ABOUT THE SPEAKER
Dan Ariely - Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why.

Why you should listen

Dan Ariely is a professor of psychology and behavioral economics at Duke University and a founding member of the Center for Advanced Hindsight. He is the author of the bestsellers Predictably IrrationalThe Upside of Irrationality, and The Honest Truth About Dishonesty -- as well as the TED Book Payoff: The Hidden Logic that Shapes Our Motivations.

Through his research and his (often amusing and unorthodox) experiments, he questions the forces that influence human behavior and the irrational ways in which we often all behave.

More profile about the speaker
Dan Ariely | Speaker | TED.com
TEDxRiodelaPlata

Dan Ariely: What makes us feel good about our work?

Dan Ariely: 什么让我们更热爱自己的工作?

Filmed:
6,508,994 views

是什么促使我们工作? 与传统观念不同,金钱并非唯一动力,但也并非仅仅是快乐。似乎我们大多数人是通过不断进步并且感受目标性而取得成功。行为经济学家 Dan Ariely 像我们展示了两项极具启发性的实验,揭示了我们对于工作意义的出乎意料而又微妙的态度。 (摄于 TEDxRiodelaPlata)
- Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why. Full bio

Double-click the English transcript below to play the video.

00:12
I want to talk a little bit today今天
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今天我想谈谈
00:14
about labor劳动 and work.
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劳动和工作。
00:18
When we think about how people work,
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当谈到人们是如何工作的时候,
00:21
the naive幼稚 intuition直觉 we have
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我们首先联想到的是
00:23
is that people are like rats大鼠 in a maze迷宫 --
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迷宫中的老鼠 --
00:25
that all people care关心 about is money,
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他们在乎的只有金钱,
00:28
and the moment时刻 we give people money,
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只要我们付钱给他们,
00:29
we can direct直接 them to work one way,
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我们就能随心所欲地指挥他们,
00:31
we can direct直接 them to work another另一个 way.
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让他们这样工作,或者那样工作。
00:33
This is why we give bonuses奖金 to bankers银行家 and pay工资 in all kinds of ways方法.
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正因为此,我们给银行家奖金,
用各种方式进行金钱激励。
00:36
And we really have this incredibly令人难以置信 simplistic简单化 view视图
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我们用一种非常简单的方法
00:40
of why people work and what the labor劳动 market市场 looks容貌 like.
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来看待人们工作的动因
以及劳动市场的状况。
00:44
At the same相同 time, if you think about it,
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同时,如果你稍微想想就会发现
00:47
there's all kinds of strange奇怪 behaviors行为 in the world世界 around us.
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这个世界上有各种各样奇怪的行为。
00:50
Think about something like mountaineering登山 and mountain climbing攀登.
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以登山运动为例,
00:53
If you read books图书 of people who climb mountains, difficult mountains,
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如果你读读那些登山人写的书,
那些有挑战性的山,
00:58
do you think that those books图书 are full充分 of moments瞬间 of joy喜悦 and happiness幸福?
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你认为那些书是充满着
欢乐和幸福的瞬间吗?
01:03
No, they are full充分 of misery苦难.
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不,全是描写痛苦的。
01:05
In fact事实, it's all about frostbite冻疮 and difficulty困难 to walk步行
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实际上,书中所讲的都是
关于冻伤之苦,前行之艰难,
01:09
and difficulty困难 of breathing呼吸 --
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和呼吸困难 --
01:11
cold, challenging具有挑战性的 circumstances情况.
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寒冷,极具挑战性的生存环境。
01:14
And if people were just trying to be happy快乐,
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如果人们追求的是快乐,
01:16
the moment时刻 they would get to the top最佳,
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当他们到达山顶的那一刻,
01:18
they would say, "This was a terrible可怕 mistake错误.
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他们可能会说,“这真是个可怕的错误。
01:20
I'll never do it again."
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我再也不会做这种事情了。”
01:21
(Laughter笑声)
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(笑声)
01:23
"Instead代替, let me sit on a beach海滩 somewhere某处 drinking mojitos莫吉托."
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“我还是坐在沙滩上喝 Mojito(鸡尾酒)吧。”
01:27
But instead代替, people go down,
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但相反,在人们下了山,
01:30
and after they recover恢复, they go up again.
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恢复了之后,他们又一次向山顶进发了。
01:33
And if you think about mountain climbing攀登 as an example,
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如果将登山当做一个例子的话,
01:36
it suggests提示 all kinds of things.
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它可以说明很多事情。
01:38
It suggests提示 that we care关心 about reaching到达 the end结束, a peak.
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它说明,我们在意实现目标,到达峰顶。
01:42
It suggests提示 that we care关心 about the fight斗争, about the challenge挑战.
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它说明,我们在意竞争,在意挑战。
01:46
It suggests提示 that there's all kinds of other things
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它还意味着, 有很多不同的事情,
01:48
that motivate刺激 us to work or behave表现 in all kinds of ways方法.
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以不同的方式来激励我们去工作。
01:53
And for me personally亲自, I started开始 thinking思维 about this
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对我个人而言,我开始思考这个问题
01:56
after a student学生 came来了 to visit访问 me.
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是因一个学生的拜访而起。
01:59
This was a student学生 that was one of my students学生们 a few少数 years年份 earlier.
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几年前,他是我的一个学生。
02:03
And he came来了 one day back to campus校园.
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有一天他回到了校园。
02:05
And he told me the following以下 story故事:
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他给我讲了个故事:
02:08
He said that for more than two weeks, he was working加工 on a PowerPoint幻灯片 presentation介绍.
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他说,他用了两个多星期的时间
来做一个演示文稿。
02:13
He was working加工 in a big bank银行.
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那时他在一家很大的银行工作。
02:15
This was in preparation制备 for a merger合并 and acquisition获得.
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这个演示文稿是用于公司合并和收购的。
02:19
And he was working加工 very hard on this presentation介绍 --
