Cynical Theory: People Are Selfish

Cynical Theory is a set of six axioms that explain human motivation and behavior. Axiom 1 (Selfish) posits that everyone is motivated by selfish interests. On a micro level, when you understand someone's motivation, you can decipher why they behave as they do. On a macro level, when you recognize how the world operates, you can minimize negative effects and maximize your benefits. You can leverage motivational comprehension to influence your behavior and others.

About Cynical Theory

Cynical Theory is my explanation of the fundamental motivations of people; it provides a basis for understanding human motivation, behavior, and how to interact with others. It is codified in six axioms.

When I use the word "cynical." I associate it with the definition: “based on or reflecting a belief that human conduct is motivated primarily by self-interest.” My use of the word "cynical" is synonymous with "selfish."

I introduced Cynical Theory to help you understand and conquer the Cynical World.

People Are Selfish

I suggest that "selfishness" is the foundation of human motivation. It helps you understand why people do what they do. It also aids YOU in understanding why YOU do the things you do.

Selfishness is the primary motivator of human behavior: everyone is out for themselves.

We have free choice; so why wouldn’t you make choices to benefit yourself? Choosing your self-interest is the fundamental concept of Cynical Theory. (That is why I chose the word “cynical” — that’s what it means.)

To be clear, the first axiom, Selfishness, refers to the motivation behind a CHOICE someone makes.

Don’t Confuse Motivation With Behavior

You may behave selfishly or unselfishly, but the CHOICE is always made by you (which inherently makes it a SELFISH CHOICE).

Motivation is the impetus or reason WHY you do something; behavior is WHAT actions you take to satisfy your motivation.

When someone acts selfishly, you assume that their motivation must be selfish. It may be harder to see that when someone acts unselfishly, their motivation is still selfish.

Mother Theresa Was Selfish

For example, I suggest that Mother Theresa was selfish! You may take exception to that statement. She certainly acted very altruistically and unselfishly — I agree with that. But her CHOICE was entirely SELFISH: Mother Theresa made an active CHOICE to act congruently with her faith and beliefs.

Yes, her external behavior was not selfish. However, her internal motivation was due to the purely selfish pursuit of her faith and beliefs.

The key to understanding my point is to separate motivation (what a person thinks) from behavior (what a person does). The simplest analogy is that even when someone is threatened or coerced to do something (behavior), they decide based on their self-interest (motivation).

Does It Fit With Other Motivation Theories?

To understand the differences between motivation and behavior, I refer to Stephen R. Covey’s The 7 Habits of Highly Effective People, with a particular focus on Habit 1: “Be Proactive.” Habit 1 is about taking responsibility for one’s behavior and acknowledging that between stimulus and response, you have a choice in how you react. The CHOICE is motivation, the REACTION is behavior.

Analyzing Maslow's Hierarchy of Needs, I observe that every level (physiological, safety, belonging and love, esteem, cognitive, aesthetic, self-actualization, and transcendence) is based on what an individual WANTS [needs]. Maslow suggests that the needs a person experiences (motivation) result in them taking action (behavior). Needs and wants are inherently selfish. Again, this supports my proposition that people are motivated by selfishness.

Herzberg's Two-factor Theory identifies two categories that create workplace satisfaction or dissatisfaction. When the "motivating" factors are present, an employee experiences satisfaction and is motivated to perform their job well. The "hygiene" factors do not provide motivation when they are present. However, when they are absent, they can cause dissatisfaction that results in reduced productivity. Whether someone perceives the factors positively or negatively depends on their interpretation of what is "good" for them. This is, again, an entirely selfish perception.

You may be emotionally triggered by the assertion that people are selfish. You may believe that people are intrinsically good and my insistence that people are selfish makes you uncomfortable. You may feel that I am insinuating that a person is bad if they are selfish; that is not the case.

Is It Wrong to Be Selfish?

To be clear: being selfish — your motivation — is neither good nor bad. It is how selfishness is manifested through behavior that exposes someone to the judgment of others.

It’s like the maxim, “Guns don’t kill people; people kill people.” Similarly, motivation doesn’t harm people; only behavior harms people.

The theme that runs through behavioral theories is that there are “motivational” factors that drive actual behavior. Motivation is internal to a person and is fundamentally a selfish (inward-directed) behavior stimulus.

The existing theories ascribe many influences or drivers of motivation; I provide a simpler motivation principle: selfishness!

Why Are We Selfish?

If you are a parent, you are very familiar with selfishness!

Children are enthusiastically selfish: when they want something, they let you know.

From babies who cry to alert you of their needs, to toddlers who are only concerned with getting what they want, they exhibit pure, unadulterated selfishness. Children place their needs first and communicate that their desires are supreme. The more they want something, the more they will cause a stir.

As they mature, they realize that others have needs too. It’s normal for a child to behave selfishly, but we never fully outgrow it. It is only through brainwashing (obeying societal norms) that we learn to modulate our selfishness.

In your life, you will have encountered family, friends, acquaintances, colleagues, or strangers who are extremely selfish. They are worse than children!!! They may be more articulate and less whiny when asking for what they want; or they may be loud, brash, and obnoxious. But, like children, they don’t care about how their actions affect others — they are only concerned with themselves.

I served the public. Ask anyone in a public-facing service role — they will have had several experiences dealing with selfish people. It manifests as an air of entitlement, high expectations, and unreasonable demands. In the Cynical Age, I suspect you have had similar encounters.

So What?

My premise is that human motivation is based on selfishness.

Motivation is distinct from behavior; motivation is the desire (what we want), while behavior is an action (what we do). People are motivated to get what they want which leads to behavior that may be perceived as selfish or unselfish. But the underlying impetus is always selfishness.

The filter of “selfishness” permits you to analyze people to understand why they did something and proactively influence future behavior. If you are a manager, understanding why a team member did or said something provides insight into steps you can take to influence future outcomes. Sales and marketing efforts require understanding the selfish desires of the customer. My framework can help you understand, influence, and inspire others.

You can also use this framework for your self-development. It allows you to expose and examine your selfish motivations and determine if they continue to serve you. Give yourself permission to be greedy, recognize new desires, and pursue a new goal.

You can leverage Cynical Theory to influence your behavior and others.

TL;DR

• People are motivated by selfishness
• All behavior is due to selfish motivation
• Motivation and behavior are different; motivation is WHAT YOU WANT, and behavior is WHAT YOU DO
• Mother Theresa was selfish:
  — her behavior was unselfish (helping others)
  — her motivation was selfish (to live in congruence with her faith and beliefs)
• Other motivation theories:
  — Stephen R. Covey’s The 7 Habits of Highly Effective People: taking responsibility for one’s behavior and acknowledging that between stimulus and response, you have a choice in how you behave
  — Maslow’s Hierarchy of Needs: needs and wants are inherently selfish
  — Herzberg’s Two-factor Theory: whether someone perceives the factors positively or negatively depends on their selfish interpretation of what is “good” for them
• Understanding selfish motivation helps you:
  — understand, influence, and inspire others
  — pursue your self-development journey

Be Cynical,

TCG

This article is part one of a six-part explanation of Cynical Theory (see: The Reference Guide).