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DanielPink_2009G-_出人意料的工作动机_
I need to make a confession at the outset here. 开始前我必须先向你们告解
confession:n.忏悔,告解;供认; outset:n.开始;开端;
A little over 20 years ago 二十多年前
I did something that I regret, something that I'm not particularly proud of, something that, in many ways, I wish no one would ever know, but here I feel kind of obliged to reveal . 我做了一件让我后悔莫及的事 一件我丝毫不感到骄傲的事 一件我希望没有任何人会知道的事 但今日我认为我有必要揭发我自己
particularly:adv.特别地,独特地;详细地,具体地;明确地,细致地; obliged:adj.感激的;感谢的;v.强迫,迫使;帮忙,效劳;(oblige的过去分词和过去式) reveal:v.显示;透露;揭露;泄露;n.揭露;暴露;门侧,窗侧;
(Laughter) (笑声)
In the late 1980s, in a moment of youthful indiscretion , 80年代晚期 因为年少轻狂
in a moment:立刻; youthful:adj.年轻的; indiscretion:n.不慎的言行;不检点的言行;轻率;鲁莽;
I went to law school. 我进入法律学院就读
(Laughter) (笑声)
Now, in America law is a professional degree. 在美国,法律学位是个专业学位
professional:adj.专业的;职业的;职业性的;n.专业人员;职业运动员;
You get your university degree. Then you go on to law school. 你得先拿到学士,才能进入法律学院
And when I got to law school, 当我进入法律学院时
I didn't do very well. 我的成绩不怎么好
To put it mildly , I didn't do very well. 客气地说,我的成绩不怎么好
mildly:adv.温和地,和善地;适度地;
I, in fact, graduated in the part of my law school class that made the top 90 percent possible. 我的毕业成绩成就了在我之上 那其他九成的同学
(Laughter) (笑声)
Thank you. 谢谢你们
I never practiced law a day in my life. 我这辈子从来没做过律师
I pretty much wasn't allowed to. 基本上那样做可能还会犯法
(Laughter) (笑声)
But today, against my better judgement, against the advice of my own wife, 但今日,我违背我的理性 违背我太太的忠告
I want to try to dust off some of those legal skills, what's left of those legal skills. 我想重拾那些过去所学的诉讼技巧 所剩无几的诉讼技巧
legal:adj.法律的;合法的;法定的;
I don't want to tell you a story. 我不要向你们说故事
I want to make a case. 而是提出一个陈述
I want to make a hard-headed , evidence-based , dare I say lawyerly case, for rethinking how we run our businesses. 提出一个有根有据,货真价实的 法庭陈述 来重新思考我们的管理方法
hard-headed:adj.头脑冷静的; evidence-based:adj.基于证据的; lawyerly:adj.如律师的;适合于律师的(等于laywerlike); rethinking:n.反思;v.重新考虑(rethink的现在分词);
So, ladies and gentlemen of the jury , take a look at this. 陪审团的女士先生们,请看看这个
jury:n.[法]陪审团;评判委员会;adj.应急的; take a look at:看一看;检查;
This is called the candle problem. 这便是有名的蜡烛问题
Some of you might have seen this before. 你们之中有些人可能已经看过了
It's created in 1945 by a psychologist named Karl Duncker. 它是在1945年 由心理学家 Karl Duncker 所创造的
psychologist:n.心理学家,心理学者;
Karl Duncker created this experiment that is used in a whole variety of experiments in behavioral science. Karl Duncker 创造了这个实验 在行为科学中被广泛运用
variety:n.多样;种类;杂耍;变化,多样化; behavioral:adj.行为的;
And here's how it works. Suppose I'm the experimenter. 情况是,假设我是实验者
Suppose:v.推断:假定:假设:设想:
I bring you into a room. I give you a candle, some thumbtacks and some matches. 我带你进入一个房间,给你一根蜡烛 一些图钉和火柴
thumbtacks:n.图钉;vt.用图钉钉住;
And I say to you, "Your job is to attach the candle to the wall so the wax doesn't drip onto the table." Now what would you do? 告诉你说”现在 尝试把蜡烛固定在墙上 让烛泪不要滴到桌上。“你会怎么做？
attach:v.贴上;重视;把…固定,把…附(在…上);参加;与…有联系; wax:n.蜡; v.给…打蜡; adj.蜡制的; drip:n.滴落;滴落(的液体);水滴;v.(液体)滴下;
Now many people begin trying to thumbtack the candle to the wall. 许多人尝试用图钉把蜡烛钉在墙上
Doesn't work. 行不通
Somebody, some people, and I saw somebody kind of make the motion over here. 有些人,台下也有些人 做出这样的动作
motion:n.动作;移动;手势;请求;意向;议案;v.运动;打手势;
Some people have a great idea where they light the match, melt the side of the candle, try to adhere it to the wall. 有些人想到他们可以 点燃火柴,溶化蜡烛的底部,尝试把它黏在墙上
melt:v.融化;(使)软化; adhere:vi.坚持;依附;粘着;追随;vt.使粘附;
It's an awesome idea. Doesn't work. 好主意。但行不通
awesome:adj.令人敬畏的;使人畏惧的;可怕的;极好的;
And eventually , after five or 10 minutes, 差不多过了五到十分钟
