“I guess I just don’t like the characterization that most of what I do, as a manager is manipulation. I always thought of myself as a motivational leader,” Helen explained.
“When you think about motivation, do you think it is something that exists inside of a person or outside?” I asked.
“Well, inside. Motivation has to come from the inside,” she replied.
“And, manipulation, inside or outside?”
She looked at me with squinting pushback. “Manipulation would come from the outside.”.
“You may be looking at the difference as good and bad, but manipulation isn’t necessarily bad,” I said. “Let’s say you need the team to stay after for a half hour and load the last truck of the day. And if they do that, you promise a pizza lunch. Motivation or manipulation?”
“It’s outside, external, manipulation,” Helen answered.
“So, is the pizza lunch good or bad?” I wanted to know.
“Neither, really, kind of neutral.”
“Manipulation isn’t necessarily bad, but it’s different than motivation. With manipulation, it is dependent on the reward or punishment. Remove the reward and the behavior goes away, it doesn’t last very long. And, the proximity of the manager, you most likely will have to be there and pitch in. If you leave before the truck is loaded, they might leave too. So, it doesn’t last and you have to be there.”
“And, motivation?” Helen answered her own question. “Motivation doesn’t depend on an external reward and the behavior happens whether the manager is there or not.”