The Futility of Manipulation in Leadership
A. MacTaggart
As I sit with morning coffee, my cat Rusty and I politely spar about who is the leader, who is the follower, and who has the upper hand in the manipulation game we play when he’s looking for food or attention. I wonder to myself: am I being manipulated? Or is he a great leader who can lead his flock (me and my family) to do his bidding?
I begin to scribble my pen to paper, writing down ideas as I think about challenges that leaders face in helping their people along a change trajectory, or to “do the right thing”. How do leaders win the hearts and minds of their people so together they can do great things?
Leadership is defined as the art of motivating, inspiring, and guiding individuals or groups towards a common goal. It involves the ability to influence others to willingly follow a particular course of action, often based on shared values, vision, and goals. Effective leaders empower their team, encourage collaboration, and foster a sense of ownership and accountability. Seems as though Rusty doesn’t fit this definition as we don’t have a common goal – him getting attention and food, and me writing this blog.
On the other hand, manipulation can be defined as the practice of influencing others in a deceptive or underhanded way to achieve one's own goals or objectives. Unlike leadership, which is based on transparency and trust, manipulation often involves coercion, deceit, or exploitation of others' vulnerabilities. Clearly, he is trying to achieve his own goal or objective, and I believe this coercion is effective, underhanded, and he is exploiting my vulnerability, being the path to my heart – who wouldn’t?
So, the question is: How do leaders win the hearts and minds of their people so together they can do great things - is it really their leadership skills? Or is it manipulation they use?
For context, let’s step back to why I am musing about this… at Unconstrained, using the Essential Dynamics[1] Framework, we look at business as a system in terms of its people, path and purpose and consider the drivers and constraints of value creation in the system. Leadership fits squarely in leading people on the path. In Leadership and Self-Deception[2] the authors’ premise is that often leaders have distorted thinking of themselves and treat people as objects in the box/company and not as people with their own set of motivations etc. thus creating constraints in the business. People are an essential element of the business system to achieve its Purpose, therefore leaders need to be at their best and use all the tools in their toolbox - to lead.
Leadership is ultimately about benefiting the collective group or organization. A leader's success is measured not only by their own accomplishments, but also by the growth and development of their team or followers. Effective leaders create a positive impact on their team, helping them achieve their full potential and contributing to the overall success of the group.
In contrast, manipulation is primarily self-serving. While a manipulative leader may achieve their immediate goals such as gaining power or advancing their own agenda, the long-term effects are often detrimental to the well-being of others and the organization as a whole. Manipulation erodes trust, damages relationships, and undermines the cohesion and effectiveness of the group.
The Importance of Trust and Loyalty
Trust and loyalty are essential components of effective leadership. Leaders who are trusted by their team are more likely to be able to influence them positively. Trust is built through consistent behaviour, open communication, and a genuine concern for the well-being of others.
Loyalty, on the other hand, is the result of trust and a shared sense of purpose. When team members believe in their leader and the vision they are working towards, they are more likely to remain committed and dedicated, even in the face of challenges.
Seems like a Continuum
Leadership Persuasion Coercion Manipulation
Leadership, persuasion, coercion, and manipulation can be seen as points on a spectrum or continuum, with manipulation at one end and leadership at the other each with its own characteristics and impact on others.
Leadership is characterized by transparency, trust, and a focus on the common good. Leaders who use this approach inspire and motivate their followers, building strong, cohesive teams that are committed to achieving shared goals.
Persuasion involves influencing others through honest and transparent means. Persuasive leaders seek to build consensus and understanding, appealing to reason and emotion to gain support for their ideas and goals.
Coercion is a more forceful approach, relying on threats or intimidation to achieve compliance. While coercion may produce short-term results, it often leads to resentment and resistance in the long run, damaging relationships and eroding trust.
Manipulation is the most deceptive and self-serving approach, involving the exploitation of others' vulnerabilities for personal gain. Manipulative leaders may achieve their immediate goals, but they do so at the expense of trust, loyalty, and the well-being of their followers.
The futility of manipulation lies in its short-sightedness and disregard for the long-term consequences. While manipulation may offer short-term gains for the manipulator, it ultimately undermines trust, damages relationships, and erodes the foundation of effective leadership. Winning their hearts and minds of your people, in contrast, is based on trust, loyalty, and integrity, inspiring others through persuasion rather than coercion – and thus being a true leader.
Given the above I will retract my earlier conclusion that Rusty is a manipulative leader – he’s a cat, who happens to have won my heart and mind.
[1] Hudson, D. (2020) Essential Dynamics Framework
[2] Arbinger Institute (2000) Leadership and Self Deception
