Crucial Confrontations

Source 5 ”Things, Motivate (Carrots and Sticks)

The formal reward structure encourages the wrong behavior while discouraging the right behavior.

Diagnostic Questions

• Will doing the right thing cost them money?

• Does doing the right thing put their career or job at risk?

• Does doing the right thing put better jobs, assignments, or working conditions at risk?

• Does doing the wrong thing bring them more money, enhance their career, or give them better assignments or working conditions?