Coaching for Leaders

282: How to Motivate People, with Dan Ariely

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Dan Ariely: Payoff

Dan Ariely is the James B. Duke Professor of Psychology and Behavioral Economics at Duke University and a founding member of the Center for Advanced Hindsight. His books include Irrationally Yours, Predictably Irrational, The Upside of Irrationality, The (Honest) Truth About Dishonesty, and his most recent book, Payoff: The Hidden Logic That Shapes Our Motivations.

Key Points
  • The things that motivate us are about accomplishment and achievement, not day-to-day happiness.
  • Most people realize that they themselves are not truly motivated by money, but they still assume other people are completely motivated by it.
  • Figure out a way to pay people that adds to the development of a long-term relationship, not a short-term transactional one.
  • It is important to find a way to connect people’s jobs to the final outcome of their work, because many people don’t feel connected to their organization’s main purpose.
    • Resources Mentioned
    • Payoff: The Hidden Logic That Shapes Our Motivations* by Dan Ariely
    • Predictably Irrational* by Dan Ariely
    • Drive* by Daniel Pink
    • Dan Ariely’s website
      • Book Notes

      Download my highlights from Payoff in PDF format (free membership required).

      Related Episodes
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      • Create the Best Place to Work, with Ron Friedman (episode 181)
      • What to Do When Somebody Quits, with Molly Moseley (episode 251)
      • New Management Practices of Leading Organizations, with David Burkus (episode 253)
      • Employee Engagement With Management 3.0, with Jurgen Appelo (episode 276)
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