Page 186 - How to Create a Winning Organization

Wooden on Leadership
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are not necessarily the materialistic, but the intangible. In this re-
gard, there is perhaps no better carrot than approval from someone
you truly respect, whose recognition you seek. Acknowledgment,
a pat on the back, a wink, a nod of recognition or praise from
someone you hold in high esteem is most powerful—the most
valuable carrot of all. At least, this has been my experience.
Importantly, sincere approval instills pride. Punishment invokes
fear. I wanted a team whose members were filled with pride, not
fear. Pride in the team and commitment to its mission are funda-
mental components of competitive greatness. Wise use of the car-
rot can facilitate this, especially in combination with prudent use
of the stick.

IF YOU DON’T MEAN IT, DON’T SAY IT
Positive acknowledgments have impact only when offered by
someone who is held in esteem. Even then, however, positive words
become meaningless when offered habitually and excessively.
Frequent and gratuitous praise removes the great value of a sin-
cere compliment. Leaders who dole it out with little thought sac-
rifice a most powerful motivational ally—the pat on the back. (Of
course, occasionally the pat must be a little lower and a little
harder.) If you don’t really mean it, don’t say it.
For example, I avoided the phrase, “That’s great!” Instead, I
would say, “Good, very good. That’s getting better.” Or, “That’s
the idea. Now you’re getting it. Good.” I kept in mind that how I
conveyed information was often as important as the information
itself. My tone was measured and my demeanor controlled. And I
was honest.
In basketball being allowed to play in the game is a carrot. Tak-
ing away playing time—“sentencing” a player to the bench—
becomes a fearsome stick. In business the “bench” exists in various