Drive: The Surprising Truth about What Motivates Us by Daniel H. Pink (English)

Description: Drive: The Surprising Truth about What Motivates Us by Daniel H. Pink The author of the groundbreaking bestseller "A Whole New Mind" is back with a paradigm-changing examination of how to harness motivation to find greater satisfaction in life. This book of big ideas discusses the surest pathway to high performance, creativity, and well-being. FORMAT Paperback LANGUAGE English CONDITION Brand New Publisher Description The "New York Times" bestseller that gives readers a paradigm—shattering new way to think about motivation.Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of the forthcoming book "To Sell Is Human: The Surprising Truth About Motivating Others"). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world.Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.Watch a Video Author Biography Daniel H. Pink is a former White House speechwriter and the author of the bestseller Free Agent Nation, A contributing editor at Wired magazine, he has written on work, business, and politics for The New York Times, Harvard Business Review, Slate, Salon, Fast Company, and other publications. He has also lectured to corporations, universities, and associations around the world on economic transformation and business strategy, and has analyzed commercial and social trends for dozens of television and radio programs. Review Quote "Pink makes a convincing case that organizations ignore intrinsic motivation at their peril." -Scientific American "Persuasive . . .Harnessing the power of intrinsic motivation rather than extrinsic remuneration can be thoroughly satisfying and infinitely more rewarding." - Miami Herald "These lessons are worth repeating, and if more companies feel emboldened to follow Mr. Pinks advice, then so much the better." - Wall Street Journal "Pink is rapidly acquiring international guru status . . . He is an engaging writer, who challenges and provokes." - Financial Times "Pinks ideas deserve a wide hearing. Corporate boards, in fact, could do well by kicking out their pay consultants for an hour and reading Pinks conclusions instead." -Forbes "Pinks deft traversal of research at the intersection of psychology and economics make this a worthwhile read-no sticks necessary." - SEED "[Pink] continues his engaging exploration of how we work." - Inc. Magazine "Pinks a gifted writer who turns even the heaviest scientific study into something digestible-and often amusing-without losing his intellectual punch." - New York Post "A worthwhile read. It reminds us that those of us on the right side of the brain are driven furthest and fastest in pursuit of what we love." - Minneapolis Star Tribune "Pinks analysis--and new model--of motivation offers tremendous insight into our deepest nature." - Publishers Weekly "Important reading...an integral addition to a growing body of literature that argues for a radical shift in how businesses operate." - Kirkus " Drive is the rare book that will get you to think and inspire you to act. Pink makes a strong, science-based case for rethinking motivation--and then provides the tools you need to transform your life." -Dr. Mehmet Oz, co-author of YOU: The Owners Manual Excerpt from Book INTRODUCTION The Puzzling Puzzles ofHarry Harlow and Edward Deci In the middle of the last century, two young scientists conductedexperiments that should have changed the world-- but did not.Harry F. Harlow was a professor of psychology at the Universityof Wisconsin who, in the 1940s, established one of the worlds firstlaboratories for studying primate behavior. One day in 1949, Harlowand two colleagues gathered eight rhesus monkeys for a two- weekexperiment on learning. The researchers devised a simple mechanicalpuzzle like the one pictured on the next page. Solving it requiredthree steps: pull out the vertical pin, undo the hook, and lift thehinged cover. Pretty easy for you and me, far more challenging for athirteen- pound lab monkey. Harlows puzzle in the starting (left) and solved (right) positions. The experimenters placed the puzzles in the monkeys cages toobserve how they reacted-- and to prepare them for tests of theirproblem- solving prowess at the end of the two weeks. But almostimmediately, something strange happened. Unbidden by any outsideurging and unprompted by the experimenters, the monkeys beganplaying with the puzzles with focus, determination, and what lookedlike enjoyment. And in short order, they began figuring out how thecontraptions worked. By the time Harlow tested the monkeys ondays 