Power ( Part 10 ) - The Power of Rewarding or Punishing
Good Day Readers, Today we will be Discussing about "The Power of Rewarding or Punishing".
Your Perception that i can and might help you or hurt you- physically, financially, or Psychologically- gives me "Muscle" in our relationship. The "Actual, Factual"Reality of the situation is immaterial.
If you think I can and might do something to affect you (Even though I Can't or Won't), I will exercise Power in my dealings with you. It's this perception, True or False, that gives the Boss 's Secretary Massive Clout, as it did yesteryear's King's Mistress.
( It's the shortsighted salesman who treats the Boss's Secretary as if she's an insignificant Member of the Team. The Smart Person knows she can often smooth his way or scatter broken glass in his path.)
Since all people are unique, what's perceived as threatening by one is considered harmless by another. What someone perceives as a reward, someone else regards as no Big Deal.
Rewards and Coercions ... positive and negative strokes ... come in as many forms as there are individual perceptions and needs.
If I'm Aware of your Perceptions and Needs, and If I know you think I have Power over you, I can control your Behavior.
Supposing you think I can call the shots regarding whether you get a Promotion or Raise, Whether you get Fired, when you go to Lunch, whether you get repimandea in front of others, where your desk or office is situated, whether you get a company car, whether you have a Private Parking Slot, when your vacation is scheduled, or whether your budget or expense account is increased.
If these matters are Important to you, does that make you Treat me with Kid Gloves? You'd better believe it.
Descending to the seemingly trivial: Supposing I know you feel it's crucial that I pause at your desk and say Good Morning every day or Send you a Christmas or Birthday Card.
Can I make you Curry my favor by Neglecting to say Good Morning or by Failing to send you a Card? Again, you'd better believe it.
If some of this seems to be small potatoes- as insignificant as a Glass of Warm Milk to a dedicated Wino- that's the way it is in the Real World. I'm not saying you should take advantage of this perceived Power if others think you have it.
I'm just saying you must be aware of the Reality of the Situation.
Here are 2 Things to Remember:
- No one will ever Negotiate with you in any significant way unless they're convinced that you can and might help them-or can and might hurt them.
- In an Adversary Relationship, If you think I might Help you or Hurt you, I should never defuse your Perception of my Power unless I get something in Return, such as a concession on your Part, or a Repositioning on your Part, that Truly Benefits me or Our Relationship.
And here's what I mean by not defusing the Perception of Power ( Whether the Perception is True or False ). When President Jimmy Carter first came into Office, he talked about Human Rights in Foreign Policy.
There was nothing Wrong with that. Unfortunately, he immediately spelled out what we would or wouldn't do. In the eyes of some adversaries this promptly transformed us into a Paper Tiger, no more threatening than your Neighbor's Kitten. He made the unfortunate mistake of Publicly Eliminating options without getting something in return.
For instance, as the world's Moral Leader, President Carter announced that the United States would never send troops to Africa or the Middle East. Fidel Castro, munching a Cigar, said, in effect, "What do you know? The Americans aren't going to send Armed Forces into Africa! How considerate of them! In that case, Cuba will send Armed Forces into Africa!" And Cuba did, putting troops into Angola and the Horn of Africa.
The President should have kept Castro off-balance. He should have kept open the perceived option (whether used or not) of meeting aggression with diplomatic pressure or even military force.
He should have said, "We're the Moral Leader, but we don't know exactly what we will or won't do. Come to think of it, aren't we the guys who sent B-52s over Hanoi on Christmas Eve? Who knows what our fighting men plan to do when the weather gets colder!"
If he'd said that, Castro would have lets his cigar sputter out, and if Cuban Mercenaries had gone to Africa they would have glanced skyward each time a plane broke through the clouds.
Moral: Don't Transform yourself into a Paper Tiger. In a Competitive situation don't eliminate options and reduce the other side's stress unless you receive quid pro quo. Let them wonder until you have received what you're shooting for.
In Geopolitics the Perception that you are willing to take risks and exercise Power may prevent opportunism by a Potential Aggressor.
Next, We will Discuss :
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