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
- The Surprising Truth About Influencing Others, with Daniel Pink (episode 84)
- 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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