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他非常努力地在做这份演示文稿 --
02:21
graphs, tables, information信息.
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图表,表格,相关信息。
02:23
He stayed late晚了 at night every一切 day.
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每天都熬夜到很晚。
02:27
And the day before it was due应有,
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在截止日期的前一天,
02:29
he sent发送 his PowerPoint幻灯片 presentation介绍 to his boss老板,
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他把这份演示文稿传给了他的老板,
02:32
and his boss老板 wrote him back and said,
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老板在回信中说道,
02:35
"Nice尼斯 presentation介绍, but the merger合并 is canceled取消."
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“ 演示文稿做得很不错,但这项合并计划取消了。”
02:40
And the guy was deeply depressed郁闷.
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这消息让这家伙非常沮丧。
02:42
Now at the moment时刻 when he was working加工,
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本来在他做这个任务的时候,
02:44
he was actually其实 quite相当 happy快乐.
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他是很开心的。
02:46
Every一切 night he was enjoying享受 his work,
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每天晚上都享受着这份工作,
02:48
he was staying late晚了, he was perfecting完善 this PowerPoint幻灯片 presentation介绍.
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享受着熬着夜,不断完善他的演示文稿。
02:53
But knowing会心 that nobody没有人 would ever watch that made制作 him quite相当 depressed郁闷.
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但在知道没人会看到他的成果之后,他沮丧极了。
02:58
So I started开始 thinking思维 about how do we experiment实验
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于是我开始思索如何通过实验来验证
03:01
with this idea理念 of the fruits水果 of our labor劳动.
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劳动成果所能发挥的作用。
03:05
And to start开始 with, we created创建 a little experiment实验
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首先,我们设计了一个小实验
03:09
in which哪一个 we gave people Legos积木, and we asked them to build建立 with Legos积木.
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我们先给测试者一些乐高积木,让他们来搭建。
03:15
And for some people, we gave them Legos积木 and we said,
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在给其中一些人提供积木的时候,
我们对他们说,
03:19
"Hey, would you like to build建立 this Bionicle生化战士 for three dollars美元?
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“嘿, 想不想拼装这样一个生化战士来赚 3 美元?
03:24
We'll pay工资 you three dollars美元 for it."
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我们为此会付给你 3 美元的。”
03:26
And people said yes, and they built内置 with these Legos积木.
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他们答应了,然后就开始动手拼装乐高积木。
03:29
And when they finished, we took it, we put it under the table,
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等他们完成了,我们就拿走它,放在桌子下面,
03:33
and we said, "Would you like to build建立 another另一个 one, this time for $2.70?"
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然后们说,“再做一个怎么样?
这次我们会付你 2.7 美元。”
03:38
If they said yes, we gave them another另一个 one.
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如果他们同意的话,我们就再给他们一个。
03:40
And when they finished, we asked them,
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等他们拼完之后,我们又问,
03:41
"Do you want to build建立 another另一个 one?" for $2.40, $2.10, and so on,
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“还想再做一个吗?”
分别付给他们 2.4 美元,2.1 美元,依此类推。
03:46
until直到 at some point people said, "No more. It's not worth价值 it for me."
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直到人们说 “不用了,已经不值得我去做了。”
03:51
This was what we called the meaningful富有意义的 condition条件.
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这就是我们所称作的意义条件。
03:54
People built内置 one Bionicle生化战士 after another另一个.
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人们一个接一个地制作生化战士。
03:57
After they finished every一切 one of them, we put them under the table.
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每当他们完成一个,
我们就把它拿到桌子底下。
04:00
And we told them that at the end结束 of the experiment实验,
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然后在实验的最后我们告诉他们,
04:03
we will take all these BioniclesBionicles, we will disassemble拆卸 them,
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他们做的这些生化战士将会被拿走拆掉,
04:06
we will put them back in the boxes盒子, and we will use it for the next下一个 participant参加者.
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被放回盒子里,给下一个测试者用。
04:11
There was another另一个 condition条件.
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还有另外一种情境。
04:13
This other condition条件 was inspired启发 by David大卫, my student学生.
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这情境是受我的学生 David 而启发。
04:17
And this other condition条件 we called the SisyphicSisyphic condition条件.
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这种情况被我们称为西西弗斯情境。
04:21
And if you remember记得 the story故事 about Sisyphus西西弗斯,
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还记得关于西西弗斯的那个传说吗?
04:23
Sisyphus西西弗斯 was punished处罚 by the gods to push the same相同 rock up a hill爬坡道,
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西西弗斯被神惩罚
将一块岩石推到山上去,
04:28
and when he almost几乎 got to the end结束,
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每当他就要到达山顶的时候,
04:30
the rock would roll over, and he would have to start开始 again.
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那石头就会滚回去,
然后他必须重头再来。
04:33
And you can think about this as the essence本质 of doing futile无用 work.
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这个故事告诉人们无用工作的本质。
04:38
You can imagine想像 that if he pushed the rock on different不同 hills丘陵,
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你可以想象,如果他是在不同的山上推着石头,
04:41
at least最小 he would have some sense of progress进展.
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至少他会有点儿成就感。
04:44
Also, if you look at prison监狱 movies电影,
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或者,如果你看过监狱题材的电影的话,
04:46
sometimes有时 the way that the guards卫士 torture拷打 the prisoners囚犯
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有时看守是这样折磨犯人的
04:50
is to get them to dig a hole
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先让他们去挖洞
04:52
and when the prisoner囚犯 is finished, they ask him to fill the hole back up and then dig again.
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当他们挖好洞之后,
又叫他们把那个洞填上,然后再重新挖。
04:56
There's something about this cyclical周期性 version
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这种循环模式
04:59
of doing something over and over and over
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反复再反复地做同一件事情
05:01
that seems似乎 to be particularly尤其 demotivating士气低落.
