Chapter 5 Chapter Five Types and Uses of Carrots

Chapter Five Types and Uses of Carrots 1. The story of the rabbit and the carrot Types and uses of carrots If small merits are not rewarded, great merits will not be accomplished; If small grievances are not forgiven, big grievances will inevitably arise. — "Sushu Six Chapters" It is said that after Liu Bei became the general manager, he quickly quelled the noise inside and outside the company by using the shy method.Every employee was shy when they saw him, so that he would not have a feeling of saying something like plum blossoms in his heart.Liu Bei knows that from a medical point of view, making employees shy is just a way to reduce fever.In order to obtain a healthy body, exercise therapy must be adopted.In other words, we must try to get employees to work actively, which requires incentives.

Anyone who has read it knows that the reason why Liu Bei was able to finally become the founder of one of the three major group companies in the country is because he is good at motivating.In terms of human resource management, he has established a glorious image that the benevolent is invincible.However, in the long years, we want to say that we were so confused back then. Our young Mr. Liu locked himself in the office and began to think hard about effective employee motivation. Boom, boom, Mi Zhu knocked on the door and came in, asking: "Mr. Liu, have you signed this month's salary report?"

Liu Bei asked him to sit down and discussed with him: "I want to give Chen Deng an extra bonus of 500 yuan, do you think it's appropriate?" Mi Zhu asked, "Is there any reason?" Liu Bei said: "There is a reason, but it's hard to explain clearly." Mi Zhu asked again: "Do you feel that Chen Deng has helped you a lot and you need to express your gratitude?" Liu Bei nodded. Mi Zhu said: "Since this is the case, I think your thanks are out of selfishness and cannot represent the company to issue this bonus." Liu Bei was a little unhappy and said: "Don't I even have the right to give bonuses? As the saying goes: 'If the army has no money, the soldiers will not come; if the army has no rewards, the soldiers will not go. Enhui, who will work for the company?"

Mi Zhu said: "As the general manager, you should reward employees, but you must not do whatever you want. Let me tell you a story about a rabbit and a carrot, and you can learn some truths from it." 1. The problem encountered by Rabbit King There is a group of rabbits living on the south hillside.Under the careful management of the blue-eyed Rabbit King, the rabbits live a well-fed and happy life.But recently, the rabbits who went out to look for food brought back less and less food.why?The Rabbit King discovered that it turned out that some rabbits were being lazy. 2. The need for rewards

The Rabbit King found that those lazy rabbits not only sabotaged their work, but also had a negative impact on other rabbits.Those rabbits who are not lazy also think that since they do more and less, then what's the point of doing it?They also followed suit one by one.Therefore, the Rabbit King is determined to change this situation, and announces that whoever performs well can get his special reward carrot. 3. Random rewards to provoke dissatisfaction A little gray rabbit got the first carrot rewarded by the Rabbit King, which caused an uproar in the whole rabbit group.Rabbit King did not expect such a strong response, and it turned out to be a counterproductive response.

Several old rabbits came to talk to him, complaining about the little gray rabbit's various problems, asking why the rabbit king should reward the little gray rabbit?Rabbit King said: "I think the little gray rabbits have done a good job. If you can also perform positively, you will naturally be rewarded." 4. Rabbits learn to change faces So, the rabbits discovered the secret to get rewards.Almost all rabbits believe that as long as they are good at expressing themselves in front of the rabbit king, they will be rewarded with carrots.Those honest rabbits always suffer because they are not good at performance.As a result, over time, a face-changing work style (one set in front of the face and another behind the back) prevailed among the rabbits.Many rabbits are trying their best to please the Rabbit King, even resorting to deceit.The rabbits' fine tradition of industriousness and simplicity has been dealt a serious blow.

5. Only when there are rules can there be a circle In order to reform the disadvantages of the rabbits' cheating, the Rabbit King, with the help of the old rabbits, formulated a set of evidence-based rewards.This method stipulates that the food collected by the rabbits must be checked and accepted, and then they can be rewarded according to the completed quantity. All of a sudden, the working efficiency of the rabbits has changed, and the food inventory has greatly increased. 6. Pay attention to the reform of the reward system The Rabbit King was not proud for a long time, and the work efficiency of the rabbits fell into a predicament that went from bad to worse soon after it was in full swing.The Rabbit King was surprised. After careful investigation, it turned out that the food sources near the rabbit group had been over-exploited, but no one was willing to take the initiative to find new food sources.

