” Typically, if you reward something, you get more of it. You punish something, you get less of it. And our businesses have been built for the last 150 years very much on that kind of motivational scheme. “


” A lot of times when you have very short-term goals with a high payoff, nasty things can happen. In particular, a lot of people will take the low road there. They’ll become myopic. They’ll crowd out the longer-term interests of the organization or even of themselves. “


” The billable hours is a classic case of restricted autonomy. I mean, you’re working on – I mean, sometimes on these six-minute increments. So you’re not focused on doing a good job. You’re focused on hitting your numbers. It’s one reason why lawyers typically are so unhappy. And I want a world of happy lawyers. “


” My generation’s parents told their children, ‘Become an accountant, a lawyer, or an engineer, that will give you a solid foothold in the middle class.’ But these jobs are now being sent overseas. So in order to make it today, you have to do work that’s hard to outsource, hard to automate. “


” I don’t think it’s a Western thing to really talk about intrinsic motivation and the drive for autonomy, mastery and purpose. You have to not be struggling for survival. For people who don’t know where their next meal is coming, notions of finding inner motivation are comical. “


” If you understand the independent worker, the self-employed professional, the freelancer, the e-lancer, the temp, you understand how work and business in the U.S. operate today. “


” You know, I’m not a huge fan of the concept of ‘passion’ when it comes to careers. Instead of trying to answer the daunting question of ‘What’s your passion?’ it’s better simply to watch what you do when you’ve got time of your own and nobody’s looking. “


” In economic terms, we’ve always thought of work as a disutility – as something you do to get something else. Now it’s increasingly a utility – something that’s valuable and worthy in its own right. “


” Human beings are natural mimickers. The more you’re conscious of the other side’s posture, mannerisms, and word choices – and the more you subtly reflect those back – the more accurate you’ll be at taking their perspective. “


” One of the best predictors of ultimate success in either sales or non-sales selling isn’t natural talent or even industry expertise, but how you explain your failures and rejections. “


” Questions are often more effective than statements in moving others. Or to put it more appropriately, since the research shows that when the facts are on your side, questions are more persuasive than statements, don’t you think you should be pitching more with questions? “



All 11 Daniel H. Pink Quotes about You in picture


Typically, if you reward something, you get more of it. You punish something, you get less of it. And our businesses have been built for the last 150 years very much on that kind of motivational scheme.
A lot of times when you have very short-term goals with a high payoff, nasty things can happen. In particular, a lot of people will take the low road there. They


The billable hours is a classic case of restricted autonomy. I mean, you
My generation
I don
If you understand the independent worker, the self-employed professional, the freelancer, the e-lancer, the temp, you understand how work and business in the U.S. operate today.
You know, I
In economic terms, we
Human beings are natural mimickers. The more you
One of the best predictors of ultimate success in either sales or non-sales selling isn
Questions are often more effective than statements in moving others. Or to put it more appropriately, since the research shows that when the facts are on your side, questions are more persuasive than statements, don
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