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似乎特别的让人感到消极。
05:04
So in the second第二 condition条件 of this experiment实验, that's exactly究竟 what we did.
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而我们的第二种实验情境
正是用这个方法。
05:07
We asked people, "Would you like to build建立 one Bionicle生化战士 for three dollars美元?"
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我们问道:“给你 3 美元,
你愿意拼装这个生化战士吗?”
05:12
And if they said yes, they built内置 it.
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如果他们同意,就开始拼装。
05:14
Then we asked them, "Do you want to build建立 another另一个 one for $2.70?"
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我们接着问,“现在给你 2.7 美元,你愿意再做一个吗?”
05:18
And if they said yes, we gave them a new one,
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如果他们愿意,我们就再给他们一个,
05:21
and as they were building建造 it,
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就在他们拼装第二个的时候,
05:23
we took apart距离 the one that they just finished.
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我们把他们之前做好的那个拆开。
05:26
And when they finished that,
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在他们拼完后,
05:29
we said, "Would you like to build建立 another另一个 one, this time for 30 cents less?"
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我们问,“这次再少给你 30 美分,
你还愿意再做一个吗?”
05:32
And if they said yes, we gave them the one that they built内置 and we broke打破.
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如果他们愿意,
我们就把之前拼完又拆开的那个给他们。
05:36
So this was an endless无穷 cycle周期
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这就成了一个无限循环
05:39
of them building建造 and us destroying销毁 in front面前 of their eyes眼睛.
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他们忙着拼装,
而我们当着他们的面把它们拆了。
05:44
Now what happens发生 when you compare比较 these two conditions条件?
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当把这两种情况对比会发生什么呢?
05:48
The first thing that happened发生
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首先我们发现,
05:49
was that people built内置 many许多 more BioniclesBionicles -- they built内置 11 versus seven --
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相比西西弗斯情境,在意义情境下
05:53
in the meaningful富有意义的 condition条件 versus the Sisyphus西西弗斯 condition条件.
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受试者拼装了更多的生化战士 -- 11 比 7。
05:56
And by the way, we should point out that this was not a big meaning含义.
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同时,我们必须指出,
这个意义条件并非特别重大。
05:59
People were not curing养护 cancer癌症 or building建造 bridges桥梁.
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他们不是在治疗癌症也不是建造大桥,
06:02
People were building建造 BioniclesBionicles for a few少数 cents.
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只是拼装生化战士赚几美分而已。
06:06
And not only that, everybody每个人 knew知道 that the BioniclesBionicles would be destroyed销毁 quite相当 soon不久.
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不仅如此,每个人都知道,它们将很快被拆掉。
06:11
So there was not a real真实 opportunity机会 for big meaning含义.
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因此这并没有什么重大的意义。
06:14
But even the small meaning含义 made制作 a difference区别.
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但即使再小的意义也有所影响。
06:18
Now we had another另一个 version of this experiment实验.
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然后我们又做了另外一个版本的实验。
06:20
In this other version of the experiment实验,
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在新的实验中,
06:22
we didn't put people in this situation情况,
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我们不把人们至于这个情境之中,
06:24
we just described描述 to them the situation情况, much as I am describing说明 to you now,
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而只是向他们描述实验情境,
就像我现在向你们所描述的这样,
06:28
and we asked them to predict预测 what the result结果 would be.
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然后我们让他们预测实验的可能结果。
06:31
What happened发生?
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这次发生了什么呢?
06:33
People predicted预料到的 the right direction方向 but not the right magnitude大小.
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受试者都预测对了结果,
但是没有猜对这个结果的程度。
06:37
People who were just given特定 the description描述 of the experiment实验
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那些被告知实验细节的测试者
06:41
said that in the meaningful富有意义的 condition条件 people would probably大概 build建立 one more Bionicle生化战士.
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认为在有意义情景中,
人们可能会多拼装一个生化战士。
06:45
So people understand理解 that meaning含义 is important重要,
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由此可见,人们是知道意义的重要性的。
06:47
they just don't understand理解 the magnitude大小 of the importance重要性,
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只是不清楚有多重要,
06:50
the extent程度 to which哪一个 it's important重要.
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它的重要程度到底多深。
06:52
There was one other piece of data数据 we looked看着 at.
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我们还将考虑了另一项因素。
06:55
If you think about it, there are some people who love Legos积木 and some people who don't.
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考虑到在这其中,
有些人喜欢乐高而有些则不喜欢。
07:00
And you would speculate推测 that the people who love Legos积木
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你可以推测那些喜欢乐高的人
07:02
will build建立 more Legos积木, even for less money,
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会愿意拼乐高,即使回报少一点,
07:05
because after all, they get more internal内部 joy喜悦 from it.
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毕竟他们会从中得到更多的快乐。
07:08
And the people who love Legos积木 less will build建立 less Legos积木
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而那些没那么喜欢乐高的人
拼装的数量较少
07:11
because the enjoyment享受 that they derive派生 from it is lower降低.
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因为他们从中得到的快乐较少。
07:14
And that's actually其实 what we found发现 in the meaningful富有意义的 condition条件.
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这正是我们在意义情境中得到的结论。
07:17
There was a very nice不错 correlation相关 between之间 love of Lego乐高玩具
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对乐高的喜爱程度和拼装的乐高的数量之间
07:20
and the amount of Legos积木 people built内置.
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有一种十分奇妙的关联。
07:22
What happened发生 in the SisyphicSisyphic condition条件?
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那么在西西弗斯情境下发生了什么呢?
07:25
In that condition条件 the correlation相关 was zero.
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这种情境下的关联度为零。
07:28
There was no relationship关系 between之间 the love of Lego乐高玩具 and how much people built内置,
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人们对乐高的喜爱程度与拼装数量没有关联,