eventually:adv.最后,终于;
Most people figure out the solution , 大部分的人便会想出解决办法
solution:n.解决方案;溶液;溶解;解答;
Which you can see here. 就像图片上那样
The key to to overcome what's called functional fixedness . 重点是克服”功能固着“
overcome:vt.克服;胜过;vi.克服;得胜; functional:adj.功能的; fixedness:n.固定;稳固;不变;
You look at that box and you see it only as a receptacle for the tacks. 当你看到盒子,你不过把它当成装大头针的容器
receptacle:n.[植]花托;容器;插座;
But it can also have this other function, as a platform for the candle. The candle problem. 但它还有其它功能 那就是作为放蜡烛的平台。
platform:n.平台; v.把…放在台上[放在高处;
Now I want to tell you about an experiment using the candle problem, done by a scientist named Sam Glucksberg, who is now at Princeton University in the U.S. 现在我想告诉你另一个实验 利用蜡烛问题 由一个现在在普林斯顿大学 叫做 Sam Glucksberg 的科学家所做的实验
Princeton:n.普林斯顿(美国新泽西州中部的自治市镇);
This shows the power of incentives . 这实验让我们看见动机的力量
incentives:n.激励;奖励;诱因(incentive的复数形式);奖励措施;
Here's what he did. He gathered his participants . 他是这么做的。他将参与者聚集在一个房间里
participants:n.参与者(participant的复数形式);
And he said, "I'm going to time you. How quickly you can solve this problem?" 告诉他们“我要开始计时。看看你们能多快解决这个问题？”
To one group he said, 他对其中一群人说,
I'm going to time you to establish norms , averages for how long it typically takes someone to solve this sort of problem. 我只是想取个平均值 看一般人需要花多久的时间 才能解决这样的问题。
establish:v.创立;设立;建立;确立;使立足;查实; norms:n.[标准]标准,规范;基准(norm复数形式); typically:adv.代表性地;作为特色地;
To the second group he offered rewards . 他提供奖励给另一群人
rewards:n.[劳经]奖励; v.[劳经]奖赏;
He said, "If you're in the top 25 percent of the fastest times you get five dollars. 他说“如果你是前25%最快解决问题的人 就能拿到五块钱。
If you're the fastest of everyone we're testing here today you get 20 dollars." 如果你是今日所有人里解答最快的 你就有20块钱。
Now this is several years ago. Adjusted for inflation . 这个实验是几年前的事了,按照通货膨胀
Adjusted:adj.调整过的,调节了的;v.调整;校正(adjust的过去分词); inflation:n.膨胀;通货膨胀;夸张;自命不凡;
It's a decent sum of money for a few minutes of work. 几分钟就能拿到20块是很不错的
decent:adj.正派的;得体的;相当好的;
It's a nice motivator . 是个不错的诱因
motivator:n.动力;激励因素;
Question: How much faster did this group solve the problem? 问题是:这群人比另一群人 的解题速度快了多少呢？
Answer: It took them, on average, three and a half minutes longer. 答案是:平均来说,他们比另一组人 多花了三分半种。
Three and a half minutes longer. Now this makes no sense right? 整整三分半种。这不合理,不是吗？
I mean, I'm an American. I believe in free markets. 你想想,我是个美国人。我相信自由市场
That's not how it's supposed to work. Right? 这个实验不太对劲吧？对吗？
supposed:adj.误信的;所谓的;v.认为;假设;设想;(suppose的过去分词和过去式)
(Laughter) (笑声)
If you want people to perform better, you reward them. Right? 如果你想要人们做得更好, 你便给他们奖赏,对吗？
perform:v.表演;执行;履行;演出;工作,运转(好/不好);
Bonuses, commissions , their own reality show. 红利、佣金、他们自己的真人秀
commissions:n.[会计]佣金,[会计]手续费;现金奖励情况(commission的复数);
Incentivize them. That's how business works. 赋予他们动机。这就是商业法则
Incentivize:以物质刺激鼓励;
But that's not happening here. 但实验里却不是这样
You've got an incentive designed to sharpen thinking and accelerate creativity. 奖励是为了 增强思考能力及创意
sharpen:vt.削尖;磨快;使敏捷;加重;vi.尖锐;变锋利; accelerate:v.加快;加速;n.接受速成教育的学生;
And it does just the opposite. 但事实却是相反。
It dulls thinking and blocks creativity. 它阻断了思考和创意能力
dulls:adj.钝的; vt.使迟钝; vi.减少;
And what's interesting about this experiment is that it's not an aberration . 有趣的事情是,这个实验不是误差
aberration:n.失常;离开正路,越轨;
This has been replicated over and over and over again , for nearly 40 years. 它被一再重复 在过去的四十年间
replicated:重复的; over and over again:adv.一再地;反复不断地;
These contingent motivators , if you do this, then you get that, work in some circumstances . 这些不同的诱因 如果你这样做,你就得到那个 在某些情况里是可行的
contingent:n.代表团;一组与会者;小分队;adj.依情况而定的; motivators:n.激励因素(motivator的复数形式); circumstances:n.情况;环境;情形;(circumstance的复数)