13 and 14 of the experiment, the primates had become quiteadept. They solved the puzzles frequently and quickly; two- thirds ofthe time they cracked the code in less than sixty seconds. Now, this was a bit odd. Nobody had taught the monkeys howto remove the pin, slide the hook, and open the cover. Nobody hadrewarded them with food, affection, or even quiet applause whenthey succeeded. And that ran counter to the accepted notions of howprimates-- including the bigger- brained, less hairy primates knownas human beings-- behaved. Scientists then knew that two main drives powered behavior. Thefirst was the biological drive. Humans and other animals ate to satetheir hunger, drank to quench their thirst, and copulated to satisfytheir carnal urges. But that wasnt happening here. "Solution did notlead to food, water, or sex gratification," Harlow reported.1But the only other known drive also failed to explain the monkeyspeculiar behavior. If biological motivations came from within,this second drive came from without-- the rewards and punishmentsthe environment delivered for behaving in certain ways. This wascertainly true for humans, who responded exquisitely to such externalforces. If you promised to raise our pay, wed work harder. If youheld out the prospect of getting an A on the test, wed study longer.If you threatened to dock us for showing up late or for incorrectlycompleting a form, wed arrive on time and tick every box. But thatdidnt account for the monkeys actions either. As Harlow wrote, andyou can almost hear him scratching his head, "The behavior obtainedin this investigation poses some interesting questions for motivationtheory, since significant learning was attained and efficient performancemaintained without resort to special or extrinsic incentives."What else could it be? To answer the question, Harlow offered a novel theory-- whatamounted to a third drive: "The performance of the task," he said,"provided intrinsic reward." The monkeys solved the puzzles simplybecause they found it gratifying to solve puzzles. They enjoyed it.The joy of the task was its own reward. If this notion was radical, what happened next only deepened theconfusion and controversy. Perhaps this newly discovered drive--Harlow eventually called it "intrinsic motivation"-- was real. Butsurely it was subordinate to the other two drives. If the monkeyswere rewarded-- with raisins!-- for solving the puzzles, theyd nodoubt perform even better. Yet when Harlow tested that approach,the monkeys actually made more errors and solved the puzzles lessfrequently. "Introduction of food in the present experiment," Harlowwrote, "served to disrupt performance, a phenomenon not reportedin the literature." Now, this was really odd. In scientific terms, it was akin to rollinga steel ball down an inclined plane to measure its velocity--only to watch the ball fl oat into the air instead. It suggested thatour understanding of the gravitational pulls on our behavior wasinadequate-- that what we thought were fixed laws had plenty ofloopholes. Harlow emphasized the "strength and persistence" of themonkeys drive to complete the puzzles. Then he noted:It would appear that this drive . . . may be as basic and strongas the [other] drives. Furthermore, there is some reason tobelieve that [it] can be as efficient in facilitating learning.2 At the time, however, the prevailing two drives held a tight grip onscientific thinking. So Harlow sounded the alarm. He urged scientiststo "close down large sections of our theoretical junkyard" andoffer fresher, more accurate accounts of human behavior.3 He warnedthat our explanation of why we did what we did was incomplete. Hesaid that to truly understand the human condition, we had to takeaccount of this third drive. Then he pretty much dropped the whole idea.Rather than battle the establishment and begin offering a morecomplete view of motivation, Harlow abandoned this contentiousline of research and later became famous for studies on the scienceof affection.4 His notion of this third drive bounced around the psychologicalliterature, but it remained on the periphery-- of behavioralscience and of our understanding of ourselves. It would be twodecades before another scientist picked up the thread that Harlowhad so provocatively left on that Wisconsin laboratory table.In the summer of 1969, Edward Deci was a Carnegie Mellon Universitypsychology graduate student in search of a dissertation topic.Deci, who had already earned an MBA from Wharton, was intriguedby motivation but suspected that scholars and businesspeople hadmisunderstood