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282: How to Motivate People, with Dan Ariely

By Dave Stachowiak

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 Book Notes Download my highlights from Payoff in PDF format (free membership required). Activate Your Free Coaching for Leaders Membership Get immediate access to my free, 10-day audio course, 10 Ways to Empower the People You Lead. Give me 10 minutes a day for 10 days to get the most immediate, practical actions to become a better leader. Join at Related Episodes CFL84: Daniel Pink on To Sell is Human CFL181: Create the Best Place to Work CFL251: What to Do When Somebody Quits CFL253: New Management Practices of Leading Organizations CFL276: Employee Engagement With Management 3.0 Next Episode Bonni and I return for the monthly question and answer show. Submit your question for consideration next week or for the first question and answer show the first Monday of every month at Thank You Thank you to Greg Hall and Chase Batt here in the States and Lynn Wang in Hong Kong for the kind reviews on iTunes. To leave a rating or review, visit

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