ISBN: 0 566 08726 X 
Publication Date: March 2007 
c. 200 pages  Hardback
 
Using the Personal Deal to Increase Business Performance
 
The Psychological Contract lies at the heart of your relationship with the organisation you work for. It is the deal you make with your employer and colleagues at work; it is about your mutual expectations and their fulfillment.
 
Too often this contract is implicit and left to chance, resulting in misunderstanding, stress, lower commitment and performance. Michael demonstrates how to use the psychological contract to raise the business game and increase personal fulfillment.
 
Managing the Psychological Contract is the first book which shows how the psychological contract can be used in practice. In it Michael advocates going beyond the traditional static view of the Psychological Contract between the organisation and its employees. He shows how to create unique and dynamic customised Personal Deals between people and teams.
 
He does this by showing how to make personal deals explicit and mutual, with practical tips for leaders, employees and HR professionals. Chapters are devoted to Leadership, Culture Change and strategic HR management. There is also a chapter of practical ideas for individuals who want to change their Personal Deal at work.
 
Michael’s ideas are based on his own research and consultancy experience as well as latest business school research. The book has lots of case studies showing how different organisations use the Psychological Contract.
 
This is an important and extremely readable book for all those concerned with the performance of people and organisations.
 
Reviews
 
“'Wellin's Managing the Psychological Contract is a wonderful how-to-manual for contemporary managers, employees and HR professionals. With great examples, it takes the reader through what needs to be done to make good, functional employment relationships and how to change them if need be. A good book and good read.' Denise M. Rousseau, H.J.Heinz II Professor of Organizational Behavior and Public Policy, Carnegie Mellon University

"Michael Wellin has re-framed the concept of the psychological contract into something much easier to grasp, study and measure. The book is very practical, with some fascinating case studies. It is well referenced, well written and well thought through. This is a practical business book written by someone who really understands the issues. A must - buy for business students and managers alike”. Adrian Furnham, Professor of Psychology, University College, London
 
'This is a wide ranging and, above all, practical treatment of an idea that has hitherto been the province of OD practitioners and experienced HR professionals. In managerial terms it unpicks the jargon, and gives real practical examples of how to maximise the impact of the "Personal Deal" for all employees. A timely and important contribution that will be of real help for managers in all industries.' Mike Mister, Global Director - Executive Development, Ernst & Young Global Limited.
 
Contents
 
Introduction and why the psychological contract matters; Use of the psychological contract; Viewing the psychological contract as a personal deal; Making and breaking personal deals; The personal deal process; Types of personal deals; How three companies use the psychological contract; Using the deal to improve leadership effectiveness; Using the personal deal to change organisation culture; How HR practitioners manage personal deals; How to shape your personal deal; A behavioural view of the personal deal; Index.
 
 
About the Author
 
Michael Wellin is Director of the consultancy Business Transformation. He is a highly experienced and creative consultant who has designed and led board level consultancy assignments to enhance business performance. Michael is a Chartered Occupational Psychologist and also the author of Behaviour Technology (Gower). Previously, he was Head of UK Personnel for Continental Bank, Founding Partner of Behaviour Technology and Director of the Alexander Consulting Group.
 
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