But for a lot of tasks, they actually either don't work or, often, they do harm. 但在许多任务中,它们不是没作用 更有可能产生反效果
This is one of the most robust findings in social science . 这是在社会科学中一项 最有力的发现。
robust:adj.强健的;健康的;粗野的;粗鲁的; findings:n.调查发现;判决;裁决;(finding的复数) social science:n.社会科学;社会科学学科;
And also one of the most ignored . 同时也是最为人忽略的
ignored:v.忽视;对…不予理会;佯装未见;不予理睬;(ignore的过去分词和过去式)
I spent the last couple of years looking at the science of human motivation . 过去两年,我研究 人类的动机
motivation:n.动机;积极性;推动;
Particularly the dynamics of extrinsic motivators and intrinsic motivators. 尤其是那些外部的激励因素 和内在的激励因素
dynamics:n.动力学,力学; extrinsic:adj.外在的;外来的;非固有的; intrinsic:adj.本质的,固有的;
And I'm telling you, it's not even close. 我可以告诉你,两者相差悬殊
If you look at the science, there is a mismatch between what science knows and what business does. 如果你使用科学方法查证,你会发现 科学知识和商业行为之间有条鸿沟
mismatch:vt.使配错;n.错配;不协调;
And what's alarming here is that our business operating system -- think of the set of assumptions and protocols beneath our businesses, how we motivate people, how we apply our human resources -- 我们必须要注意的是,我们的商业机制 想想这些商业的协议和假设 我们如何激励人心,如何运用人资
operating system:n.(计算机)操作系统; assumptions:n.假定;假设;承担;获得;(assumption的复数) protocols:n.协议; v.拟定议定书; beneath:prep.在…之下;adv.在下方; motivate:v.激励;激发;成为…的动机;是…的原因; apply:v.申请;涂,敷;应用;适用;请求; human resources:n.人力资源;(公司的)人事部;
it's built entirely around these extrinsic motivators, around carrots and sticks. 全是以这些外部激励因素作为基础 打手心给块糖
That's actually fine for many kinds of 20th century tasks. 对许多20世纪的工作来说是可行的
But for 21st century tasks, that mechanistic , reward-and-punishment approach doesn't work, often doesn't work, and often does harm. 但面对21世纪的工作 这些机械化的,奖惩分明的作法 已经不管用了,有时更招致反效果
mechanistic:adj.机械论的;机械学的; approach:n.方法;路径;v.接近;建议;着手处理;
Let me show you what I mean. 让我呈现我想表达的
So Glucksberg did another experiment similar to this where he presented the problem in a slightly different way, like this up here. Okay? Glucksberg 做了一个类似的实验 这次他给了他们一个比较不同的问题 像这个图里面的
slightly:adv.些微地,轻微地;纤细地;
Attach the candle to the wall so the wax doesn't drip onto the table. 实验对象必须要找出一个让蜡烛黏在墙上,又不会流下烛泪的方法
Same deal. You: we're timing for norms. 相同地,这边:我们要的是平均时间
You: we're incentivizing . 这边:一样的给他们不同诱因
incentivizing:以物质刺激鼓励;
What happened this time? 结果呢？
This time, the incentivized group kicked the other group's butt . 这次,有诱因的那组人 远远地胜过了另一组人
incentivized:v.对…实行物质刺激;(incentivize的过去式和过去分词) butt:n.屁股;烟头;笑柄;靶垛;粗大的一端;v.以头抵撞;碰撞;
Why? Because when the tacks are out of the box it's pretty easy isn't it? 为什么？一旦我们把图钉从盒子里拿出来 问题就变得相当简单不是吗？
(Laughter) (笑声)
If-then rewards work really well for those sorts of tasks, where there is a simple set of rules and a clear destination to go to. 假设 - 在这个情况下 奖励就变得非常有效 在规则简单,目标明显 的情况下
If-then:adj.假设的;假定的;
Rewards, by their very nature, narrow our focus, concentrate the mind. 奖励,产生了作用 让我们集中精神,变得专注
narrow:adj.狭窄的; v.使窄小; n.峡谷; (场所,物品等的)狭窄部分; concentrate:n.浓缩物;v.聚精会神;集中(注意力);使…集中(或集合、聚集);(使)浓缩;
That's why they work in so many cases. 这便是为何奖励在许多情况下有效的缘故
And so, for tasks like this, a narrow focus, where you just see the goal right there, zoom straight ahead to it, they work really well. 当我们面对的工作是 范围狭窄,你能清楚见到目标 向前直冲时 奖励便非常有效
But for the real candle problem, you don't want to be looking like this. 但在真正的“蜡烛问题”中 你不能只是这样看
The solution is not over here. The solution is on the periphery . 解答不在那里,解答是在周围
periphery:n.外围,边缘;圆周;圆柱体表面;
You want to be looking around. 你需要四处找寻
That reward actually narrows our focus and restricts our possibility. 奖励却令我们眼光狭隘 限制了我们的想象力
restricts:v.限制,限定(数量、范围等);束缚;阻碍;(restrict的第三人称单数)