A big white rabbit with long ears accused him of only quantitative theory, which encouraged a short-term behavioral utilitarian thought, which was not conducive to cultivating those behavioral motivations that were really beneficial to the long-term development of the rabbit group. 7. When the rules are broken The Rabbit King felt that what the Jack-Eared Rabbit said made sense, and he began to think about it.One day, the little gray rabbit Susu failed to complete the task of the day, so his good friends offered to give him the mushrooms they collected.When the Rabbit King heard about it, he appreciated Du Du's character of helping others.

Two days later, the Rabbit King happened to meet Dudu at the door of the warehouse, and gave Dudu double rewards when he was happy.As soon as this example opened, the face-changing game became popular again.Everyone changed their ways to please the Rabbit King, and if they couldn't please, they made a noise with the Rabbit King, which made the Rabbit King restless and irritable.Some said, "Why do I do more, but get less rewards?" Some said, "I did a lot this time, but got less than last time, isn't it too unfair? " 8. Carrots also lose motivation As time goes by, the situation intensifies. If there is no high reward, no one is willing to work.However, if no one works, where will our food come from?In desperation, the Rabbit King announced that all volunteers who are willing to contribute to the rabbit group can immediately receive a large basket of carrots.As soon as the announcement came out, the applicants were very enthusiastic.The Rabbit King thought to himself, under the heavy reward, there really is a brave man.

No one expected that among the rabbits who signed up, none of them completed the task as scheduled.Rabbit King was furious and ran to scold them.They said in unison: "You can't blame me, Rabbit King. Now that the carrots are in hand, who has the heart to work?" After listening to the story, Liu Bei said in amazement: "I didn't expect that there are so many specialties in carrots! What surprised me even more is that carrots will lose their motivating effect!" Mi Zhu said: "For a person who is extremely hungry, giving him the first bowl of rice is life-saving; the second bowl of rice is satisfaction; the third bowl of rice is poison. When he eats the third bowl of rice, the value of the rice is As far as he is concerned, it has completely changed. How can he appreciate the meaning of "every grain is hard work"? In the same way, the rabbit king's carrot not only failed to motivate, but made the rabbits change one by one. So, as a general manager, you should first understand the meaning of carrots, otherwise, you will not only fail to motivate employees to work hard, but will cause a lot of trouble; what you will give them is not happiness, but poison. "

