Twelve Critical Moments in Management – Chapter 7, Section 5

That's it for target marketing. Expand your thinking, readers should not be because they have learned work assignments in this book, and there is no need to learn this aspect in the future. There are always many more ways to solve the problem than the problem itself. In the following example, the supervisor also assigned challenging target tasks to subordinates, but did not use targeted marketing.

Episode 36 of the TV series "Kangxi Dynasty" -

Wei Dongting: "Emperor Yu, a slave is guilty!" ”

Kangxi: "Say it! ”

Wei Dongting: "The city of Nanjing actually hides the former Ming rebellion." As the governor, the slave did not notice for many years. It was just cracked. Slaves have committed dereliction of duty, and their sins are unforgivable! The emperor also had a joy. The slave had just taken eight million taels of silver from the monk's lair. With this unexpected gain, the military salary of the imperial court was even more sufficient. ”

Kangxi: "If you look at my painting, is it worth a million?" ”

Wei Dongting: "Slaves ask the emperor to give you a sin!" ”

Kangxi: "Who is the leader?"

Wei Dongting: "A monk whose name is Yinkong." The arrest was delayed, and Inkong and most of the monks fled. ”

Kangxi: "Dongting! The southern tour was smooth sailing. The sacrifice of Taizu Ming's tomb is also a great display of divine might. The only one is you! disappointed. ”

Wei Dongting: "The slaves are dense and thin, and they almost cause a catastrophe." ”

Kangxi: "You are a hundred and one secrets!" How long had that Yinkong monk been in Qixia Mountain? ”

Wei Dongting: "Before the slave came to Nanjing, he was in the Qixia Temple. At least eight or nine years! ”

Kangxi: "Eight or nine years! You can't see a clue, or a hundred secrets? Got eight million taels of silver, look at your pleasure! You think it's a windfall! I was scared when I heard it. You know what silver that is! That's a bad heart! A rebellious heart! ”

Wei Dongting: "A slave has no eyes and no pearls, and it is really an unforgivable sin!" ”

Kangxi: "Dongting! My voice is a little higher today! But it was still a displeasure thing. ”

Wei Dongting: "Please show the emperor." ”

Kangxi: "I heard that you forcibly removed all the people within a radius of three miles and let Bing Yong pretend to be ordinary people to live here." Is there such a thing? I know you're intentionally escorting. However, He did not like the feudal officials to disturb the common people. Where did you move them all? ”

Wei Dongting: "The barracks went." ”

Kangxi: "Hum! Live barracks! Wow. Drop them all off. Standing here, I know that the people dare to be angry and dare not speak! ”

Wei Dongting: "The slave is convicted!" The slaves tried to remedy it. ”

Kangxi: "Remedy? How to remedy?! Make up a few pieces of silver after you're gone, right? ”

Wei Dongting: "Yes." ”

Kangxi: "Wei Dongting listens!" ”

Wei Dongting: "The slave is here." ””

Kangxi: "Remembering that you and Shuo have been in the same window for many years, and also looking at the face of Master Wei Chengmo (Note: Wei Dongting's father and also Kangxi's teacher), You will be given two punishments, choose one of them!"

Wei Dongting: "Please show the emperor!" ”

Kangxi: "One, it is to suspend and return home, only keep Feng Lu, you go home and fish!" ”

Wei Dongting: "Emperor, the slave is not yet fifty years old!" ”

Kangxi: "Fifty years old!" Age is not old, heart is old! He wanted to let Manchu Wenwu see that even if his henchmen and siblings did something wrong, they would show no mercy! ”

Wei Dongting: "Got it." The emperor kills chickens to show the monkeys! ”

Kangxi: "Yes, so what?" Do you have a complaint?! ”

Wei Dongting: "No, no." ”

Kangxi: "Then let's talk about the next one." He wanted to merge the islands of Taiwan and Penghu into one special county. There was a lack of an old, shrewd and capable ZhiXian there. There you go! ”

Wei Dongting: "Slaves are willing to be Tai Peng Zhi County!" ”

Kangxi: "That's the end of the world!" The people's customs are fierce, and life is hard. You have to think about it. ”

Wei Dongting: "The slave said it." Willing to be a county! ”

Kangxi: "Then when you return to Beijing, you will go to your post!" Write frequently (pat on the shoulder). ”