Let me tell you why this is so important. 让我告诉你这个问题的重要性
In western Europe, in many parts of Asia, in North America , in Australia, white collar workers are doing less of this kind of work, and more of this kind of work. 在西欧 亚洲的许多地方 北美洲、澳洲 白领工作者比较少处理 这种问题 更多的是这种问题
North America:n.北美洲; collar:n.衣领;领子;箍;(动物,尤指狗的)颈圈;v.抓住;捉住;揪住;逮住;
That routine, rule-based , left brain work, certain kinds of accounting, certain kinds of financial analysis , certain kinds of computer programing , has become fairly easy to outsource , fairly easy to automate . 那些例行的、常规性的、左脑式的工作 一些会计、一些财务分析 一些电脑编程 变得极为容易外包 变得自动化
rule-based:n.基于规则; left brain:n.左脑; financial:adj.金融的;财政的,财务的; analysis:n.分析;分解;验定; programing:n.程式设计,程序编排;节目制作;v.编写程序;设计程式(program的ing形式); fairly:adv.相当地;公平地;简直; outsource:vt.把…外包;vi.外包; automate:v.使自动化;
Software can do it faster. 软件能处理的更快
Low-cost providers around the world can do it cheaper. 世界其他地方的低价供应商能以更便宜的成本来完成
Low-cost:adj.廉价的;价格便宜的; providers:n.供应者;提供者;供养人;(provider的复数)
So what really matters are the more right-brained creative , conceptual kinds of abilities. 所以更重要的是右脑的 创意,概念式的能力
creative:adj.创造性的; conceptual:adj.概念上的;
Think about your own work. 想想你的工作
Think about your own work. 想想你自己的工作
Are the problems that you face, or even the problems we've been talking about here, are those kinds of problems -- do they have a clear set of rules, and a single solution? No. 你所面对的问题,甚至是我们 今天所谈论到的问题 这些问题 - 它们有清楚的规则 和一个简单的解答吗？不
The rules are mystifying . 它们的规则模糊
mystifying:vt.使神秘化;使迷惑,使困惑;
The solution, if it exists at all, is surprising and not obvious . 解答,如果有解答的话 通常是令人意外而不明显的
obvious:adj.明显的;显著的;平淡无奇的;
Everybody in this room is dealing with their own version of the candle problem. 在这里的每个人 都在尝试解决他自己的 “蜡烛问题”
And for candle problems of any kind, in any field, those if-then rewards, the things around which we've built so many of our businesses, don't work. 对所有形式的“蜡烛问题” 在所有领域 这些「如果 - 那就」的奖励 这些在商业世界里无处不在的奖惩系统 其实没用
Now, I mean it makes me crazy. 这简直让我发狂
And this is not -- here's the thing. 这不是 - 重点是
This is not a feeling. 这不是一种“感觉”
Okay? I'm a lawyer. I don't believe in feelings. 我是个律师,我才不信什么感觉
This is not a philosophy . 这也不是哲学
philosophy:n.哲学;哲理;人生观;
I'm an American. I don't believe in philosophy. 我是个美国人,我才不信什么哲学
(Laughter) (笑声)
This is a fact. 这是真相
Or, as we say in my hometown of Washington D.C., a true fact. 或是我们在华盛顿特区的政治圈常说的 一个“事实真相”
(Laughter) (笑声)
(Applause) (掌声)
Let me give you an example of what I mean. 让我给你一个例子
Let me marshal the evidence here. 让我收集这些证据
marshal:n.元帅;司仪;执行官;v.收集;安排;控制人群;
Because I'm not telling you a story. I'm making a case. 因为我不是在告诉你一个故事,而是陈述一个案子
Ladies and gentlemen of the jury, some evidence: 陪审团的女士们先生们,证据在此:
Dan Ariely, one of the great economists of our time, he and three colleagues , did a study of some MIT students. Dan Ariely,一位当代伟大的经济学家 他和三位同仁,对麻省理工学院的学生做了一些研究
colleagues:n.同事;同行(colleague的复数);
They gave these MIT students a bunch of games. 他给这些学生一些游戏
a bunch of:一群;一束;一堆;
Games that involved creativity, and motor skills, and concentration . 一些需要创造力的游戏 需要动力和专注
involved:adj.有关的; v.涉及; (involve的过去式和过去分词) concentration:n.浓度;含量;集中;专心;
And the offered them, for performance , three levels of rewards. 依照他们的表现给他们 三种不同程度的奖励
performance:n.性能;表现;业绩;表演;
Small reward, medium reward, large reward. 小奖励、中奖励、大奖励
medium:n.(传播信息的)媒介;手段;工具;方法;adj.中等的;中号的;
Okay? If you do really well you get the large reward, on down. 如果你做得好,你就得到大奖励,依此类推
What happened? As long as the task involved only mechanical skill bonuses worked as they would be expected: the higher the pay, the better the performance. 结果呢？只要是机械形态的工作 红利就像我们所认知的 奖励越高,表现越好
