Dan Pink

We’re very intentional about what we do. We’re intentional about how we do it. We’re intentional about who we do it with. But we take this question of when we do stuff and say, “Ah, it’s not that important. Let’s sit it over there at the kids’ table.” But it belongs at the grown-ups’ table. Time of day explains about 20% of the variance in … [ Read more ]

To Sell Is Human: The Surprising Truth about Moving Others

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges:

Yes, one in nine Americans works in sales. But so do the other eight.

Whether we’re employees pitching colleagues on a new idea, entrepreneurs enticing funders to … [ Read more ]

Dan Pink

Goals may cause systematic problems for organizations due to narrowed focus, unethical behavior, increased risk taking, decreased cooperation, and decreased intrinsic motivation. Use care when applying goals in your organization.

Behavioral Economics of Intrinsic Motivation

A look at the basics of intrinsic and extrinsic motivation, specifically referring to books by Dan Pink and Dan Ariely. Pretty basic level analysis, but useful if you aren’t already comfortable with the topic.

Daniel Pink’s New Pitch

In today’s markets, we are all salespeople.

Daniel Pink

A lot of the power of positive thinking was not built on any evidence. It was built on beliefs, some of which turned out to be right. But it wasn’t guidance from an empirical perspective. [University of North Carolina professor] Barbara Fredrickson has shown that positivity enhances well-being when it’s in the right balance. She has a three-to-one ratio: Your positive emotions should outnumber your … [ Read more ]

Drive: The Surprising Truth about What Motivates Us

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 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 … [ Read more ]

Dan Pink

Most twenty-first-century notions of management presume that, in the end, people are pawns rather than players. Management still revolves largely around supervision, if-then rewards, and other forms of control. That’s true even of the kinder, gentler Motivation 2.1 approach that whispers sweetly about things like empowerment and flexibility. Flexibility simply widens the fences and occasionally opens the gates. It is little more than control in … [ Read more ]

Dan Pink on the Surprising Science of Motivation

Career analyst Dan Pink examines the puzzle of motivation, starting with a fact that social scientists know but most managers don’t: Traditional rewards aren’t always as effective as we think. Listen for illuminating stories — and maybe, a way forward.

Daniel Pink

Abundance has satisfied, and even over-satisfied, the material needs of millions—boosting the significance of beauty and emotion and accelerating individuals’ search for meaning.

What Kind of Genius Are You?

A new theory suggests that creativity comes in two distinct types – quick and dramatic, or careful and quiet. [Hat Tip to Bruce Lynn]

A Whole New Mind: Moving from the Information Age to the Conceptual Age

Just as information workers surpassed physical laborers in economic importance, Pink claims, the workplace terrain is changing yet again, and power will inevitably shift to people who possess strong right brain qualities. His advocacy of “R-directed thinking” begins with a bit of neuroscience tourism to a brain lab that will be extremely familiar to those who read Steven Johnson’s Mind Wide Open last year, but … [ Read more ]

What Happened to Your Parachute?

Thirty years ago, hardly anyone understood the question, “What color is your parachute?” Today, it’s the job hunter’s mantra. Richard Bolles reckons with what has changed in the world of careers — and, perhaps more important, what hasn’t.

How To Make Your Own Luck

Some folks do have all the luck — and psychologist Richard Wiseman can teach you how to be one of the lucky few.

Metaphor Marketing

Harvard Business School professor Jerry Zaltman makes pictures that reveal our deepest feelings about your favorite brands. Can he scan your brain and unlock the images that lie within?