From the course: Practical Influencing Techniques
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Stick and carrot
- Now, the classic idea of influencing is stick and carrot. And we have this vision of a donkey, and you can either make it move forward by waving a carrot in front of it or by beating its back end with a stick. And that's what some people think influencing is, stick and carrot. And there are some people who say, "No, no, the stick is bad, "you should always use the carrot." But I want to say that both of those are rubbish, certainly when it comes to human beings. I don't know about donkeys. But if you want to persuade a person to do something, I don't think you should use either the stick or the carrot. They both lead to problems. The whole of the rest of this course is about better ways to persuade people to do something. So suppose you want somebody to work harder at work. What's going to happen if you use the stick, if you threaten to fire them, if you shout at them and bully them? Well, firstly, it's going to lead…
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