As long as:conj.只要;长达;如果;既然; mechanical:adj.机械的;力学的;呆板的;无意识的;手工操作的;
Okay? But one the task called for even rudimentary cognitive skill, a larger reward led to poorer performance. 是的。但如果这个工作需要 任何基本的认知能力 越大的奖励却带来越差的表现
rudimentary:adj.基本的;初步的;退化的;残遗的;未发展的; cognitive:adj.认知的,认识的;
Then they said, "Okay let's see if there's any cultural bias here. 于是他们说 “让我们试试是否有什么文化差距
cultural:adj.与文化有关的;文化的;与艺术、文学、音乐等有关的; bias:adv.使有偏见;n.偏见;偏心;偏爱;v.使有偏见;使偏向;adj.斜的;[电]偏动的;
Lets go to Madurai, India and test this." 让我们去印度的马杜赖试试。”
Standard of living is lower. 生活水平较低
Standard of living:n.生活水平;
In Madurai, a reward that is modest in North American standards , is more meaningful there. 在马杜赖,北美标准的的中等奖励 在这里有意义多了
modest:adj.些许的;谦虚的; standards:n.标准,水平,规格(standard的复数) meaningful:adj.严肃的;重要的;重大的;意味深长的;
Same deal. A bunch of games, three levels of rewards. 一样地,一些不同游戏,三种奖励
What happens? 结果呢？
People offered the medium level of rewards did no better than people offered the small rewards. 中等奖励的人 做得不比那些小奖励的人好
no better than:几乎等于;实际上和…一样;
But this time, people offered the highest rewards, they did the worst of all. 但这次,那些能够得到大奖励的人 表现最差
In eight of the nine tasks we examined across three experiments, higher incentives led to worse performance. 三种实验中,在我们提供的九个游戏中有八个 奖励越高的表现越差
Is this some kind of touchy feely socialist conspiracy going on here? 难道这是一种感情用事的 社会主义的阴谋诡计吗？
touchy:adj.过敏的;易生气的;难以取悦的; socialist:n.社会主义者;社会党党员;adj.社会主义的;社会党的; conspiracy:n.阴谋;共谋;阴谋集团;
No. These are economists from MIT, from Carnegie Mellon, from the University of Chicago. 不。这些经济学家来自麻省理工 卡内基梅隆、和芝加哥大学
And do you know who sponsored this research? 你知道赞助这实验的是谁吗？
sponsored:adj.(活动或比赛)为慈善筹款而举办的; v.赞助(活动、节目等); (sponsor的过去式和过去分词)
The Federal Reserve Bank of the United States. 是美国联邦储备银行
Federal:adj.联邦的;同盟的;联邦政府的;联邦制的;adv.联邦政府地; Reserve:n.储备,储存; vt.储备; vi.预订; United:adj.联合的; v.联合,团结; (unite的过去分词和过去式)
That's the American experience. 完全的美国经验
Let's go across the pond to the London School of Economics. 让我们跨海到伦敦政经学院看看
pond:n.池塘;水池(尤指人工的);v.把…挖成池塘;堵(溪流)水成池;
LSE, London School of Economics. LSE,伦敦经济学院
Alma mater of 11 Nobel Laureates in economics. 十一位诺贝尔经济奖得主的母校
Alma mater:母校;校歌; Laureates:adj.戴桂冠的;荣誉的;n.桂冠诗人;得奖者;vt.使戴桂冠;
Training ground for great economic thinkers like George Soros, and Friedrich Hayek, and Mick Jagger . (Laughter) 训练伟大经济学家的地方 有乔治索罗斯、弗里德里希?哈耶克 和滚石乐团的米克?贾格尔（笑声）
economic:adj.经济的,经济上的;经济学的; Mick:n.米克(男子名);(贬)爱尔兰人; Jagger:n.有齿的凿子;刻锯齿者;
Last month, just last month, economists at LSE looked at 51 studies of pay-for-performance plans, inside of companies. 上个月,才刚过去的那个月 政经学院的经济学家汇整了51个关于 企业内部绩效薪酬的研究
Here's what the economists there said, "We find that financial incentives can result in a negative impact on overall performance." 这些经济学家说,“我们发现金钱的诱因 能对整体绩效带来负面效果。”
negative:adj.[数]负的;消极的;否定的;阴性的;n.否定;负数;[摄]底片;v.否定;拒绝; impact:n.影响;效果;碰撞;冲击力;v.挤入,压紧;撞击;对…产生影响; overall:v.全部; n.外套; adj.全面的;
There is a mismatch between what science knows and what business does. 科学知识和商业行为之间 有条鸿沟
And what worries me, as we stand here in the rubble of the economic collapse , is that too many organizations are making their decisions, their policies about talent and people, 我所忧心的是,在我们站在金融风暴 废墟之间的此刻 仍然有太多团体 仍然以一些过时的、 未经验证的、非科学的
rubble:n.碎石,碎砖;粗石堆; collapse:vi.倒塌;瓦解;暴跌;vt.使倒塌,使崩溃;使萎陷;折叠;n.倒塌;失败;衰竭; organizations:n.组织,构造,有机体(organization的复数);组织机构; policies:n.政策;方针;原则;为人之道;保险单(policy的复数)
based on assumptions that are outdated , unexamined , and rooted more in folklore than in science. 几乎是来自天方夜谭的假设 来制定规则和管理人事
outdated:adj.过时的;旧式的;v.使过时(outdate的过去式和过去分词); unexamined:adj.未经检查的,未经核对的;未经权衡的; folklore:n.民俗学;民间传说;民间风俗;
