NOTES:
There is a famous anecdote about Andrew Carnegie which illustrates his understanding on motivation.
During one of his meetings with his sister Lucy, she heard her sister complained that her son was not answering her mail while he was in college. Without missing a beat, Carnegie told her sister that he could bet her $10 that he would write the young boy, and get a response.
Andrew drafted a nice letter to his nephew, and added a postcript that he was enclosing a cheque for $10 ( this was during the 1880s) as a gift. He then deliberately left the check out of the envelope.
Indeed the young boy wrote back immediately to his uncle, telling him that he is gratified by the gift but distressed that probably the cheque has been lost. Carnegie immediately presented the letter to his sister. His sister paid him $10 for losing the bet and Carnegie immediately sent off the $10 off to his nephew.
Knowing what drives people to do the things we want them to do can be a key to managerial success, and leadership excellence.
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