Analyze this case. Many readers understand this period of history, and the Qing government has just taken back Taiwan and Penghu. Who recovered it? Shi Lang. At this time, Kangxi especially needed to have an old man who was heavy and preferably his own confidant to do Taipeng Zhi County. At this time, the most suitable candidate in Kangxi's heart was Wei Dongting. Readers who understand the plot understand that Wei Dongting is the companion of the Son of Heaven, reading with the emperor, fighting and worshiping together, which can be described as a brother in life and death. But what was Wei Dongting's identity at that time? Governor of Nanjing, high official of the feudal territory. If at this time Kangxi said directly, "Dongting, discuss something with you." Wouldn't you like to go and know the county? "I believe that Wei Dongting is definitely unwilling to do it, the gap is too big." How did Kangxi do it? He grabbed two small problems and put Wei Dongting to death. First, the city of Nanjing actually hid the rebellion of the former Ming Dynasty; second, it disturbed the people. Gives you two options, either one. First, he was suspended from his post and returned to his hometown, and only Feng Lu was retained. You go home and fish! What does this mean? Once you get to the end, it is no longer possible to exert your political ambitions. The prospect of a career is the equivalent of expulsion from the party today. This was not Kangxi's real intention. Kangxi is silent for three seconds in the video, which is where readers need special attention. These three seconds were to make Wei Dongting collapse, despair, collapse to the end, despair to the end. Three seconds later, Kangxi spoke, and then he would talk about the next one, Tai Peng Zhi County. Hearing the four words "Tai Peng Zhi County", Wei Dongting seemed to have found a life-saving straw in despair - there was still a chance to make a comeback! Therefore, he firmly grasped it - "the subject is willing to be a county of knowledge." At this point, Kangxi took the initiative. "It was the end of the world, the people were fierce, and life was hard. You have to think about it! Finally, the reader saw that Wei Dongting was crying and shouting that it was necessary to know the county.

Management is first and foremost a science and then an art. Ask the reader, was Kangxi's move against Wei Dongting just now a science or an art? I believe that many readers will think that it is art! Readers are reminded not to easily label the management behaviors you see as artistic. As soon as we say art, we have no way to learn it. Careful observation, we can decompose Kangxi's movements, find the laws in them, and then refer to and learn from them. That's science.

Learn the kangxi trick now. For example, Xiao Li is a subordinate. Today the supervisor wants to send task A to Xiao Li, but task A is quite challenging, if you directly send task A to Xiao Li, Xiao Li will have emotions. In this case, you may wish to learn from Kangxi, first put task A aside, and take out task B. Task B satisfies two conditions at the same time. First, it is directly related to the work responsibilities of subordinates (assuming that Xiao Li is administratively engaged in outreach). Second, it is 10 times more challenging than Mission A. "Xiao Li, work hard, invite President Biden to have a meal next month!" At this time, Xiao Li immediately collapsed. I didn't dare to take this job when I was killed. But he couldn't say anything, because after all, it was his business. We analyze Xiao Li's psychology at this moment, afraid of difficulties, but it is not easy to refuse, entangled. Learning Kangxi, the supervisor kept the silence for three seconds. These three seconds will make Xiao Li's tangled mentality almost collapse and despair. After that, the supervisor said, "Xiao Li, it seems that you are more embarrassed." Well, well, let's put this work aside. "At this time, Xiao Li will be relieved." Luckily, I wasn't allowed to do it, but it scared me to death! "At the same time, the mind will change." Just now, I did not dare to take over the work assigned by the leader, and the leader put it away again. I failed to live up to the expectations of my leaders. alas! From this, there must be a sense of guilt in the heart. At this time, the supervisor takes out Task A again. "Xiao Li, it seems that you are more embarrassed." Well, in this way, let's put this work (Task B) aside. Let's get this job done (Task A). Just B task Xiao Li did not pick up, psychologically has changed from fear of difficulties to guilt. A task can no longer be answered. Therefore, Xiao Li has no way back at this time. Moreover, task A is much less challenging than task B. Therefore, Xiao Li could only rush up. This is Learning Kangxi. Task B is equivalent to suspension and return to his hometown, leaving only Feng Lu. You go home and fish! Task A corresponds to Taipeng Zhi County, which is the real intention of the supervisor. This is the psychological expectation of managing subordinates, first suppressed and then raised. The human psyche is so subtle. Kangxi did not use target marketing against Wei Dongting, but the effect was the same. This is based on a deep understanding of human nature. There was feedback from students in the classroom, "Teacher, this is not appropriate!" You originally wanted your subordinates to do Task A, but you fooled your subordinates with Task B. Do you not know whether this is deception? It's power and wrist! Our company's values are sincerity! "Readers don't have to worry at all. Is a means of measuring a skill or a management technique of Chia Tai Guangming? Let's see if the supervisor leadership is based on a common heart. If the purpose of the supervisor is to mobilize the enthusiasm of subordinates, take the initiative to attack, and face difficulties, it is not only for the growth of employees but also to create performance for the company, and the pursuit of a win-win situation between the company and employees, we may wish to use it boldly. On the other hand, if the supervisor's original intention is for his own selfish interests, I am afraid that it will have to be attributed to the power of the wrist. Therefore, the right people use evil and evil, and the evil people use good and evil. It is emphasized that whatever the means need to pay attention to their prerequisites. Managing subordinates is expected to be useful, but not too often. If you send work every time, it is task B to take it out, and then put it away, and task A will take it out again. Over time, the subordinates will understand. "Boss, just say it!" What the hell do you want me to do?! ", this is not working. Managing the psychological expectations of his subordinates, Kangxi only used Wei Dongting once in his life. For example, Zhuge Liang used the empty city meter against Sima Yi only once. Therefore, it is advisable to be clever in the design of the technique. As the saying goes, "The magic of use is the same heart." The second appendix to this chapter is the after-school assignment assigned by the trainees through the management of the psychological expectations of their subordinates in the past, for reading and reference.