And if we really want to get out of this economic mess , and if we really want high performance on those definitional tasks of the 21st century, the solution is not to do more of the wrong things. 如果我们真的想要摆脱这个经济危机 如果我们真的想要在这些 属于21世纪的核心工作中获取绩效的话 这解答无异是错上加错:
mess:n.混乱;餐厅;杂乱;肮脏;v.使不整洁;弄脏;弄乱;随地便溺; definitional:adj.明确的;定义上的;
To entice people with a sweeter carrot, or threaten them with a sharper stick. 用红萝卜来吸引人 或是用棍子来威胁人
entice:v.诱使;引诱; sharper:n.骗子;赌棍;欺诈犯;
We need a whole new approach. 我们需要一种新做法
And the good news about all of this is that the scientists who've been studying motivation have given us this new approach. 好消息是这些研究人类动机的科学家 已经给了我们一个新方向
It's an approach built much more around intrinsic motivation. 这个新方向讲求内在的诱因
Around the desire to do things because they matter, because we like it, because they're interesting, because they are part of something important. 我们想做是因为它能改变世界 因为我们喜欢,因为它很有趣 因为它能影响的范围很广
And to my mind, that new operating system for our businesses revolves around three elements : autonomy , mastery and purpose. 在我心里,这种新的商业机制 围绕在三个基础上 自主性、掌握力和使命感
revolves:vi.旋转;循环出现;反复考虑;n.旋转;循环;旋转舞台; elements:n.要素;基本部分;少量;一群;(element的复数) autonomy:n.自治,自治权; mastery:n.掌握;精通;优势;征服;统治权;
Autonomy, the urge to direct our own lives. 自主性,想要主掌自己人生的需求
Mastery, the desire to get better and better at something that matters. 掌握力,想要在举足轻重的事情上做得更好的欲望
Purpose, the yearning to do what we do in the service of something larger than ourselves. 使命感,希望我们所做的事情 是为了更高远的理想的渴望
yearning:n.向往;渴望;adj.思慕的;渴望的;v.渴望;渴求;(yearn的现在分词)
These are the building blocks of an entirely new operating system for our businesses. 这些便是建立新商业机制的 基石
building blocks:(儿童玩的)积木;建筑砌块;堆积木;建筑砖块;基石;
I want to talk today only about autonomy. 今天我只想提到自主性
In the 20th century, we came up with this idea of management . 20世纪产生了管理学的想法
management:n.管理;管理人员;管理部门;操纵;经营手段;
Management did not emanate from nature. 管理学不是自然发生的
emanate:vt.放射(过去式emanated,过去分词emanated,现在分词emanating,第三人称单数emanates,形容词emanative); vi.发出;
Management is like -- it's not a tree. 管理学像是 － 它不是一棵树
It's a television set. 而是个电视机
Okay? Somebody invented it. 对吗？有人发明它
And it doesn't mean it's going to work forever. 不代表它永远都好用
Management is great. 管理学很好
Traditional notions of management are great if you want compliance . 传统的管理学的概念是好的 如果你需要的是服从
Traditional:传统的,惯例的, notions:n.观念(notion的复数);小商品; compliance:n.顺从,服从;承诺;
But if you want engagement , self-direction works better. 但如果你想要员工全心投入,自动自发更好
engagement:n.婚约;约会;交战;诺言;n.参与度;
Let me give you some examples of some kind of radical notions of self direction. 有关自动自发,让我给你一些 革命性的例子
radical:n.自由基;激进分子;游离基;adj.根本的;彻底的;完全的;全新的;
What this means -- you don't see a lot of it, but you see the first stirrings of something really interesting going on. 代表着 --这样的例子不多 但是你可以发现一些有趣的事情正开始发生
stirrings:n.渐起;萌芽;
Because what it means is paying people adequately and fairly, absolutely . 它代表着付给人们合理与 足够的工资
adequately:adv.充分地;足够地;适当地; absolutely:adv.绝对地;完全地;
Getting the issue of money off the table. 让钱不再是问题
issue:n.重要议题;争论的问题;v.宣布;公布;发出;发行;
And then giving people lots of autonomy. 然后给人们很大的自治权
Let me give you some examples. 让我举一些例子
How many of you have heard of the company Atlassian? 在座谁听过一家叫 Atlassian 的公司？
It looks like less than half. 看起来一半都不到
(Laughter) （笑声）
Atlassian is an Australian software company. Atlassian 是一个澳大利亚的软件公司
And they do something incredibly cool. 他们做了一件很酷的事
incredibly:adv.难以置信地;非常地;
A few times a year they tell their engineers, "Go for the next 24 hours and work on anything you want, as long as it's not part of your regular job. 一年有几次,他们跟公司里的软件工程师说 “接下来的24个小时,去做你自己想做的事, 只要它和你每天的工作无关
