and Resolution Training)"
Outline : how to empowering motivational-spiritual softskills by outbound adn inhouse training, then make a resolution in the last session"
Time & Place: Aula AK Anshori, February, 20 till March, 3, 2012
Trainer : Ugung DA Wibowo, and Internal Trainer of UMP
Trainee : student of UMP (2nd semester)

- Training: "Motivation in Excellence Service"
Outline : know & simulating how to be excellences server by high energy level
Time & Place: Slamet Hotel, February, 11, 2012
Trainer : Ugung DA Wibowo
Trainee : middle-top manager of RSI Purwokerto

- Training: "Student Creativity Programme of GT/AI"
Outline : know & simulating how to write Student Creativity Programme of GT/AI, DIKTI's program for students
Time & Place: Aula AK Anshori UMP, February, 11, 2012
Trainer : Ugung DA Wibowo, Diniatik, & Eko Israhayu
Trainee : Students of UMP

- Short-Training: "Motivation pre-UN"
Outline : motivating students by getting dream and reinforcing by self efficacy before UN
Time & Place: Aula Dinkop Purbalingga, February, 17, 2012
Trainer : Ugung DA Wibowo
Trainee : students of SMPN 1 Purbalingga (3rd grade)

- Training KOPMA, session: "Motivation in Organization"
Outline : understanding & applicating the motivation in organization
Time & Place: Baturraden, March, 10, 2011
Trainer : Ugung DA Wibowo
Trainee : member of KOPMA Lebah UMP

- Short Training: "Jobhunting"
Outline : know & simulating how to writing CV & application letter, handling interview & psychological testing
Time & Place: Aula FISIP Unsoed, March, 15, 2011
Trainer : Ugung DA Wibowo
Trainee : Students of FISIP Unsoed

- LDK Al Kahfi Talkshow: "Understanding teens for Da'wah @ School"
Outline : know & understand about Purwokerto's underground about teens case and discussin about the solution to attact it and how to educate them in da'wah at shool"
Time & Place: Aula AK Anshori UMP, March, 17, 2012
Trainer : Ugung DA Wibowo and Noviyanto
Trainee : SKI SMA se-kab. Banyumas

- Short Training: "Jobhunting"
Outline : know & simulating how to writing CV & application letter, handling interview & psychological testing
Time & Place: D-201 FE Unsoed, March, 24, 2011
Trainer : Ugung DA Wibowo
Trainee : Students of FE Unsoed

Self Efficacy

sorry, repaired
...
...
...

January's 2012 WTS (Workshop, Training, & Seminar)

- Training: "Motivation Spiritual Leadership (MSL) for UN Preparation"
Outline : how to empowering motivational-spiritual leadership to lead motivation for national examination (UN) preparation
Time & Place: Aula AK Anshori, January, 3, 2012
Trainer : Ugung DA Wibowo, Haryanto, & Agung Miftahuddin
Trainee : student of SMAN 1 Baturraden

- Training: "Student Creativity Programme of GT/AI"
Outline : know & simulating how to write Student Creativity Programme of GT/AI, DIKTI's program for students
Time & Place: Aula AK Anshori UMP, January, 11-12, 2012
Trainer : Ugung DA Wibowo, Diniatik, Eko Israhayu, & Anwar Ma'ruf
Trainee : Students of UMP

- Training: "OPPEK"
Outline : know & simulating how to be a mentor of student organization
Time & Place: Surya Yudha Hotel, January, 12-14, 2014
Trainer : Kukuh Budi Utomo, Ugung DA Wibowo, & Anwar Ma'ruf
Trainee : Lecture (Mentor of Student Organization)

- Training: "Motivation Spiritual Leadership (MSL) for UN Preparation"
Outline : how to empowering motivational-spiritual leadership to lead motivation for UN preparation
Time & Place: Aula AK Anshori, January, 3, 2012
Trainer : Ugung DA Wibowo, Haryanto, & Agung Miftahuddin
Trainee : student of SMAN 1 Baturraden

- Training: "Student Creativity Programme of GT/AI"
Outline : know & simulating how to write Student Creativity Programme of GT/AI, DIKTI's program for students
Time & Place: Aula AK Anshori UMP, January, 11-12, 2012
Trainer : Ugung DA Wibowo, Diniatik, Eko Israhayu, & Anwar Ma'ruf
Trainee : Students of UMP

Resolution @ New Year of 2012

Three Principles for Greet Success

by Brian Tracy

Get Better Results than Ever Before
There are several principles of military strategy that you can apply to your business, every single day. These can help you to think better and get better results than ever before.

Do the Unexpected
One really helpful military principle that can be applied to business is the Principle of Surprise. The principle of surprise says, "do the unexpected!" In sales and marketing, this means to be continually seeking ways to out-flank or upset your competition.

Do the Opposite of Before
Sometimes doing exactly the opposite of what you have been doing up till now can turn out to be the perfect solution. The natural tendency for a person, when they find themselves in a hole, is to dig deeper. In many cases, the solution is to go and dig somewhere else. Remember, the first law of holes is, "When you find yourself in one, stop digging."

Follow-up and Follow-Through
A second military principle that applies to business is the Principle of Exploitation. The principle of exploitation emphasizes the importance of follow-up and follow-through. In business, this means that, when you get an opportunity, you exploit it to the fullest extent possible. If you have a great promotional idea or product or service, you sell all you can. You take advantage of your idea or breakthrough and use every opportunity to capitalize on it.


Work Harmoniously With Others
The third principle of military strategy that applies to personal and corporate thinking is the Principle of Cooperation. In business, this is often called the principle of synergy. In military terms, this is often called the principle of "concerted action." In business terms, your ability to work effectively and harmoniously with other individuals and groups is more responsible for your success than any other quality.

Win the Cooperation of Key People
A key part of strategic thinking is for you to identify the individuals, groups and organizations whose cooperation you will require to achieve your goals. Make a list of them and then organize the list in order of importance. Then ask yourself, "How am I going to win their cooperation?"

Answer Everyone's Favorite Question
Everybody wants to know, "what's in it for me?" The effective executive is always looking for ways to help or assist others knowing that this is the only sure way to create within them a desire to help you to achieve your goals.

By doing the unexpected, by following up and following through, and by constantly looking for ways to get other people to cooperate with you, you will accomplish more in a shorter time than you might ever have imagined.

Action Exercises
Here are two things you can do immediately to apply these ideas in your business and in your work:

First, look at your job, especially the areas where you are experiencing frustration, and question whether or not there is a completely different way of approaching your problem or situation. Do the unexpected. Perhaps you should be doing exactly the opposite of what you are doing today. All success in business comes from surprising the competition in some way.

Second, identify the people, groups and organizations whose assistance you will need to achieve your goal. Continually look for ways to earn their support and cooperation by thinking in terms of what is in it for them.