Carrots and sticks are so last century

Drive: the surprising truth about what motivates us, by Daniel H Pink was the first book to be reviewed by the Lucidity Book Club. Overall the group enjoyed the book and whilst some of the concepts may be easily recognised, it was acknowledged that implementing all of them into a work environment may not necessarily be that straightforward. It was agreed that the use of examples and provision of toolkits for various scenarios at the end of the book provides a useful resource to draw on in the future.

Using science and research, Pink presents a very clear argument as to why current business/working systems are outdated. Pink states “Carrots and sticks are so last century. Drive says for 21 st Century work, we need to upgrade to autonomy, mastery and purpose”, before going on to explain that, when it comes to motivation there is a gap between what science knows and what business does. The current operating system, built around external reward and punishment motivators, doesn’t work. The book provides examples of the types of work that can be motivated by carrots and sticks and those that can’t, highlighting that a ROWE (results only work environment) is needed. The challenge is how to implement this concept in diverse work environments. Fundamentally it is about trust and management shifting their attitudes to trusting their staff, this aspect resonated strongly within the group discussion.

The main points the book makes is that:

1. Times have changed but companies are slow to adapt to that change.

To illustrate Pink posed a question: in 1995 which encyclopedia would people have expected to survive, MS Encarta or Wikipedia? Few people would have imagined a Wikipedia world back then.

2. We have moved from a Motivation 2.0 world (carrots and sticks) to a Motivation 3.0 world (inherent satisfaction in the work itself).

Explaining that for routine tasks incentives may still work, but for more creative tasks these can have a limiting or event sometimes damaging effect, causing people to stop an activity previously enjoyed, or encouraging some to take shortcuts. Examples included research with primary school children, those that would choose to stay in the classroom and make drawings in their play break, when offered a payment stopped doing so.

3. There are 3 elements to Motivation 3.0 – Autonomy, Mastery and Purpose

  • Autonomy is our default setting, people need autonomy over task, time, team and technique to be high performing. Companies that offer autonomy, sometimes in radical ways, outperform their competitors. One well-known company that ‘gets’ autonomy is Google. Creation of 20% time, where people are free to work on projects of their choice, has enabled products such as Gmail to be created. The book talked about reward not just being about money, which raised concern in our discussion that it could be used as an excuse not to pay enough. However, Pink clearly states that salaries must be at a reasonable level for everything else to flow from, i.e. removing salary from the motivation conversation enables the important aspects of Motivation 3.0 to be explored. We also discussed the need for tools, having autonomy over how, where and when you work is limited if you don’t have the appropriate tools or support to carry out the task at hand.

 

  • Mastery is an interesting concept. According to Pink it is i) a Mindset – requiring you to see your abilities not as finite, ii) a Pain – it requires effort and grit and iii) it is Asymptote – it is impossible to fully realise. Pink’s example of learning French helps to illuminate this idea. Learning French to pass a test is not the same as learning to speak French fluently. Both can fuel achievement but only one achieves mastery. Mastery happens when people are in the ‘flow’ which is the optimal experience when the challenges we face are matched to our abilities, however Pink cautions that “the path to mastery is not lined with flowers or rainbows….if it were more of us would make the trip”.

 

  • Purpose is no surprise, it is something that all humans seek, ‘a cause greater and more enduring than themselves’. Through the use of language and policies, Motivation 3.0 allows purpose maximisation to take its place alongside profit maximisation.

Our conversation ended with us looking at aspects of the book that we could apply to our own areas of work. Use of the toolkits to analyse where ‘flow’ happens for each of us, or possibilities to explore what autonomy and mastery means to our teams were starting points. Finally, we asked what our personal motivations are and common themes emerged around working with great people and improving peoples living and working circumstances. No carrots or sticks required!

Guest blog by Sam Mills is Head Of Projects at Changeworks and Lucidity Network member.

Interested in joining our book club? Take a look at the Lucidity Network – a place for people pushing to make change happen, a place to learn, a place to share and a place to connect. Check it out and join us here.

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