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DRIVE: Daniel H. Pink


Daniel H Pink 

Drive, the Surprising Truth about What Motivates Us 

Table of Contents 

Title Page 

Copyright Page 



Part One - A New Operating System 

CHAPTER 1 - The Rise and Fall of Motivation 2.0 

CHAPTER 2 - Seven Reasons Carrots and Sticks (Often) Don't Work . . . 

CHAPTER 2A - . . . and the Special Circumstances When They Do 

CHAPTER 3 - Type I and Type X 

Part Two - The Three Elements 

CHAPTER 4 - Autonomy 

CHAPTER 5 - Mastery 

CHAPTER 6 - Purpose 

Part Three - The Type I Toolkit 

Type I for Individuals: Nine Strategies for Awakening Your Motivation 

Type I for Organizations: Nine Ways to Improve Your Company, Office, or Group 

The Zen of Compensation: Paying People the Type I Way 

Type I for Parents and Educators: Nine Ideas for Helping Our Kids 

The Type I Reading List: Fifteen Essential Books 

Listen to the Gurus: Six Business Thinkers Who Get It 

The Type I Fitness Plan: Four Tips for Getting (and Staying) Motivated to Exercise 

Drive: The Recap 

Drive: The Glossary 

The Drive Discussion Guide: Twenty Conversation Starters to Keep You Thinking ... 






Free Agent Nation 

A Whole New Mind 

The Adventures of Johnny Bunko 


Published by the Penguin Group 

Penguin Group (USA) Inc., 375 Hudson Street, New York, New York 10014, USA 

Penguin Group (Canada), 90 Eglinton Avenue East, Suite 700, Toronto, Ontario 

M4P 2Y3, Canada (a division of Pearson Penguin Canada Inc.) Penguin Books Ltd, 

80 Strand, London WC2R 0RL, England Penguin Ireland, 25 St Stephen's Green, 

Dublin 2, Ireland (a division of Penguin Books Ltd) Penguin Group (Australia), 

250 Camberwell Road, Camberwell, Victoria 3124, Australia (a division of Pearson 

Australia Group Pty Ltd) Penguin Books India Pvt Ltd, 11 Community Centre, 

Panchsheel Park, New Delhi-110 017, India Penguin Group (NZ), 67 Apollo 

Drive, Rosedale, North Shore 0632, New Zealand (a division of Pearson 

New Zealand Ltd) Penguin Books (South Africa) (Pty) Ltd, 24 Sturdee 

Avenue, Rosebank, Johannesburg 2196, South Africa 

Penguin Books Ltd, Registered Offices: 80 Strand, London WC2R 0RL, England 

Copyright © 2009 by Daniel H. Pink 

All rights reserved. No part of this book may be reproduced, scanned, or distributed in 

any printed or electronic form without permission. Please do not participate in or 

encourage piracy of copyrighted materials in violation of the author's rights. Purchase 

only authorized editions. Published simultaneously in Canada 

The author gratefully acknowledges permission to reprint the following: 

Excerpt of "Sext" from Horae Canonicae copyright © 1955 by W. H. Auden. 

Unless otherwise indicated, all illustrations in this book are by Rob Ten Pas. 

Library of Congress Cataloging-in-Publication Data 

Pink, Daniel H. 

Drive : the surprising truth about what motivates us / Daniel H. Pink. 

p. cm. 

Includes bibliographical references and index. 

eISBN : 978-1-101-15214-0 

1. Motivation (Psychology). I. Title. 



While the author has made every effort to provide accurate telephone numbers and 

Internet addresses at the time of publication, neither the publisher nor the author assumes 

any responsibility for errors, or for changes that occur after publication. Further, the 

publisher does not have any control over and does not assume any responsibility for 

author or third-party websites or their content. 

For Sophia, Eliza, and Saul-the surprising trio that motivates me 


The Puzzling Puzzles of Harry Harlow and Edward Deci 

In the middle of the last century, two young scientists conducted experiments that should 

have changed the world-but did not. 

Harry F. Harlow was a professor of psychology at the University of Wisconsin who, in 

the 1940s, established one of the world's first laboratories for studying primate behavior. 

One day in 1949, Harlow and two colleagues gathered eight rhesus monkeys for a twoweek 

experiment on learning. The researchers devised a simple mechanical puzzle like 

the one pictured on the next page. Solving it required three steps: pull out the vertical pin, 

undo the hook, and lift the hinged cover. Pretty easy for you and me, far more 

challenging for a thirteen-pound lab monkey. 

Harlow's puzzle in the starting (left) and solved (right) positions. 

The experimenters placed the puzzles in the monkeys' cages to observe how they 

reacted-and to prepare them for tests of their problem-solving prowess at the end of the

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