Daniel H Pink
Drive, the Surprising Truth about What Motivates Us
Table of Contents
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 ...
FIND OUT MORE-ABOUT YOURSELF AND THIS TOPIC
ALSO BY DANIEL H . PINK
Free Agent Nation
A Whole New Mind
The Adventures of Johnny Bunko
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Copyright © 2009 by Daniel H. Pink
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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.
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