07:32
which哪一个 suggests提示 to me that with this manipulation操作
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这也就说明我们通过
07:35
of breaking破坏 things in front面前 of people's人们 eyes眼睛,
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当着人们的面拆掉他们的劳动成果
07:37
we basically基本上 crushed any joy喜悦 that they could get out of this activity活动.
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会毁掉了人们从劳动中得到的乐趣。
07:42
We basically基本上 eliminated淘汰 it.
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我们几乎彻底抹杀了乐趣。
07:45
Soon不久 after I finished running赛跑 this experiment实验,
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在完成了这项实验的之后不久,
07:49
I went to talk to a big software软件 company公司 in Seattle西雅图.
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我去了西雅图的一家软件公司。
07:53
I can't tell you who they were, but they were a big company公司 in Seattle西雅图.
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我不能告诉你们具体是哪家公司,
但那是西雅图的一家大公司。
07:56
And this was a group within this software软件 company公司 that was put in a different不同 building建造.
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在这家软件公司里有一群人
是被安置在另一座大楼里工作的
08:01
And they asked them to innovate创新 and create创建 the next下一个 big product产品 for this company公司.
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他们负责为公司创造和革新下一代产品。
08:06
And the week before I showed显示 up,
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而就在我到那儿一周之前,
08:08
the CEOCEO of this big software软件 company公司 went to that group, 200 engineers工程师,
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这家公司的 CEO 来到这个
有 200 个工程师的小组,
08:12
and canceled取消 the project项目.
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取消了这项研发计划。
08:15
And I stood站在 there in front面前 of 200 of the most depressed郁闷 people I've ever talked to.
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当时在我面前的这 200 个人
是我所交谈过的人中最郁闷的一群。
08:20
And I described描述 to them some of these Lego乐高玩具 experiments实验,
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我向他们描述了这些乐高实验,
08:23
and they said they felt like they had just been through通过 that experiment实验.
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他们说他们感觉就像
刚刚经历过这些实验一样。
08:28
And I asked them, I said,
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于是我问道,
08:30
"How many许多 of you now show显示 up to work later后来 than you used to?"
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“现在你们中哪些人比以前更晚上班了?”
08:33
And everybody每个人 raised上调 their hand.
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所有人都举手了。
08:35
I said, "How many许多 of you now go home earlier than you used to?"
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我说,“现在你们中哪些人比以前下班更早了?”
08:38
And everybody每个人 raised上调 their hand.
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所有人都举手了。
08:40
I asked them, "How many许多 of you now add not-so-kosher不那么洁净 things to your expense费用 reports报告?"
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我又问道:“ 现在你们哪些人对开支报表动手脚了?”
08:46
And they didn't really raise提高 their hands,
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他们并没有举手承认,
08:48
but they took me out to dinner晚餐 and showed显示 me what they could do with expense费用 reports报告.
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但他们邀请我去聚餐,然后向我演示了
他们能对开支报表做些什么。
08:53
And then I asked them, I said,
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于是我问道,
08:55
"What could the CEOCEO have doneDONE to make you not as depressed郁闷?"
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“ 当初你们的 CEO 要怎么做才能让你们不这么沮丧呢?”
09:00
And they came来了 up with all kinds of ideas思路.
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他们给出了各种各样的想法。
09:02
They said the CEOCEO could have asked them to present当下 to the whole整个 company公司
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比如 CEO 可以让他们向整个公司展示
09:05
about their journey旅程 over the last two years年份 and what they decided决定 to do.
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他们这两年来走过的路,
以及他们原本计划做的事情。
09:09
He could have asked them to think about which哪一个 aspect方面 of their technology技术
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他本可以请他们思考这之中有哪些技术
09:12
could fit适合 with other parts部分 of the organization组织.
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可以应用于公司的其他领域。
09:16
He could have asked them to build建立 some prototypes原型, some next-generation下一代 prototypes原型,
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他本可以要他们做一些原型,
一些下一代产品的原型,
09:19
and seen看到 how they would work.
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然后看它们是如何运行的。
09:21
But the thing is that any one of those
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事实上每一个补救方案
09:23
would require要求 some effort功夫 and motivation动机.
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都包含着努力和激励。
09:26
And I think the CEOCEO basically基本上 did not understand理解 the importance重要性 of meaning含义.
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而我认为这位 CEO
没有意识到意义的重要性。
09:30
If the CEOCEO, just like our participants参与者,
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如果这位 CEO,像我们的受试者一样,
09:33
thought the essence本质 of meaning含义 is unimportant不重要,
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认为意义的本质并不重要,
09:36
then he [wouldn't不会] care关心.
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那他当然不会在意。
09:37
And he would tell them, "At the moment时刻 I directed针对 you in this way,
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他只会告诉他们,“当时我要你这样做,
09:40
and now that I am directing导演 you in this way,
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而现在我要你这样做,
09:42
everything will be okay."
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一切都没有问题。”
09:44
But if you understood了解 how important重要 meaning含义 is,
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但如果你知道意义是多么地重要,
09:46
then you would figure数字 out that it's actually其实 important重要
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你就会了解到
去把时间、精力、努力花在
09:49
to spend some time, energy能源 and effort功夫
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让人们更在意他们所做的事情上
09:50
in getting得到 people to care关心 more about what they're doing.
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实际上有多么重要。
09:54
The next下一个 experiment实验 was slightly different不同.
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下一个实验有点儿不同,
09:57
We took a sheet of paper with random随机 letters,
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我们用一张写着随机单词的纸,
09:59
and we asked people to find pairs of letters that were identical相同 next下一个 to each other.
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要求人们将其中相似的词语配对。
