The Trouble with Gold Stars, Incentive Plans, A's, Praise, and Other Bribes
The basic strategy we use for raising children, teaching students, and managing workers can be summarised in six words: Do this and you'll get that. We dangle goodies (from candy bars to sales commissions) in front of people in much the same way that we train the family pet.
Since its publication in 1993, this groundbreaking book has convinced countless parents, teachers, and managers that working with people is more successful than doing things to them. “Do rewards motivate people?” asks Kohn. “Yes. They motivate people to get rewards.” Moreover, the use of rewards actually undermines the quality of people’s work or learning - and causes them to lose interest in whatever they’ve been bribed to do. Seasoned with humour and familiar examples - and updated to include a wealth of recent research, Punished by Rewards presents an argument unsettling to hear but impossible to dismiss.