Page 228 - The Power to Change Anything

Design Rewards and Demand Accountability 217

SUMMARY: REWARDS

Administering rewards and punishments can be a tricky busi-
ness. Consequently, when you look at the extrinsic motivators
you’re using to encourage or discourage behavior, take care to
adhere to a few helpful principles. First, rely on personal and
social motivators as your first line of attack. Let the value of the
behavior itself, along with social motivators, carry the bulk of
the motivational load.
When you do choose to employ extrinsic rewards, make
sure that they are immediately linked to vital behaviors. Take
care to link rewards to the specific actions you want to see
repeated. When choosing rewards, don’t be afraid to draw on
small, heartfelt tokens of appreciation. Remember, when it
comes to extrinsic rewards, less is often more. Do your best to
reward behaviors and not merely outcomes. Sometimes out-
comes hide inappropriate behaviors. Finally, if you end up hav-
ing to administer punishment, first take a shot across the bow.
Let people know what’s coming before you drop the hammer.