it. So, tearing a page from the Harlow playbook, heset out to study the topic with the help of a puzzle. Deci chose the Soma puzzle cube, a then popular Parker Brothersoffering that, thanks to YouTube, retains something of a cultfollowing today. The puzzle, shown below, consists of seven plasticpieces-- six comprising four one- inch cubes, one comprising threeone- inch cubes. Players can assemble the seven pieces into a few millionpossible combinations-- from abstract shapes to recognizableobjects. The seven pieces of the Soma puzzle unassembled (left) and then fashioned into one ofseveral million possible configurations For the study, Deci divided participants, male and female universitystudents, into an experimental group (what Ill call GroupA) and a control group (what Ill call Group B). Each participated inthree one- hour sessions held on consecutive days. Heres how the sessions worked: Each participant entered a roomand sat at a table on top of which were the seven Soma puzzle pieces,drawings of three puzzle configurations, and copies of Time, The NewYorker, and Playboy . (Hey, it was 1969.) Deci sat on the opposite endof the table to explain the instructions and to time performance witha stopwatch. In the first session, members of both groups had to assemble theSoma pieces to replicate the configurations before them. In the secondsession, they did the same thing with different drawings-- onlythis time Deci told Group A that theyd be paid $1 (the equivalentof nearly $6 today) for every configuration they successfully reproduced.Group B, meanwhile, got new drawings but no pay. Finally,in the third session, both groups received new drawings and had toreproduce them for no compensation, just as in session one. (See thetable below.) The twist came midway through each session. After a participanthad assembled the Soma puzzle pieces to match two of the threedrawings, Deci halted the proceedings. He said that he was going togive them a fourth drawing--but to choose the right one, he neededto feed their completion times into a computer. And-- this being thelate 1960s, when room- straddling mainframes were the norm anddesktop PCs were still a decade away-- that meant he had to leavefor a little while. On the way out, he said, "I shall be gone only a few minutes, youmay do whatever you like while Im gone." But Deci wasnt reallyplugging numbers into an ancient teletype. Instead, he walked toan adjoining room connected to the experiment room by a one- waywindow. Then, for exactly eight minutes, he watched what peopledid when left alone. Did they continue fiddling with the puzzle,perhaps attempting to reproduce the third drawing? Or did they dosomething else-- page through the magazines, check out the centerfold,stare into space, catch a quick nap? In the first session, not surprisingly, there wasnt much differencebetween what the Group A and Group B participants did duringthat secretly watched eight- minute free- choice period. Both continuedplaying with the puzzle, on average, for between three and ahalf and four minutes, suggesting they found it at least somewhatinteresting. On the second day, during which Group A participants were paidfor each successful configuration and Group B participants were not, theunpaid group behaved mostly as they had during the first free- choiceperiod. But the paid group suddenly got really interested in Soma puzzles.On average, the people in Group A spent more than five minutesmessing with the puzzle, perhaps getting a head start on that thirdchallenge or gearing up for the chance to earn some beer money whenDeci returned. This makes intuitive sense, right? Its consistent withwhat we believe about motivation: Reward me and Ill work harder.Yet Details ISBN1594484805 Author Daniel H. Pink Short Title DRIVE Publisher Riverhead Books Language English ISBN-10 1594484805 ISBN-13 9781594484803 Media Book Format Paperback DEWEY 153.153 Audience Age 17-17 Pages 260 Illustrations Yes Residence Washington, DC, US Year 2011 Publication Date 2011-04-05 Imprint Riverhead Books Subtitle The Surprising Truth about What Motivates Us Audience General/Trade Place of Publication New York Country of Publication United States AU Release Date 2011-04-05 NZ Release Date 2011-04-05 US Release Date 2011-04-05 UK Release Date 2011-04-05 We've got this At The Nile, if you're looking for it, we've got it. With fast shipping, low prices, friendly service and well over a million items - you're bound to find what you want, at a price you'll love! TheNile_Item_ID:43687815;

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