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Simon & Schuster/ TED

Payoff: The Hidden Logic That Shapes Our Motivations (TED Books)

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Bestselling author Dan Ariely reveals fascinating new insights into motivation—showing that the subject is far more complex than we ever imagined. Every day we work hard to motivate ourselves, the people we live with, the people who work for and do business with us. In this way, much of what we do can be defined as being “motivators.” From the boardroom to the living room, our role as motivators is complex, and the more we try to motivate partners and children, friends and coworkers, the clearer it becomes that the story of motivation is far more intricate and fascinating than we’ve assumed. Payoff investigates the true nature of motivation, our partial blindness to the way it works, and how we can bridge this gap. With studies that range from Intel to a kindergarten classroom, Ariely digs deep to find the root of motivation—how it works and how we can use this knowledge to approach important choices in our own lives. Along the way, he explores intriguing questions such as: Can giving employees bonuses harm productivity? Why is trust so crucial for successful motivation? What are our misconceptions about how to value our work? How does your sense of your mortality impact your motivation? Read more

Publisher ‏ : ‎ Simon & Schuster/ TED (November 15, 2016)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 128 pages


ISBN-10 ‏ : ‎ 1501120042


ISBN-13 ‏ : ‎ 46


Item Weight ‏ : ‎ 2.31 pounds


Dimensions ‏ : ‎ 5 x 0.7 x 7 inches


Best Sellers Rank: #563,311 in Books (See Top 100 in Books) #283 in Occupational & Organizational Popular Psychology #1,032 in Human Resources & Personnel Management (Books) #1,388 in Popular Social Psychology & Interactions


#283 in Occupational & Organizational Popular Psychology:


#1,032 in Human Resources & Personnel Management (Books):


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Top Amazon Reviews

    • A Short, Interesting, Ted-Talk, Quick Read about Motivation That Makes You Think
As a general rule, I read just about any book or article written by Dan Ariely. So I was thrilled when I heard about his latest book, Payoff: the Hidden Logic That Shapes Our Motivations. So I pre-ordered it from Amazon and low and behold, it arrived on the day it was published. Interestingly enough, it was published by TEDBooks, an arm of the TEDTalks franchise. (Brilliant business model….extend the life of a TED Talk through a single focus/message book!) So PAYOFF is based on Ariely’s October 2012 TED Talk, “What Makes Us Feel Good About Our Work?”. It really is a mash-up of previous writings, but I’ll forgive that for now. Payoff is a quick read (2 hours tops – precisely halfway from PHX to EWR), and gives you just enough sense to recognize that motivation is not as straightforward as we would like it to be. Ariely has a unique gift to blend the academic with rhetoric, providing compelling stories that grab the readers’ attention. His ultimate premise? (Spoiler alert: “To motivate ourselves and others successfully, we need to provide a sense of connection and meaning – remembering that meaning is not always synonymous with personal happiness.”) It’s the road that leads us to this conclusion that is worth reading – as well as the impact of his words. Within the story, he talks about a group of engineers who were motivated to work on an intense project, only to have the proverbial tablecloth pulled from them. What happens to motivation? Or when a mother calls to have Ariely visit her burn-victim son facing similar challenges he himself faced as a young man. Where’s the motivation to go relive that experience and talk to him? It’s a compelling short novel-talk that gives you far more insight into what motivates and de-motivates a friend, a family member, a co-worker, or a boss; (hint: it’s not money), and what DOES motivate them. And that’s worth two hours of your time (to read….although to process, it might take a bit more!) ... show more
Reviewed in the United States on November 22, 2016 by Kristin J. Arnold
    • Great summary of Ariely's work on motivating ourselves and others...
As with all of Dan Ariely's work, this one is an easy read & completely insightful and interesting. If you've read his other books, blog, articles or seen most of his TED talks & listened to his podcasts & others' interviews w/him - then you've almost certainly heard everything contained within this small book. (I found myself reading the book in his distinct voice in my head). I am a huge fan of Ariely's work, so this book was a concise summary of stuff I've known from before & didn't contain any new information (hence the lacking star). That said, this would be an excellent gift for anyone who is taking on their first leadership/management role or someone who is starting a company & needs a primer/reminder of what it takes to engage and motivate employees. ... show more
Reviewed in the United States on April 15, 2017 by Steev D. Kelly
    • A fantastic read. I learned a lot about motivation, and how its not as simple as rat-seeking-reward.
"Rather than seeing motivation as a simple, rat-seeking-reward equation, my hope is to shine some light on this beautiful, deeply human, and psychologically complex world." Dan Ariely I truly enjoyed reading Payoff: The Hidden Logic That Shapes Our Motivations by Dan Ariely. In the beginning, he opens up to you, the reader, by writing about an extremely painful and personal experience he went through. One night, Dan Ariely received a call from a woman who he did not know. She was calling him from the hospital, asking him to come help her because two of her teenage children had been badly burned in a fire. When Dan was a teenager, he had also been in an accident in which nearly 70% of his body had been severely burned. He went to the hospital to help the woman's children for months, and that is where he made his first realizations about motivation: 1. "Many of our motivations spring from trying to conquer a sense of helplessness and reclaim even a tiny modicum of control over our lives.” 2. “[Volunteers who help the chronically ill] demonstrate how our ingrained desire to believe that our lives have purpose beyond our life spans drives us to work extra hard, even to the point of our own suffering, in order to gain more meaning.” After he opened up about such a personal topic, I found it much easier to listen to what Dan had to say about how he believes motivation works. He talks about several experiments he does with people and discovers the best way to kill somebody's motivation, and he also reveals one of the most important things to do in order to motivate somebody else. This review was originally posted on my blog along with other inspiring, thought provoking books. thewrightread.com ... show more
Reviewed in the United States on January 26, 2017 by Amazon Customer
    • Good short read
I'm not a big book reader, working on that, but I thought there would be more to apply in day to day dealings with people. This is more thought process driven, which is good but I was looking for something else. I read this in a few hours time, so from that standpoint it caught my attention and I like books that do that. I will re-read it a few more times since it is an easy read for me. ... show more
Reviewed in the United States on March 14, 2017 by Jim
    • Its still a good quick read and like most of Arielys books a ...
I've read all of Ariely books and that being said this one is a lot of overlap from previous volumes and talks. Its still a good quick read and like most of Arielys books a good thing to give away to a coworker or someone on the bus who seems slightly interested. Its a very easy read that keeps you attached for the short period it takes to get through. Its not something thats going to give you massive depth or insight but something that could get an individual's interest piqued, drawing desire to read more or look more into behavioral economics. ... show more
Reviewed in the United States on October 7, 2017 by Sam Johnson

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