The principle
Coercion creates resistance. Win people over by speaking to their emotions and self-interest, and they will follow you long after the threats would have failed.
The application
Compliance bought with fear lasts as long as the fear does. Buy-in bought with shared meaning lasts much longer and is far cheaper to maintain. Leaders who know only the first run out of leverage.
The defensive tell — how to spot it being run on you
When a leader rules entirely by fear and incentive, their authority is renting, not owning. The day the incentives shift, the room reorganises against them. Notice who is winning hearts and minds in your environment, regardless of seniority.