Which works best in compelling behaviour of your subordinates: the carrot or the stick? Machiavelli wrote in Chapter 17 that a Prince who cannot be both loved and feared, is more effective if he chooses to be feared rather than loved. Use the stick, he tells us.
And science has shown that this advice was probably correct. In a story posted on Science Daily,
A simple experiment suggests that punishments are more likely to influence behavior than rewards. The results stem from a study involving 88 students at a university.
In fact, the study found that punishment was two to three times more effective in getting results than giving rewards. Jan Kubanek, PhD, a researcher in anatomy and neurobiology is quoted as saying about the results:
…our study suggests that negative feedback may be more effective than positive feedback at modifying behavior. Our study showed that such feedback does not have to be harsh, since it appears that we tend to react in the same manner to any amount of negative feedback. From an evolutionary perspective, people tend to avoid punishments or dangerous situations. Rewards, on the other hand, have less of a life-threatening impact.
Harsh is, of course, relative and in Machiavelli’s day all forms of punishment were much harsher than those we mete out today. Thomas More questioned leniency for crimes we consider minor today and counselled for harsh measures:
‘I would gladly know upon what reason it is that you think theft ought not to be punished by death: would you give way to it? or do you propose any other punishment that will be more useful to the public? for, since death does not restrain theft, if men thought their lives would be safe, what fear or force could restrain ill men? On the contrary, they would look on the mitigation of the punishment as an invitation to commit more crimes.’
Thomas More, Utopia, Book I
In those days, heads rolled considerably more often from their perch on the neck; today in the municipal or corporate world, such methods are frowned upon. Even simple defenestration is not accepted. Instead, we simply fire someone. But the symbolic effect is the same.
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