The puzzle of motivation

Dan Pink: The puzzle of motivation (TED Talk)

In this thought‑provoking TED Talk, career analyst Dan Pink challenges the prevailing “carrot and stick” model of motivation in the workplace. He opens by presenting the classic candle problem—an experiment showing that monetary incentives (like prizes for quick solutions) actually slow people down and hinder creativity—an outcome demonstrated by psychologist Sam Glucksberg and repeatedly confirmed in social science over decades. This surprising result contradicts the common business approach that assumes rewards always boost performance.

Pink argues that while extrinsic rewards may work for routine, rule‑based tasks, they fail or backfire in cognitively demanding, creative work—the very kind increasingly valued in the 21st century. Instead, modern research shows that people excel when driven by intrinsic motivators—the internal desires to do things because they matter.

He identifies three key levers of intrinsic motivation:

1. Autonomy – freedom over when, how, and what work is done. Pink highlights examples like Atlassian’s “FedEx Days” and Google’s famous 20% time, both of which spark innovation and new ideas.

2. Mastery – the drive to improve and develop skill in meaningful work.

3. Purpose – the sense that one’s work contributes to something greater than oneself.

Together, these form a powerful internal motivator that far outweighs the impact of external rewards for complex tasks. Pink warns that many organizations are still stuck in outdated motivational systems, and calls for adopting this new framework—one that aligns with what contemporary science understands about human behaviour.

Pink wraps up with a compelling case: by shifting from narrow incentive schemes to systems that support autonomy, mastery, and purpose, businesses can unlock creativity, sustained performance, and intrinsic engagement—and in doing so, truly change the world.

If you’re looking to reimagine how to motivate yourself or others, this talk offers a powerful, science‑based model to inspire lasting change.