10:04
That was the task任务.
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这就是他们的任务。
10:05
And people did the first sheet.
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当人们完成了第一张,
10:06
And then we asked them if they wanted to do the next下一个 sheet for a little bit less money
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我们会问他们是否愿意再做一张,
但这次报酬再少一点
10:09
and the next下一个 sheet for a little bit less money, and so on and so forth向前.
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然后再下一张更少,依此类推。
10:12
And we had three conditions条件.
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我们创设了三种情境。
10:14
In the first condition条件, people wrote their name名称 on the sheet,
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在第一种情境中,
测试者把自己的名字写在纸上,
10:18
found发现 all the pairs of letters, gave it to the experimenter实验者.
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找到所有配对的单词
并把它交给实验员。
10:22
The experimenter实验者 would look at it, scan扫描 it from top最佳 to bottom底部,
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实验员会检查一遍,从头到尾,
10:25
say "uh huh" and put it on the pile next下一个 to them.
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轻声说“嗯哼”,
然后把它放在边上一堆纸上。
10:30
In the second第二 condition条件, people did not write their name名称 on it.
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在第二种情境中,测试者不在纸上署名。
10:33
The experimenter实验者 looked看着 at it,
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实验员扫视一下,
10:36
took the sheet of paper, did not look at it, did not scan扫描 it,
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接过来,看也不看一眼,
10:39
and simply只是 put it on the pile of pages网页.
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就直接放到那堆纸上面。
10:42
So you take a piece, you just put it on the side.
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只是拿过来然后放到一边去。
10:45
And in the third第三 condition条件,
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而在第三种情境中,
10:46
the experimenter实验者 got the sheet of paper and directly put it into a shredder碎纸机.
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实验员接过那张纸,
看也不看就把它丢进碎纸机。
10:54
What happened发生 in those three conditions条件?
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那么在这三种情境下
分别发生了什么呢?
10:57
In this plot情节 I'm showing展示 you at what pay工资 rate people stopped停止.
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这个实验显示人们在什么时候会放弃。
11:02
So low numbers数字 mean that people worked工作 harder更难. They worked工作 for much longer.
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报酬越低说明人们越努力,撑得越久。
11:06
In the acknowledged承认 condition条件, people worked工作 all the way down to 15 cents.
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在上述情境中,有人一直坚持到 15 美分那一步,
11:11
At 15 cents per page, they basically基本上 stopped停止 these efforts努力.
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到每张值 15 美分的时候,人们就不干了。
11:15
In the shredder碎纸机 condition条件, it was twice两次 as much -- 30 cents per sheet.
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在粉碎情境中,结果为两倍 --
每张 30 美分的时候人们不干了。
11:20
And this is basically基本上 the result结果 we had before.
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这和我们之前的结果是差不多的。
11:22
You shred撕碎 people's人们 efforts努力, output产量,
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你粉碎了人们的努力和成果,
11:25
you get them not to be as happy快乐 with what they're doing.
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他们对自己所做的就没有快乐可言。
11:28
But I should point out, by the way,
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但我也顺便要指出,
11:29
that in the shredder碎纸机 condition条件, people could have cheated被骗.
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在粉碎情境中,人们可能有作弊行为。
11:32
They could have doneDONE not so good work,
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他们的工作质量可能不高,
11:34
because they realized实现 that people were just shredding切碎 it.
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因为他们知道人们会直接把纸粉碎掉。
11:37
So maybe the first sheet you would do good work,
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所以可能第一张纸你会做得认真,
11:39
but then you see nobody没有人 is really testing测试 it,
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但后来你发现没人会检查,
11:41
so you would do more and more and more.
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那你就会不停地做下去。
11:43
So in fact事实, in the shredder碎纸机 condition条件,
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所以实际上,在粉碎情境中,
11:45
people could have submitted提交 more work and gotten得到 more money
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人们可能做更多次实验,得更多的钱
11:47
and put less effort功夫 into it.
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但付出的努力却更少。
11:50
But what about the ignored忽视 condition条件?
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但那个忽视情境又如何呢?
11:52
Would the ignored忽视 condition条件 be more like the acknowledged承认 or more like the shredder碎纸机,
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它是更类似于认可情境还是粉碎情境,
11:55
or somewhere某处 in the middle中间?
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或者介于两者之间?
11:58
It turns out it was almost几乎 like the shredder碎纸机.
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结果发现它和粉碎情境几乎是相同的。
12:01
Now there's good news新闻 and bad news新闻 here.
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现在有一个好消息和一个坏消息。
12:04
The bad news新闻 is that ignoring无视 the performance性能 of people
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坏消息是忽视人们的表现
12:08
is almost几乎 as bad as shredding切碎 their effort功夫 in front面前 of their eyes眼睛.
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几乎和在他们面前
粉碎他们的成果一样糟糕。
12:13
Ignoring忽略 gets得到 you a whole整个 way out there.
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忽视让结果完全不同。
12:17
The good news新闻 is that by simply只是 looking at something that somebody has doneDONE,
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好消息是只要稍微注意一下人们所做的,
12:21
scanning扫描 it and saying "uh huh,"
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浏览一下并应声“嗯哼,”
12:23
that seems似乎 to be quite相当 sufficient足够
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似乎就能非常有效地
12:25
to dramatically显着 improve提高 people's人们 motivations动机.
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提高人们的工作动力。
12:28
So the good news新闻 is that adding加入 motivation动机 doesn't seem似乎 to be so difficult.
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所以好消息是提高动力并非难事。
12:33
The bad news新闻 is that eliminating消除 motivations动机
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坏消息是打消动力
12:36
seems似乎 to be incredibly令人难以置信 easy简单,
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似乎也是非常简单,
