What works for you?
Do you prefer to be persuaded or coerced?
That's a no-brainer, isn't it!
Coercion (the "stick") is when you are forced to do something that you don't want to do, but another person wants you to do. Coercion uses threats, fear, force... loss, punishment, negative consequenes of some sort.
Even though the "de-motivational" poster says, PERSUASION, it is really COERCION. (The small print is the officer asking the private, "Do I look like Dale Carnegie?"
Coercion is used all the time by those in authority. Parents use it (spanking, time-outs, loss of allowance, etc.). Teachers use it (grading). Employers use it (staying hired or losing a job). Governments use it (police, fines, jail, military).
There are times when coercion is needed. In part, the sinful human nature often does not want to do what is good, and does want to do what is bad. So force, threat and fear are needed to make people do what they don't want to do. Like pay taxes for example... Like drive the speed limit... Like study this hard assignment vs. sit and play video games all night... Whether silly or serious, coercion is needed.
But coercion, even when it works, is not a great motivator. And if it is the main motivator you use, in the long term you are going to have big problems with the "demotivated" people around you.
First, people comply because of external punishments. When those external reasons are not around or enforced... they stop complying. Notice how many people slow down when they see a police car, and then speed right back up a 1/2 mile down the road?
Second, therefore, it is a short term motivator and must be reapplied often for ongoing compliance. Which means a lot of time and energy from you. Plus a watchdog kind of vigilance.
Third, because it requires compliance, the threat of punishment must be pretty serious for it to be effective.
Persuasion (the "carrot"), on the other hand, is when I convince you that what I want you to do (or buy) is in your best interests. There are real benefits that you are interested in. There is a genuine advantage you receive from what I have to offer.
Some Scenarios . . .
Scenario One. I tell you to follow me (do what I say). You ask me, "Why" I tell you, "Because you will help me achieve what I want. I benefit." You shake your head and think - who does this guy think he is?
I am skeptical of this book. Of course I always want to get something, why else would I be trying to motivate you? But if it is "all about me and what I want" then I am probably going to move into manipulation of you for my benefit.
Scenario Two. I tell you follow me (do what I say). You ask me, "Why?" I tell you, "I will hurt you if you do not do what I say." You assess the threat and determine if it is real. If it is - you comply. If you do comply, you do as little as you can to get by, and look for a way to get out of the scenario.
Scenario Three. I ask you to follow me (do what I say). You ask me, "Why?" I tell you, "There will be real benefits for you if you do." You ask me, "What are the benefits?" I tell you what they are. You say, "Sorry, but I am not interested in those things." For example, "I don't wear suits and the lure of a better price doesn't do anything for me." I realize I have made a big mistake. I thought I knew what would motivate you, but I was wrong. I probably won't get a second chance.
Scenario Four. I ask you to follow me (do what I say). You ask me, "Why?" I tell you, "There will be real benefits for you if you do." You ask me, "What are the benefits?" I tell you what they are. You say, "I am indeed interested in those things. I also have three other offers for the same thing. Why should I follow you, be interested in your offering, buy what you are selling, etc. over the other offers?"
Hmmm.... great question.... Do you have a great answer?
Now, we are down to the real issues of motivation and persuasion. There are a lot of options out there for people. Many opportunities. Lots of avenues. What makes what you have to offer special? What is going to make the "motivational difference" that leads a person to choose you and what you are offering?
And if you are the one who can choose between options - what will sway you one way or the other?
Who will you follow and why?
Back tomorrow with a few thoughts.
Brian K. Rice
Leadership ConneXtions International
www.lci.typepad.com