Work on anything you want." 随便你要做什么都行。”
So that engineers use this time to come up with a cool patch for code, come up with an elegant hack . 这些工程师便利用这些时间 写出一套有趣的编程,优雅地包装这些想法
come up with:提出;想出;赶上; patch:n.补丁;小片;眼罩;色斑;v.修补;打补丁;缝补; elegant:adj.高雅的,优雅的;讲究的;简炼的;简洁的; hack:n.砍; v.砍; adj.出租的;
Then they present all of the stuff that they've developed to their teammates, to the rest of the company, in this wild and wooly all hands meeting at the end of the day. 在那天的最后 在这个全员到齐,万众一心的会议中 对他们的组员和整个公司 介绍他的发明
stuff:n.东西:物品:基本特征:v.填满:装满:标本: wooly:adj.羊毛的;毛茸茸的(等于wolly);n.羊毛内衣;毛线衣(等于wolly);
And then, being Australians, everybody has a beer. 当然,身为澳大利亚人,大家都得来罐啤酒
They call them FedEx Days. 他们叫这是 FedEx 联邦快递日
FedEx:n.联邦快递(等于theFederalExpress);
Why? Because you have to deliver something overnight . 因为你必须在隔夜交出你的作品
overnight:adj.夜间的; v.在夜间; n.(美)前一天的晚上;
It's pretty. It's not bad. It's a huge trademark violation . 很不赖的想法。虽然违反商标法
trademark:n.商标;标志;v.给…标上商标;认出某人的典型特征; violation:n.违反;妨碍,侵害;违背;强奸;
But it's pretty clever. 但这个想法很聪明。
(Laughter) （笑声）
That one day of intense autonomy has produced a whole array of software fixes that might never have existed. 在高度自主的一日中 他们做出了许多软件编程的革新 之前根本没人想到的
intense:adj.强烈的;紧张的;非常的;热情的; array:n.数组,阵列;排列,列阵;大批,一系列;衣服;v.排列,部署;打扮;
And it's worked so well that Atlassian has taken it to the next level with 20 Percent Time. 这个计划的成功,让 Altlassian 更进一步的发明了 五分之一时间
Done, famously , at Google . 谷歌把这个想法发扬光大
famously:adv.著名地;极好地; Google:谷歌;谷歌搜索引擎;
Where engineers can work, spend 20 percent of their time working on anything they want. 工程师可以用五分之一的时间 做所有他们想做的事情
They have autonomy over their time, their task, their team, their technique . 他们可以自由的分配他们的时间 工作,组员,和作法
technique:n.技巧,技术;手法;
Okay? Radical amounts of autonomy, 就是这样。完全的自主权
And at Google, as many of you know, about half of the new products in a typical year are birthed during that 20 Percent Time. 诚如大家所知,在谷歌 一年中有一半的新商品 都来自这五分之一时间
Things like Gmail, Orkut, Google News. 像谷歌信箱、Orkut、谷歌新闻
Let me give you an even more radical example of it. 让我给你一个更具革命性的例子
Something called the Results Only Work Environment. 一个叫做“只论结果的工作环境”
The ROWE. 简写是ROWE
Created by two American consultants , in place in place at about a dozen companies around North America. 由两个美国分析师所创造 用在十多家北美公司上
consultants:n.[经]顾问;咨询顾问;咨询公司;咨询人员(consultant的复数);
In a ROWE people don't have schedules. 在 ROWE 之中,人们没有日程表
They show up when they want. 他们想来就来
They don't have to be in the office at a certain time, or any time. 他们不需要在特定时间到公司 任何时间
They just have to get their work done. 他们只需要把工作完成
How they do it, when they do it, where they do it, is totally up to them. 怎么做、何时做 在哪里做、都取决于他们自己
Meetings in these kinds of environments are optional . 甚至连开会都是选择性的
optional:adj.可选择的,随意的;n.选修科目;
What happens? 结果呢？
Almost across the board , productivity goes up, worker engagement goes up, worker satisfaction goes up, turnover goes down. 几乎所有公司的生产力都提升了 工作投入度提升 工作满意度提升,人力流失降低
across the board:全面地,整体地; productivity:n.生产力;生产率;生产能力; satisfaction:n.满意,满足;赔偿;乐事;赎罪; turnover:n.翻覆;[贸易]营业额;流通量;半圆卷饼;失误;adj.翻过来的;可翻转的;
Autonomy, mastery and purpose, 自主性、掌握力和使命感
These are the building blocks of a new way of doing things. 这便是新工作方式的新基础
Now some of you might look at this and say, "Hmm, that sounds nice. But it's Utopian ." 在座的某些人可能会看着然后说 ”嗯,听起来不错,就是太理想化了。“
Utopian:adj.乌托邦的;空想的;理想化的;n.空想家;乌托邦的居民;
And I say, "Nope. I have proof ." 我说”错了。我有证据。“
proof:n.证据;证实;adj.能抵御;可防护;
The mid 1990s, Microsoft started an encyclopedia called Encarta. 在90年代中,微软开始了一个 叫做 Encarta 的百科全书计划