12:37
and if we don't think about it carefully小心, we might威力 overdo过度 it.
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如果我们不小心,可能就做过了头。
12:41
So this is all in terms条款 of negative motivation动机
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所以一切都是关于负面动力
12:45
or eliminating消除 negative motivation动机.
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以及消除负面动力。
12:47
The next下一个 part部分 I want to show显示 you is something about the positive motivation动机.
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下面我想让你们看看正面动力。
12:52
So there is a store商店 in the U.S. called IKEAIKEA.
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在美国有一家店,叫宜家。
12:56
And IKEAIKEA is a store商店 with kind of okay furniture家具 that takes a long time to assemble集合.
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宜家卖的都是质量一般
并且需要花很长时间组装的家具。
13:03
(Laughter笑声)
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(笑声)
13:05
And I don't know about you, but every一切 time I assemble集合 one of those,
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我不知道你们,
但是每次我组装家具,
13:08
it takes me much longer, it's much more effortful付出努力, it's much more confusing扑朔迷离.
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都要花费更长的时间,
投入更多精力,更加令人迷惑。
13:12
I put things in the wrong错误 way.
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我把东西放错了位置,
13:15
I can't say enjoy请享用 those pieces.
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我并不喜欢那些家具,
13:17
I can't say I enjoy请享用 the process处理.
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我也并不享受这个过程,
13:21
But when I finish it, I seem似乎 to like those IKEAIKEA pieces of furniture家具
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但当我完成后,比起其他家具,
13:24
more than I like other ones那些.
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我似乎更喜欢宜家的家具。
13:27
And there's an old story故事 about cake蛋糕 mixes混合.
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有一个关于蛋糕粉的故事。
13:31
So when they started开始 cake蛋糕 mixes混合 in the '40s,
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当他们在 40 年代发明蛋糕粉的时候,
13:34
they would take this powder粉末 and they would put it in a box,
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他们把蛋糕粉装进盒子里,
13:38
and they would ask housewives家庭主妇 to basically基本上 pour it in, stir搅拌 some water in it,
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让主妇们只要倒出来加点水,
13:42
mix混合 it, put it in the oven烤箱, and -- voila! -- you had cake蛋糕.
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搅拌后放进烤箱,然后 -- 你看!蛋糕就有了。
13:47
But it turns out they were very unpopular不得人心.
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2199
但结果它们并不非常受欢迎。
13:49
People did not want them.
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人们不想要这些。
13:51
And they thought about all kinds of reasons原因 for that.
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他们思考了各种可能的原因,
13:53
Maybe the taste味道 was not good.
260
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可能是味道不够好,
13:55
No, the taste味道 was great.
261
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不对,味道其实很好。
13:56
What they figured想通 out was that there was not enough足够 effort功夫 involved参与.
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他们发现其实是
人们要付出的努力不够。
14:01
It was so easy简单 that nobody没有人 could serve服务 cake蛋糕 to their guests宾客
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过程太简单了,
没人想就这么对客人说,
14:05
and say, "Here is my cake蛋糕."
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“这是我做的蛋糕。”
14:07
No, no, no, it was somebody else's别人的 cake蛋糕.
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不,不,不,那人别人的蛋糕。
14:08
It was as if you bought it in the store商店.
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就好像你从店里买了现成的。
14:10
It didn't really feel like your own拥有.
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感觉不像是你自己做的。
14:13
So what did they do?
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然后人们怎么做呢?
14:15
They took the eggs and the milk牛奶 out of the powder粉末.
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他们把鸡蛋和奶都从蛋糕粉了去掉。
14:18
(Laughter笑声)
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(笑声)
14:20
Now you had to break打破 the eggs and add them.
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现在你得自己把鸡蛋打碎了加进去。
14:23
You had to measure测量 the milk牛奶 and add it, mixing混合 it.
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你得算好牛奶的量加进去搅拌。
14:26
Now it was your cake蛋糕. Now everything was fine.
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现在这是你做的蛋糕了。一切都好了。
14:29
(Applause掌声)
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(掌声)
14:39
Now I think a little bit like the IKEAIKEA effect影响,
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我觉得这个宜家效应有些相似,
14:42
by getting得到 people to work harder更难,
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通过让人们付出更多努力,
14:44
they actually其实 got them to love what they're doing to a higher更高 degree.
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使人们更爱他们所作的事情。
14:47
So how do we look at this question experimentally实验?
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那从实验角度我们如何看待这个问题呢?
14:50
We asked people to build建立 some origami折纸.
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我们让受试者做折纸手工。
14:53
We gave them instructions说明 on how to create创建 origami折纸,
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我们告诉他们折纸方法,
14:56
and we gave them a sheet of paper.
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然后给他们一张纸。
14:57
And these were all novices新手, and they built内置 something that was really quite相当 ugly丑陋 --
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他们都是新手,折的东西都很难看 --
15:02
nothing like a frog青蛙 or a crane起重机.
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不像青蛙也不像鹤鸟。
15:04
But then we told them, we said, "Look, this origami折纸 really belongs属于 to us.
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然后我们说,“你瞧,这个折纸实际上属于我们。
15:08
You worked工作 for us, but I'll tell you what, we'll sell it to you.
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你为我们工作,但你知道吗,
我们可以把它卖给你。
15:11
How much do you want to pay工资 for it?"
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你愿意出多少钱?”
15:13
And we measured测量 how much they were willing愿意 to pay工资 for it.
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然后我们看看他们愿意出多少。
15:16
And we had two types类型 of people.
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我们发现有两种人。
15:18
We had the people who built内置 it,
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有些人选择折纸,
15:20
