The Manager’s Phrase Book

Part 5Motivation

When someone else blows your horn, the sound is twice as loud.

—Unknown

Do you have trouble getting out of bed some mornings? Every morning? Well, your direct reports probably do, too. Motivation can be an issue in any job, whether you’re an air traffic controller (let’s hope not!), a masseuse, or a construction worker. Work is called work for a reason; it’s not play, and sometimes people need a nudge every now and then to keep them on track and contributing to the bottom line. Most managers do this using Freud’s pleasure-pain principle: they apply pain (confrontations, negative reviews, docks in pay, Machiavellian mind tricks) to stop negative behavior or underperformance; and they beneficently bestow pleasure (raises, bonuses, ...