encyclopedia:n.百科全书(亦是encyclopaedia);
They had deployed all the right incentives. 他们使用了所有正确的诱因
deployed:v.部署(deploy的过去式);展开;
All the right incentives. They paid professionals to write and edit thousands of articles. 所有的诱因。他们付钱给专业人士 让他们写和编辑这些文章
professionals:n.[管理]专业人员(professional的复数); edit:v.编辑;剪辑;编纂;编选;n.编辑[校订]工作;
Well compensated managers oversaw the whole thing to make sure it came in on budget and on time. 收入颇丰的主管们监督着整个计划 确定它不会超过预算和时间
compensated:v.补偿;弥补;给(某人)赔偿(或赔款);(compensate的过去式和过去分词) oversaw:vt.看管,管理;视察;监视; budget:n.预算,预算费;v.安排,预定;把…编入预算;adj.廉价的;
A few years later another encyclopedia got started. 几年后另一个百科全书计划开始了
Different model, right? 完全不同的模式
Do it for fun. No one gets paid a cent, or a Euro or a Yen . 为了兴趣而作。没有人能拿到任何一毛钱
Euro:n.欧元(欧盟的统一货币单位); Yen:n.日元(日本货币单位);渴望;vi.渴望;
Do it because you like to do it. 因为自己喜欢做而做
Now if you had, just 10 years ago, if you had gone to an economist, anywhere, 如果你在十年前 到一个经济学家那里去
And said, "Hey, I've got these two different models for creating an encyclopedia. 对他说”我有两种撰写百科全书的模式
If they went head to head , who would win?" 拿来相比,谁会赢？“
head to head:交头接耳地;
10 years ago you could not have found a single sober economist anywhere on planet Earth, who would have predicted the Wikipedia model. 十年前你绝对不会找到任何一个清醒的经济学家 在这个地球的任何角落 能够预知维基百科的模式
sober:adj.冷静的,清醒的;未醉的;v.使严肃;使醒酒,使清醒; predicted:v.预言;预告;预报;(predict的过去分词和过去式) Wikipedia:维基百科;
This is the titanic battle between these two approaches . 这是一个两种模式之间的世纪战役
titanic:adj.巨大的;强大的;极端重要的;四价钛的; approaches:v.靠近,接近; n.方式,方法,态度;
This is the Ali-Frazier of motivation. Right? 动机的阿里与弗雷泽之战
This is the Thrilla' in Manila . 就像那场在马尼拉的拳王之战
Manila:n.马尼拉麻;马尼拉纸(等于manilla);adj.马尼拉纸制的;马尼拉麻制的;
Alright? Intrinsic motivators versus extrinsic motivators. 是吗？内在动机和外在动机
versus:prep.对;与...相对;对抗;
Autonomy, mastery and purpose, versus carrot and sticks. And who wins? 自主性、掌握力和使命感 和胡萝卜和棍子。谁赢了？
Intrinsic motivation, autonomy, mastery and purpose, in a knockout . Let me wrap up. 内在动机、自主性、掌握力和使命感 获得压倒性胜利。结论是
knockout:adj.淘汰的;击倒的;迷人的;n.淘汰赛;击倒;给人留下深刻印象的人;绝代佳人; wrap:v.缠绕;隐藏;掩护;包起来;缠绕;穿外衣;n.外套;围巾;
There is a mismatch between what science knows and what business does. 科学知识和商业行为之间
And here is what science knows. 有条鸿沟
One: Those 20th century rewards, those motivators we think are a natural part of business, do work, but only in a surprisingly narrow band of circumstances. 一:这些20世纪的奖励 这些我们当作商业中自然一部分的诱因 是有用的。但意外地只在一个非常狭窄的情况下
surprisingly:adv.令人惊讶地;出乎意料地 band:n.带;波段;频带;箍;v.加彩条(或嵌条等);(将价格、收入等)划分档次;
Two: Those if-then rewards often destroy creativity. 二:这些奖励往往会破坏创造力
Three: The secret to high performance isn't rewards and punishments, but that unseen intrinsic drive. 三:高绩效的秘密 不是奖励和惩罚 而是看不见的内在动力
unseen:adj.看不见的,未看见的;未经预习的;n.(事前未看过原文的)即席翻译;
The drive to do things for their own sake . 让人为了自己而做的动力
sake:n.目的;利益;理由;日本米酒;
The drive to do things cause they matter. 让人有使命感的动力
And here's the best part. Here's the best part. 最好的是
We already know this. The science confirms what we know in our hearts. 我们了然于心。科学不过确认了我们心里的声音
So, if we repair this mismatch between what science knows and what business does, 如果我们改变 科学知识和商业行为之间有的那条鸿沟
repair:v.修理;修补;修缮;补救;n.修理;修补;修缮;
If we bring our motivation, notions of motivation into the 21st century, if we get past this lazy, dangerous, ideology of carrots and sticks, we can strengthen our businesses, we can solve a lot of those candle problems, and maybe, maybe, maybe we can change the world. 如果我们把我们的动机,对诱因的想法 带进21世纪 如果我们越过懒惰的、危险的、理想化的 胡萝卜和棍子的想法 我们可以强化我们的公司 解决许多的“蜡烛问题” 那么或许,或许,或许 我们便能改变世界。
ideology:n.意识形态;思想意识;观念学;
I rest my case. 陈述完毕。
(Applause) （掌声）