Liu Bei sighed and said, "If you hadn't reminded me today, tomorrow I would suffer the same fate as the Rabbit King!" Mi Zhu said: "Yes... Let's take the matter of Chen Deng as an example—you have promoted him to be the assistant to the general manager, and this has caused a lot of gossip among the employees. Once the bonus is distributed, everyone will They believe that as long as they are good at expressing themselves in front of you, they will have a chance of promotion and salary increase. In this way, they will play tricks in front of you. It will also cause harm to Chen Deng in two aspects: on the one hand, others They will call him a sycophant, which will hurt his normal interpersonal relationship; on the other hand, Chen Deng himself may become arrogant, which will hurt his good moral character. You said that you sent Chen Deng Is a bonus a pack of poison that does all harm but does no good?" "In this case, Chen Deng's bonus will disappear, and you don't need to mention it to anyone." Liu Bei said thoughtfully, "Also, what you just said is that I promoted Chen Deng to be the assistant to the general manager. Grow carrots?" Mi Zhu said: "Yes, there are many types of carrots, and they are not limited to cash." 2. As many carrots as you need "In human resource management, what does a carrot mean? It is a method and method that can motivate employees to work hard to complete tasks." Mi Zhu explained, "In this sense, any method that can play a motivating role can be a carrot." Liu Bei asked: "According to your understanding, what kinds of carrots are there?" Mi Zhu thought for a while and said, "This needs to be analyzed from the level of needs of the employees..." "Employees' needs hierarchy? Is it the famous Maslow's hierarchy of needs?" Liu Bei said enthusiastically: "This Maslow is a psychologist. He believes that people have five levels of needs. The first is physiological needs. , is the basic need for personal survival, such as food and clothing, etc. The second is safety needs, including psychological and material security, such as freedom from theft and threats, prevention of dangerous accidents, job security, social insurance and retirement Funds, etc. The third is social needs. People are members of society and need friendship and a sense of belonging to the group. Interpersonal communication needs mutual sympathy, mutual help and approval. The fourth is the need for respect, including the need to be respected by others and to have inner self-esteem. The fifth is the need for self-actualization, which refers to the realization of one’s expectations of life through one’s own efforts, so that one’s life and work are truly meaningful. According to Maslow’s hierarchy of needs, only one’s needs can be met Only by giving can he become a motivating factor for him. This principle is similar to what you just said about one bowl of rice, two bowls of rice and three bowls of rice." Mi Zhu said: "Employees' needs hierarchy is the same as Maslow's hierarchy of needs in terms of structural form. This structural form is based on three basic assumptions: first, to survive, his needs can affect his behavior, Only unsatisfied needs can affect behavior, and satisfied needs cannot continue to serve as incentive tools; second, human needs are arranged in a certain order according to their importance, forming a hierarchical structure. Third, when a certain level of human Only after the needs of the people are met at the minimum can they pursue the needs of a higher level, and such a step-by-step increase becomes the internal motivation to continue to work hard.” Liu Bei poured a glass of water for Mi Zhu to meet his need for drinking water and being valued. He served the tea and asked, "Tell me, what level of needs do the employees have?" Mi Zhu asked Liu Bei for a pen and a sheet of note paper, drew a pyramid shape, and listed eight levels, calling it "Schematic Diagram of Employee Needs Hierarchy". Liu Bei stared at the diagram and was taken aback: "Mi Zhu, is this your experience? The minimum requirement of employees is to pay wages on time?" Mi Zhu said: "In many companies, at many times, the minimum needs of the employees are not met. If you look through the newspapers, are there still few labor disputes about wage arrears? Through your management, if you can make the company every Salary is paid on time every month, and all employees including me will sincerely thank you." Liu Bei waited for a while, and continued to ask: "Could it be that official articles such as warmth in winter and coolness in summer will make the employees feel grateful?" Mi Zhu said: "People's hearts are not old these days. Those who are willing to do this kind of bureaucracy are already good officials who love the people like their sons! What employees value is not a drink, but the heart of the company's leaders!" "Look at you talking so pitifully! Then," Liu Bei asked, "can you change this level of need?" Mi Zhu smiled slightly and said, "Have you ever heard the story of waiting for a rabbit?" Liu Bei replied: "I heard it in the first grade of elementary school. It was said that a farmer accidentally picked up a rabbit that was killed by a tree stump. Since then, he has stopped working and fantasized about picking up rabbits every day." Mi Zhu said: "For anyone, windfalls that exceed their needs are poison. You have changed Chen Deng's level of needs. Do you want to make everyone look like him?" Liu Bei asked strangely: "What happened to Chen Deng?" Mi Zhu told him clearly: "You gave Chen Deng a promotion and a salary increase not because he is suitable to be an assistant to the general manager, but because he has helped you. In this way, you have turned him into an opportunist who waited on the sidelines. Now, He will also fantasize about waiting and plotting to get the second rabbit he wants. And a manipulative employee will not be a loyal employee." Liu Bei became frustrated like a primary school student who made a mistake: "Mi Zhu, what do you think I should do?" Mi Zhu said: "You just need to satisfy each employee step by step according to their level of needs. Not only you need to go step by step, but the employees also need to go step by step. If you find out who has gold (bonuses), houses (housing allocation) , car (luxury car), seat (promotion) and other unreasonable thoughts, then it is precisely the time when management skills are needed. As a company manager, whether it is you or me, there is a difficult task The task is to try to persuade employees to put aside some selfish short-term goals and let them focus on the long-term development of the company." 