Why Freedom is Key to Influence and Motivationposted by Anna Mar, February 16, 2013
Freedom is what you do with what's been done to you.People value freedom like a fish values water.
~ Jean-Paul Sartre
If you'd like to influence decision makers, manage your employees or sell to your customers by restricting their freedom — you should consider a little thing called reactance.
Reactance is considered a nearly universal human tendency. It's a coping strategy to deal with attempts at taking away a person's choices.
Reactance & Management
Accept the fact that we have to treat almost anybody as a volunteer.Reactance is considered a significant factor in employee behavior.
~ Peter Drucker
Managers who consult their teams on major decisions find that teams are more supportive of tasks and initiatives. Managers who push unpopular approaches with no consultation with employees may encounter resistance.
In many cases, resistance may be secretive, difficult to detect and destructive.
Reactance & NegotiatingSkilled negotiators will push the other side towards a set of options. It's well known that pushing the other side in negotiations into a corner tends to backfire.
Reverse PsychologyReactance is the basis for Reverse Psychology.
Reverse Psychology is an influencing tactic. It involves pushing someone to take an option that's the opposite of the option you want them to take.
It's generally considered an unethical tactic (e.g. deceitful).
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