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Report 

Complete appraisal report, if not already prepared 
Step 5 
Follow up 

Take action as agreed 

Monitor 
progress 

Keep employee informed 
3.5.1 Three approaches: Maier (1975) 
Maier identifies three types of approach to appraisal interviews. Most appraisees prefer the third of the 
alternatives suggested. 
(a) The 
tell and sell style
. The manager tells the subordinate how they have been assessed, and then 
tries to 'sell' (gain acceptance of) the evaluation and the improvement plan. This requires unusual 
human relations skills in order to convey constructive criticism in an acceptable manner, and to 
motivate the appraisee to alter their behaviour.
(b) The 
tell and listen
style
. The manager tells the subordinate how they have been assessed, and 
then invites the appraisee to respond. The manager therefore no longer dominates the interview 
throughout, and there is greater opportunity for coaching or counselling
 
as opposed to pure 
direction.
(i) 
The employee is encouraged to participate in the assessment and the working out of 
improvement targets and methods: it is an accepted tenet of behavioural theory that 
participation in problem definition and goal setting increases the individual's commitment 
to behaviour and attitude modification.
(ii) 
This method does not assume that a change in the employee will be the sole key to 
improvement: the manager may receive helpful feedback about how job design, methods, 
environment or supervision might be improved.
(c) The 
problem-solving style
. The manager abandons the role of critic altogether, and becomes a 
coach and helper. The discussion is centred not on the assessment, but on the employee's work 
problems. The employee is encouraged to think solutions through, and to commit to the 
recognised need for personal improvement. This approach encourages intrinsic motivation 
through the element of self-direction, and the perception of the job itself as a problem-solving 
activity. It may also stimulate creative thinking on the part of employee and manager alike, to the 
benefit of the organisation's adaptability and methods. 
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