After attending Daniel Pink’s recent presentation, as I walked across the parking lot to my car that phrase found its way into my thoughts – no carrots, no sticks…no donkeys.

 

That was one of two major ‘take-aways’ I received from spending a half a morning with Dan Pink.

 

Why no carrots, no sticks…no donkeys?

 

Dan Pink made a compelling argument: we must alter how we deal with people if we want them to be motivated at work. In times gone by people were motivated to work under a combination of carrots & sticks…much as carrots & sticks had succeeded with donkeys.

 

As Dan Pink stated at one point…people are not donkeys.

 

Today, our people no longer perform much rudimentary work. Our people perform an increasing amount of conceptual work. And – this trend will continue to grow.

 

Now that conceptual work is the norm:

• To ensure future success, we must alter our approach to motivation.
• We must pay people enough to remove money from the table. Actually, we should pay people a little more than enough. People must feel they are being treated fairly. After that, money generates at best a diminishing return.
• After money is off the table, our people we will be motivated by 3 things:
  • Autonomy
  • Mastery
  • Purpose

Here’s a link to learn more about Autonomy, Mastery, & Purpose.

 

I mentioned above, for me, Dan Pink provided 2 major ‘take-aways’.

 

Here’s the 2nd one…

 

Throughout but particularly near the end of his presentation, Daniel Pink engaged the audience in discussion. He asked and he answered questions. At one point, after answering a question he paused for a moment, looked at the fellow who had asked the question, and said “talk to me…you look sceptical…talk to me more”. The fellow did talk more and he and Dan Pink shared more thoughts.

 

I was really taken by “talk to me…you look sceptical…talk to me more”.

 

Dan Pink is an excellent public speaker. It is clear he truly cares about the people in his audience. And, he wants to help them.

 

What a great example of how to deliver value to your audience.

 

P.S.: Communitech deserves a big round of applause for bringing Daniel Pink to our community.