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" We have this idea that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But if you look at the correlation between extroversion and actual sales performance - that is, how many times the cash register actually rings - the correlation's almost zero. "

Dan Pink

Result

You

" Health care is a design problem. Dependence on foreign oil is a design problem. To some extent, poverty is a design problem. We need design thinkers to solve those problems, and most people who are in positions of political power are not design thinkers, to put it mildly. "

" The point of college is more to acquire skills than to acquire domain knowledge. One of the skills that is going to be most necessary: you have to be able to read with rigor and write with clarity. You have to be able to communicate. To make an argument, whether it's in a written piece or in front of a group of people. "

" The left-brainer and the economist in me says watch what people do, not what they say. "

" My generation's parents told their children, 'Become an accountant, a lawyer, or an engineer; that will give you a solid foothold in the middle class.' But these jobs are now being sent overseas. So in order to make it today, you have to do work that's hard to outsource, hard to automate. "

" A lot of times, when you have very short-term goals with a high payoff, nasty things can happen. In particular, a lot of people will take the low road there. They'll become myopic. They'll crowd out the longer-term interests of the organization or even of themselves. "

" Autonomy: the urge to direct our own lives. Mastery: the desire to get better and better at something that matters. Purpose: the yearning to do what we do in the service of something larger than ourselves. These are the building blocks of an entirely new operating system for our businesses. "

" In many professions, what used to matter most were abilities associated with the left side of the brain: linear, sequential, spreadsheet kind of faculties. Those still matter, but they're not enough. What's important now are the characteristics of the brain's right hemisphere: artistry, empathy, inventiveness, big-picture thinking. "

" I happen to be extremely left-brained; my instinct is to draw a chart rather than a picture. "

" If people are worried, if they're fearful, if they feel a sense of grievance or that they're not being treated properly or that they're not being paid fairly, what you're going to have is you're going to have people doing the minimum amount of work necessary to not get fired, and not a peppercorn more. "

" It's concerning to me when people look at the course of education as just a means for getting a job four years later. If you're just doing this because it is going to lead to a 'good job,' you're better off doing something you're genuinely interested in. "

Dan Pink

Better

People

" Management did not emanate from nature. Management is not a tree: it's a television set. Somebody invented it. It doesn't mean it's going to work forever. Management is great. Traditional notions of management are great if you want compliance. But if you want engagement, self-direction works better. "

" In order to raise money from somebody, you have to understand who is this person, not to deceive them but to understand them. What would be their motives for contributing money? Why do these people contribute money to some places, but not to others? That's attunement - treating everybody well, but not treating everybody the same. "

" I think that educators are in sales. Essentially, what you are doing is making an exchange with your class. You're saying, 'Give me your attention. In exchange, I'll give you something else.' The cash register is not ringing. It's not denominated in dollars or cents or euros, but it is a form of sales in a way. It is an exchange. "

Dan Pink

Think

Doing

" Traditional performance reviews have passed their sell-by date. Big time. There's research showing that roughly two-thirds of performance appraisals have either no effect - or a negative effect! - on employee performance. "

" Education in general, and higher education in particular, is on the brink of a huge disruption. Two big questions, which were once so well-settled that we ceased asking them, are now up for grabs. What should young people be learning? And what sorts of credentials indicate they're ready for the workforce? "

" I think there are moral obligations, and I think there are economic transactions. So I think that chores are good; I think that allowances are good. I think combining them is bad. "

" I think that designers and architects need to educate the people who don't quite know what they do and make a strong case for why it's valuable and why it changes the game. I think waiting for people to come around to it just won't do. "

" When I got to law school, I didn't do very well. To put it mildly, I didn't do very well. I, in fact, graduated in the part of my law school class that made the top 90% possible. "

" If I really believe that visual representation and narrative are ways to convey important, complex ideas, and if the world is gravitating toward this form, then geez, I better do it myself. I want to do it myself. "

" When we make progress and get better at something, it is inherently motivating. In order for people to make progress, they have to get feedback and information on how they're doing. "

" I think people get satisfaction from living for a cause that's greater than themselves. They want to leave an imprint. By writing books, I'm trying to do that in a modest way. "

" Artists should agitate and democratize their own work, but they should also work to democratize the arts themselves. "

" Too often, when you are close to people in power, you're trying to make them happy; you're trying to tell them what they want to hear. But I find that really good leaders don't want that. They want the truth. And you do them a service, and yourself a service, by just being honest and straightforward. "