and we had the people who did not build建立 it and just looked看着 at it as external外部 observers观察家.
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有些人选择不折,只是做个旁观者。
15:25
And what we found发现 was that the builders建设者 thought
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我们发现选择折的那些人
15:27
that these were beautiful美丽 pieces of origami折纸,
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认为这些折纸很美,
15:30
and they were willing愿意 to pay工资 for them five times more
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与那些观察的人相比,
15:33
than the people who just evaluated评估 them externally外部.
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他们愿意出 5 倍的价钱买这些折纸。
15:36
Now you could say, if you were a builder建设者,
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现在你说,如果你是折纸的人,
15:39
do you think that, "Oh, I love this origami折纸, but I know that nobody没有人 else其他 would love it?"
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你会觉得,“哦,我喜欢这个折纸,
但我知道没有其他人会喜欢?”
15:46
Or do you think, "I love this origami折纸, and everybody每个人 else其他 will love it as well?"
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还是,“我喜欢这个折纸,
其他人也会一样喜欢?”
15:51
Which哪一个 one of those two is correct正确?
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这两种哪一种是正确的?
15:54
Turns out the builders建设者 not only loved喜爱 the origami折纸 more,
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结果发现折纸的人不仅更喜欢折纸,
15:57
they thought that everybody每个人 would see the world世界 in their view视图.
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他们还认为所有人都和他们一样。
16:00
They thought everybody每个人 else其他 would love it more as well.
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他们认为所有人都会喜欢。
16:03
In the next下一个 version we tried试着 to do the IKEAIKEA effect影响.
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接下去一个实验版本,
我们尝试了宜家效应。
16:06
We tried试着 to make it more difficult.
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我们把实验难度提高。
16:08
So for some people we gave the same相同 task任务.
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所以我们给一些人同样的任务。
16:11
For some people we made制作 it harder更难 by hiding the instructions说明.
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对另一些人我们把说明说藏起来,
增加难度。
16:15
At the top最佳 of the sheet, we had little diagrams of how do you fold origami折纸.
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纸张顶部有关于折纸的小说明。
16:19
For some people we just eliminated淘汰 that.
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对一些人我们就把说明删掉。
16:22
So now this was tougher强硬. What happened发生?
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现在难度增加了。会发生什么呢?
16:25
Well in an objective目的 way, the origami折纸 now was uglier丑陋, it was more difficult.
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客观来看,折纸现在更难看了,
难度更大了。
16:31
Now when we looked看着 at the easy简单 origami折纸,
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当我们观察简单的折纸时,
16:33
we saw the same相同 thing: Builders建设者 loved喜爱 it more, evaluators评估 loved喜爱 it less.
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我们有了同样的发现:
折纸的人更喜欢它,而观察的人则更不喜欢。
16:38
When you looked看着 at the hard instructions说明,
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当说明书难度增高的时候,
16:40
the effect影响 was larger.
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该效应更为明显。
16:43
Why? Because now the builders建设者 loved喜爱 it even more.
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为什么?因为折纸的人更喜欢它了。
16:48
They put all this extra额外 effort功夫 into it.
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因为他们投入了额外的精力。
16:50
And evaluators评估? They loved喜爱 it even less.
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而观察的人呢?他们更不喜欢,
16:55
Because in reality现实 it was even uglier丑陋 than the first version.
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因为实际上折纸比第一次更丑了。
16:59
Of course课程, this tells告诉 you something about how we evaluate评估 things.
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当然,这说明了我们是怎么观察事物的。
17:04
Now think about kids孩子.
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现在想想孩子。
17:06
Imagine想像 I asked you, "How much would you sell your kids孩子 for?"
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想象一下我问你,
“要多少钱你肯把你的孩子卖了?”
17:11
Your memories回忆 and associations协会 and so on.
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包括记忆以及相关联的东西等等。
17:13
Most people would say for a lot, a lot of money --
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大多数人会说,得要一大笔钱 --
17:17
on good days.
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孩子乖的时候。
17:19
(Laughter笑声)
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(笑声)
17:20
But imagine想像 this was slightly different不同.
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但想象一下如果情况稍微有些不同。
17:22
Imagine想像 if you did not have your kids孩子,
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想象如果你自己的孩子没了,
17:23
and one day you went to the park公园 and you met会见 some kids孩子,
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有一天你去公园看见一些孩子,
17:26
and they were just like your kids孩子.
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他们和你的孩子好像,
17:28
And you played发挥 with them for a few少数 hours小时.
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你和他们玩了一会儿,
17:29
And when you were about to leave离开, the parents父母 said,
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当你准备走的时候,父母说,
17:32
"Hey, by the way, just before you leave离开, if you're interested有兴趣, they're for sale拍卖."
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“嘿,你走之前顺便提一下,
如果你有兴趣可以买我的孩子。”
17:36
(Laughter笑声)
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(笑声)
17:38
How much would you pay工资 for them now?
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你现在愿意出多少钱买呢?
17:41
Most people say not that much.
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大多数人会说不多。
17:43
And this is because our kids孩子 are so valuable有价值,
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这是因为我们的孩子是无价的,
17:48
not just because of who they are,
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不仅是因为他们本身,
17:50
but because of us, because they are so connected连接的 to us
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还因为我们自己,
因为他们和我们如此亲密,
17:54
and because of the time and connection连接.
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因为我们一起度过的时光和联系。
17:56
And by the way, if you think that IKEAIKEA instructions说明 are not good,
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另外,如果你觉得宜家的说明书不好,
18:00
think about the instructions说明 that come with kids孩子.
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想想孩子自带的说明书是怎么样的。
18:02
Those are really tough强硬.