3. Some carrots that cost nothing "There is also a very important point, don't spend money casually!" Mi Zhu taught the new general manager with infinite loyalty, "Employees who are greedy for money are not good employees, but business managers who are greedy for money are definitely commendable. Only an inch of land can make it big; the sea can only grow deep if it does not let go of a drop—as the general manager, you have to understand how important money is for the company's development and growth!" Liu Bei had no choice but to continue to humbly ask him for advice: "You told me just now that employees have eight levels of needs. Now, tell me some carrots that don't cost money!" Mi Zhu nodded and said, "Since Mr. Liu is willing to be ashamed to ask, I will tell you the ten kinds of free carrots that I have studied for many years." The first type of carrot: Tiannv Scattered Flowers The Heavenly Maid Scattering Flowers is a very lovely myth that is widely circulated in China.For business managers, this tactic is a carrot that costs nothing but works brilliantly.The reason is simple: as a manager, you can go around, a compliment here and there can increase the endorphins of employees.And endorphins can make employees excited, which can improve employees' ability to bear pain.Naturally, they work extra hard because of it. The Second Carrot: Showing Caring When a leader begins to care about the private lives of his subordinates, he immediately forms a special relationship with them.This special relationship not only allows subordinates to work more without money, but even enables them to bravely engage in extremely difficult tasks at critical times.In many film and television works with historical themes in China, such scenes often appear: In a secret room, a person who looked like a leader asked solemnly, "Zhang San, how will I treat you?" Zhang San immediately said: "My lord treats me with such kindness as a mountain!" The leader continued to ask: "There is one thing, I wonder if you can complete it?" Zhang San didn't ask what was the matter, first of all he confessed his loyalty and courage: "My lord has a mission, Zhang Sanwan will not refuse to die!" The third carrot: pretending to care This can be useful if you have no interest in your employees' private lives (family, marriage, health, and personal dynamics).There are clever ways you can get employees to appreciate your feigned caring while avoiding long, tedious stories that you don't want to hear. A good way is to drive past the employee about 100 meters away with great interest and shout at him: "Is your home okay?" In this way, you can express your concern with the loudest voice , everyone knows that you care about him, and you don't have to listen to his nagging. Especially during the holidays, many leaders are good at playing this trick. If you think it’s okay to exchange others’ false feelings for you for a long time, if you think that mutual sincerity is not valuable and important, you can play this kind of trick, sometimes or in a short period of time it is still very effective . The Fourth Carrot: A Gift With Special Meaning Even though a birthday card is just a piece of paper, employees will be honored to have your signature on it.In the same way, it only costs tens of yuan to buy a tie in a mall (it is even cheaper to find a tie wholesaler to order). Once it becomes a symbol of honor, it means an unusual value. If an employee develops a new project that could earn the company tens of millions of dollars, you can kill three birds with one stone this way: Hold a recognition meeting and award him that tie with a lot of fanfare. There are three advantages to such a solemn matter: first, it makes the tie look like a priceless treasure; Make his colleagues madly jealous of that tie, thus establishing the workplace concept of "going forward is a tie (carrot), and going backward is a belt (same as a stick)". The Fifth Carrot: The Stimulus That Makes Work Challenging Too easy, and employees find it boring; too hard, and they feel intimidated.In fact, the key question is not the difficulty of the work, but whether the work is full of stimulation. For example, you can call something hard (even though it is known to be easy) and you can brag about employees as heroes when they do it with ease. For another example, when you assign a difficult task, you can give it to Zhang San as a "challenge".You express your belief that only he can do well.Therefore, even if Zhang San encounters great difficulties, his chest will be full of strong belief like an Olympic athlete. The Sixth Carrot: Awarding Certificates Citation costs next to nothing, yet its carrot effect is surprisingly good. A certificate of honor can not only satisfy the employee's sense of honor, but also shows that the employee is willing to exchange his hard work for this hard paper that does not cost money, and he will continue to use his hard work in exchange for this kind of hard paper. Free hard paper, other staff should use their hard work to exchange for this free hard paper like him.So, he became a role model. The Seventh Carrot: Lunch with Employees Employees will no doubt be honored if they have the opportunity to have lunch or chat with you.He will have an illusion of happiness, thinking that he is capable, appreciated and depended on, is on his way to the top...etc. You might be guilty of this illusion, when in reality employees need it. The Eighth Carrot: Give Employees the Opportunity