Chanakya's theory of motivation from the Arthashastra outlines 4 methods: 1. Sama (counseling) - Advising and manipulating through discussion to develop interest and find solutions. 2. Dama (offering gifts) - Rewarding employees with money or other incentives to motivate work. 3. Danda (punishments) - Punishing through warnings, notices, or penalties like suspension to maintain discipline. 4. Bheda (creating a split) - Dividing or exploiting secrets as a last resort when other methods don't work, though it is not encouraged.

1. GURUKULA KANGRI
UNIVERSITY (HARIDWAR)

2. THEORY OF MOTIVATION
BY CHANAKYA

3. INTRODUCTION
We all are aware of motivation theory given
by Maslow, but we are also unknowingly
using Chanakya theory evolved in third
century in India. Arthshastra written by
Kautilya/ chanakya/ vishnugupta (different
names of same person) has reference of “
Sama, Dama, Danda & Bheda ”. Here is the
illustration of applications for motivation.
though right from our childhood, we are
listening words, SAMA, DAMA, DANDA,
BHEDA.

4. THEORY OF MOTIVATION
•Sama (counseling)
•Dama (offering of gifts)
•Danda (Punishments)
•Bheda (creating a split)

5. SAMA
 This word has two meaning first is to advice and
second is to manipulate.
 Things can be shorted by discussion and words.
 When we detail the work, person gets deeper
knowledge and develops interest as well. We need
to listen and understand their problem, convince
them about management perspective.
 Solutions can be worked out to complex problems
through negotiations. Sometimes expertise from
external or internal agency also can help.

6. SAMA
‘‘DEEPER KNOWLEDGE’’

7. DAMA
 This word basically means value(in rupees),but in
this context, it means to bribe.
 To pay for works in businesses.
 The point to be noted here is that the concept of
‘daam’ is not just about money. It’s about exploiting
all type of greed in that person by declaring a
reward for job well done.
 Chanakya suggested rewarding employees
sufficiently in order to get the work done.
 Organizations decide to facilitate by cash or kind,
depending upon the policy formulated.

8. DAMA
“START WORK BY MONEY”

9. DANDA
 This word means to punish. It also refers to harass.
 Chanakya says “ King with rod becomes a terror. A king
with mild rod is despised, king just with rod is honored”.
 Punishment is always prescribed for view to improve not
to deteriorate, hence there are many ways of punishments
like warning, show cause notice, suspension or salary
cutting. Depending of level of irregularity, type of
punishment needs to be used in view of maintaining
discipline.
 Take this a step further and tell him that he will be
punished if he does not do what you want.

10. DANDA

11. BHEDA
 The whole idea is about exploiting the secrets of
the targeted person. Which simply means to
blackmail.
 The various kind of implementations will vary as
per the situations
 Much abused neeti, divide and rule, Chanakya
says something very important. When no weapon
works, then this the hard option, though not
encouraged at all, it is final step.
 It is concluded that employee and organization
cannot work together and hence it is the best
way for the benefit of both.
 Government officers, mostly policemen or IAS
officers often face transfer under this policy.

12. BHEDA

13. THANK YOU