Chapter 15

Motivation and moments of truth

In any relationship there are moments of truth. This is when you discover the real nature of the other person. The moment of truth can come at any time. It is the moment both sides discover whether they can trust each other. Typically, these moments of trust come in two forms:

  1. Payback time: Can you deliver on the psychological contract?
  2. Problem time: How will you deal with the screaming monkeys?

Payback time

As a leader, you are making an implicit, sometimes explicit, promise to look after the interests of your followers. Fail to deliver for them and you are a failure, not a leader, to them.

We have already seen how some leaders play hardball for their followers at promotion and bonus time. One ...

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