The Motivation Paradox. Why Bonuses, Ratings, and Praise Don't Work and What to Replace Them With

Alfie Kohn, a renowned psychologist and independent researcher in the field of human behavior, argues that the basic motivation strategy we use in our interactions with children and subordinates is ineffective and dangerous. "Do this — and you will get that," — we resort to such phrases to achieve the desired behavior, and often reach our goal, making the tactic seem justified. But in reality, the promise of a reward has only a temporary effect, and delayed consequences deprive us of the ability to engage effectively. The author urges us not to be satisfied with visible obedience, but to seek deeper motivation that satisfies both parties and thus brings about a long-term positive effect.