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难度真的很高。
18:03
(Laughter笑声)
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(笑声)
18:04
By the way, these are my kids孩子, which哪一个, of course课程, are wonderful精彩 and so on.
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另外,这些是我的孩子,当然他们非常棒。
18:08
Which哪一个 comes to tell you one more thing,
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这表明了另外一个问题,
18:10
which哪一个 is, much like our builders建设者,
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就是,和我们的创造者一样,
18:13
when they look at the creature生物 of their creation创建,
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当看自己所创造出的东西,
18:16
we don't see that other people don't see things our way.
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我们不知道别人看到的和我们不一样。
18:21
Let me say one last comment评论.
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让我说最后一个观点。
18:24
If you think about Adam亚当 Smith工匠 versus Karl卡尔 Marx马克思,
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当你想起亚当.史密斯和卡尔.马克思,
18:28
Adam亚当 Smith工匠 had the very important重要 notion概念 of efficiency效率.
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亚当史密斯有一句关于效率的名言。
18:32
He gave an example of a pin factory.
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他举了一个制针工厂的例子。
18:35
He said pins have 12 different不同 steps脚步,
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他说制针共有 12 个步骤,
18:38
and if one person does all 12 steps脚步, production生产 is very low.
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如果一个人做完 12 步,生产率非常低。
18:42
But if you get one person to do step one
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但如果一个人负责一步,
18:45
and one person to do step two and step three and so on,
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另一个人负责下一步,以此类推,
18:47
production生产 can increase增加 tremendously异常.
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生产率就会大大提高。
18:50
And indeed确实, this is a great example and the reason原因 for the Industrial产业 Revolution革命 and efficiency效率.
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确实,这是个很好的例子,
也是工业革命及生产效率的起因。
18:55
Karl卡尔 Marx马克思, on the other hand,
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反过来,卡尔马克思说,
18:57
said that the alienation异化 of labor劳动 is incredibly令人难以置信 important重要
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人们与劳动的异化
19:01
in how people think about the connection连接 to what they are doing.
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对人们对自己工作的认识非常重要。
19:04
And if you make all 12 steps脚步, you care关心 about the pin.
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你如果负责 12 个步骤,你会在意你的劳动成果。
19:08
But if you make one step every一切 time, maybe you don't care关心 as much.
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但如果你只负责一步,那就不会这么在意了。
19:11
And I think that in the Industrial产业 Revolution革命,
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而我认为在工业革命中,
19:14
Adam亚当 Smith工匠 was more correct正确 than Karl卡尔 Marx马克思,
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亚当斯密斯比卡尔马克思更正确,
19:18
but the reality现实 is that we've我们已经 switched交换的
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但现实是我们环境变了,
19:20
and now we're in the knowledge知识 economy经济.
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现在处在知识经济时代中。
19:23
And you can ask yourself你自己, what happens发生 in a knowledge知识 economy经济?
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你可以自问,知识经济时代会带来什么?
19:26
Is efficiency效率 still more important重要 than meaning含义?
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效率是否仍然比意义重要?
19:29
I think the answer回答 is no.
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我认为答案是否定的。
19:31
I think that as we move移动 to situations情况
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我认为我们已经过渡到了另一种状态,
19:33
in which哪一个 people have to decide决定 on their own拥有
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人们必须自己决定
19:36
about how much effort功夫, attention注意, caring爱心, how connected连接的 they feel to it,
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要投入多少精力、注意力和心意,
要多大关联性,
19:39
are they thinking思维 about labor劳动 on the way to work and in the shower淋浴 and so on,
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他们上班路上或者洗澡的时候会想着工作吗,
19:44
all of a sudden突然 Marx马克思 has more things to say to us.
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突然间马克思更有道理了。
19:48
So when we think about labor劳动, we usually平时 think about motivation动机 and payment付款 as the same相同 thing,
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因此当我们谈到劳动,
我们通常认为报酬就是动力,
19:53
but the reality现实 is that we should probably大概 add all kinds of things to it --
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但事实是它不止这些 --
19:57
meaning含义, creation创建, challenges挑战, ownership所有权, identity身分, pride自豪, etc等等.
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还包括意义、创造性、挑战、
所有权、自我意识、自豪感等等。
20:01
And the good news新闻 is that if we added添加 all of those components组件 and thought about them,
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好消息是如果我们加上
并且考虑所有这些因素,
20:05
how do we create创建 our own拥有 meaning含义, pride自豪, motivation动机,
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如何创造我们自己的意义、自豪感、动力,
20:09
and how do we do it in our workplace职场 and for the employees雇员,
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如何在工作地点实施,为雇员创造条件,
20:12
I think we could get people to both be more productive生产的 and happier幸福.
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我相信我们能让人
既能高产出又能感觉更幸福。
20:16
Thank you very much.
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非常感谢。
20:18
(Applause掌声)
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(掌声)
Translated by Julia Xu
Reviewed by Geoff Chen

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ABOUT THE SPEAKER
Dan Ariely - Behavioral economist
The dismal science of economics is not as firmly grounded in actual behavior as was once supposed. In "Predictably Irrational," Dan Ariely told us why.

Why you should listen

Dan Ariely is a professor of psychology and behavioral economics at Duke University and a founding member of the Center for Advanced Hindsight. He is the author of the bestsellers Predictably IrrationalThe Upside of Irrationality, and The Honest Truth About Dishonesty -- as well as the TED Book Payoff: The Hidden Logic that Shapes Our Motivations.

Through his research and his (often amusing and unorthodox) experiments, he questions the forces that influence human behavior and the irrational ways in which we often all behave.

More profile about the speaker
Dan Ariely | Speaker | TED.com