to Set Their Own Goals If an employee has the opportunity to set his own work goals, he will use twelve times his efforts to prove that his plan is correct.Therefore, involving employees in the process of setting work goals is almost like "playing the game." Playing this kind of trap can best embody the management art of a leader, otherwise, things may be messed up if you are not careful.Those employees will come up with interesting but unmeasurable goals like kindergarten children.And your real purpose is to let employees formulate the work goals you want. The Ninth Carrot: Encourage Their Dedication Do not encourage employees to leave work on time (at least 10 minutes late to leave work), let alone allow employees to pretend to be sick and ask for leave. On the contrary, employees should be encouraged to work overtime and sick.If you are good at cultivating their dedication, you can get more surplus value without spending money. The trick is that instead of calling it "free overtime," you call it "excellent display of professionalism." The Tenth Carrot: Planning for Employee Competition If you can plan the competition among employees and make them more dedicated than each other, they will be more lovely than each other, and your carrot effect will be as exciting as dominoes. Every employee is a domino, you have to place them well.Then, you need an employee as a role model, and role models are endless. Liu Bei listened, took notes, and was amazed: "Mi Zhu, your ten kinds of carrots that don't cost money are like ten tricks of carrot magic, dazzling!" Mi Zhu said with emotion: "In the management world, the game of carrots is everywhere. No matter what you see, what you get or how well you use it, it's all in one mind." 4. Let the carrot game boost company morale Liu Bei quickly absorbed the nutrition of all kinds of carrots, and brought forth new ones through old ones, and designed a set of super carrot games that combined all the benefits of carrots, which made the work full of fun at no cost, and made the employees' morale high and they would never tire of it.The game goes like this: The first step is to display all kinds of exciting carrots to the employees according to different grades. In the second step, when an employee has excellent performance at work, he or she can get an honor point after being nominated by the superior or colleagues. The third step is to collect enough honor points, which can be exchanged with the company for cash, prizes, such as household appliances or travel.Employees can also continue to accumulate these points and redeem them for bigger prizes in the future. Liu Bei explained: "This kind of game sounds old-fashioned, and it is often seen in promotional activities of various products-but the same idea is used in different places, and often produces different effects. I believe that employees They will really enjoy this game. They like to pursue unexpected benefits, and when they get the prize, there will be a sense of winning and enjoyment.” "Using this method in management, Mr. Liu is the best person in the world." Mi Zhu was full of praise, and seconded, "The most worthwhile part of this game is that employees can accumulate points according to their favorite carrots, so that You can make the allure of carrots directly proportional to the performance of employees. Employees will feel that their efforts will be recognized and praised by the company. When they get what they want, they will naturally feel particularly gratified and honored.” Sure enough, once the activity was launched, it successfully attracted the attention of employees.The company is as lively as a festival every day, and the employees are also enjoying it.They scrambled for honor points, and soon 99% of employees received varying amounts of honor points, and 12% of them had redeemed points for prizes.For example, Guan Yu used this program to redecorate his study; Zhang Fei exchanged points for travel, and the company paid for all expenses. At the same time, the company's performance is also booming.Liu Bei took a small portion of these considerable vested profits as reimbursement for carrots. After winning the first battle, Liu Bei immediately found the feeling of the role of the general manager, and his confidence immediately became full.It is also a blessing to the soul, and his carrot theory is also emerging from the blue, and is constantly being carried forward.Some people blamed him and said: "Aren't you afraid of going to hell after death if you are full of small favors and hypocrisy, playing with carrots and sticks all day long?" Liu Bei replied with a pleasant face, "It's true to be full of small favors, but it's not necessarily true to be full of hypocrisy. Also, you said I was playing with carrots and sticks, so why don't you do the same?" The man asked, "Why do you say I'm playing with carrots and sticks?" Liu Bei reminded him: "Didn't you warn me with 'hell' just now? The so-called heaven is a kind of carrot; the so-called hell is a kind of big stick!" author comment "Taigong Art of War" says: "The key to a husband's military use is to respect etiquette and pay attention to salary. When courtesy is respected, wise men will come, and when salary is heavy, righteous men will despise death... Therefore, those who are polite will return, and those who reward will die. If rewards are tireless, scholars will strive to die.” Those who give gifts and those who reward are actually two types of carrot policies. As the manager of a company or a team, you need to achieve business goals through the enthusiasm of your employees.However, without motivation, employee morale will not be lifted and your goals will become false.Thus, in a corporate culture that puts people at the center, the carrot is almost everywhere, and in all kinds of pleasing forms that make the blood boil. It can be seen from this that the carrot policy is "an old tradition, but it is still strong today."Likewise, you need some carrots to create a positive team culture, including carrots that cost nothing.