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

Translator: Timothy Covell Reviewer: Morton Bast

Translator: Òscar Aznar Alemany Reviewer: Nuria Estrada

I want to talk a little bit today about labor and work.

Avui m'agradaria parlar una mica

sobre la feina i els treballadors.

When we think about how people work,

Quan pensem com funciona la gent,

the naive intuition we have

tenim la intuició ingènua

is that people are like rats in a maze --

que les persones són com rates en un laberint,

que només es preocupen pels diners,

that all people care about is money,

and the moment we give them money,

i que quan els hi donem diners,

we can direct them to work one way,

els podem fer treballar així

we can direct them to work another way.

els podem fer treballar aixà.

This is why we give bonuses to bankers and pay in all kinds of ways.

Per això donem bonificacions als banquers i paguem de mil maneres.

I tenim aquesta visió increïblement simplista

And we really have this incredibly simplistic view

of why people work, and what the labor market looks like.

de per què la gent treballa i de com és el mercat.

At the same time, if you think about it,

De la mateixa manera, si ho penseu,

there's all kinds of strange behaviors in the world around us.

hi ha tot tipus de comportaments estranys al món.

Think about something like mountaineering and mountain climbing.

Penseu en l'alpinisme o en el muntanyisme.

Si llegiu llibres de gent que escala muntanyes, muntanyes difícils,

If you read books of people who climb mountains, difficult mountains,

do you think that those books are full of moments of joy and happiness?

creieu que aquests llibres són plens de moments de joia i felicitat?

No, they are full of misery.

No, són plens de misèria.

De fet, parlen de la congelació, de la dificultat per caminar

In fact, it's all about frostbite and having difficulty walking,

and difficulty breathing --

i la dificultat de respirar...

cold, challenging circumstances.

Fred, circumstàncies adverses.

And if people were just trying to be happy,

I si les persones intentessin només ser feliçes,

the moment they would get to the top,

en el moment d'arribar al cim,

they would say, "This was a terrible mistake.

dirien: "Això ha estat un gran error.

I'll never do it again."

No ho repetiré mai."

(Riures)

(Laughter)

"Instead, let me sit on a beach somewhere drinking mojitos."

"En lloc d'això, prendré uns mojitos a la platja."

But instead, people go down,

Però per contra, les persones baixen,

and after they recover, they go up again.

i després de recuperar-se, tornen a pujar.

And if you think about mountain climbing as an example,

I si preneu el muntanyisme com a exemple,

it suggests all kinds of things.

suggereix una sèrie de coses.

Suggereix que ens importa arribar al final, al cim.

It suggests that we care about reaching the end, a peak.

Suggereix que ens importa la lluita, el repte.

It suggests that we care about the fight, about the challenge.

It suggests that there's all kinds of other things that motivate us

Suggereix que hi ha moltes altres coses

que ens motiven a treballar i a comportar-nos de diferents maneres.

to work or behave in all kinds of ways.

Personalment, vaig començar a plantejar-m'ho

And for me personally, I started thinking about this

after a student came to visit me.

després que un estudiant em fes una visita.

Era un noi que havia estat alumne meu feia uns anys.

This was one of my students from a few years earlier,

I un dia va tornar al campus.

and he came one day back to campus.

I em va contar la història següent:

And he told me the following story:

He said that for more than two weeks,

Durant més de 2 setmanes havia treballat en una presentació de PowerPoint.

he was working on a PowerPoint presentation.

He was working in a big bank,

Treballava en un banc important

and this was in preparation for a merger and acquisition.

que s'estava preparant per a una fusió i adquisició.

And he was working very hard on this presentation --

I estava treballant de valent en la presentació,

graphs, tables, information.

gràfics, taules, informació...

He stayed late at night every day.

Anava a dormir tard cada dia.

And the day before it was due,

I el dia abans de la presentació

he sent his PowerPoint presentation to his boss,

va enviar el PowerPoint al seu cap,

i el cap li va contestar:

and his boss wrote him back and said,

"Nice presentation, but the merger is canceled."

"Bona presentació, però la fusió s'ha cancel·lat."

And the guy was deeply depressed.

I el noi es va deprimir molt.

Now at the moment when he was working,

I mentre estava fent aquell treball

he was actually quite happy.

era força feliç.

Every night he was enjoying his work,

Cada nit gaudia de la seva feina,

he was staying late, he was perfecting this PowerPoint presentation.

no dormia per perfeccionar la presentació.

But knowing that nobody would ever watch it made him quite depressed.

Però saber que ningú no la veuria el deprimia bastant.

So I started thinking about how do we experiment

Em vaig preguntar com fer un experiment

with this idea of the fruits of our labor.

sobre aquesta idea dels fruits de la nostra feina.

And to start with, we created a little experiment

I per començar vam crear un petit experiment:

in which we gave people Legos,

donàvem Legos a un grup de gent i els demanàvem que fessin construccions.

and we asked them to build with Legos.

And for some people, we gave them Legos and we said,

A alguns, els vam donar Legos i els vam dir:

"Hey, would you like to build this Bionicle for three dollars?

"T'agradaria construir aquest robot per 3 $?

We'll pay you three dollars for it."

Et pagarem 3 $ per fer-ho."

And people said yes, and they built with these Legos.

Deien que sí i els construien.

And when they finished, we took it, we put it under the table,

Quan acabaven, els agafàvem i els posàvem sota la taula,

and we said, "Would you like to build another one,

i els dèiem: "Vols construir-ne un altre però per 2,70 $?"

this time for $2.70?"

If they said yes, we gave them another one,

Si deien que sí, els en donàvem un altre.

and when they finished, we asked them,

I en acabar, els dèiem:

"Vols fer-ne un altre per 2,40 $, 2,10 $ i així successivament,

"Do you want to build another one?" for $2.40, $2.10, and so on,

until at some point people said,

fins que deien: "Ja no. No val la pena."

"No more. It's not worth it for me."

Això és el que vam anomenar la condició amb significat.

This was what we called the meaningful condition.

People built one Bionicle after another.

Construien un robot rere l'altre.

After they finished every one of them,

Quan acabaven cada robot, els posàvem sota la taula.

we put them under the table.

Els dèiem que després de l'experiment

And we told them that at the end of the experiment,

we will take all these Bionicles, we will disassemble them,

agafaríem els robots, els desmuntaríem

we will put them back in the boxes,

i els tornaríem a les capses, i els donaríem al participant següent.

and we will use it for the next participant.

There was another condition.

Teníem una altra condició,

This other condition was inspired by David, my student.

inspirada en el David, el meu alumne.

And this other condition we called the Sisyphic condition.

La vam anomenar la condició de Sísif.

And if you remember the story about Sisyphus,

Si recordeu la història de Sísif,

Sisyphus was punished by the gods to push the same rock up a hill,

els déus van castigar Sísif a empènyer una roca muntanya amunt

and when he almost got to the end,

i quan gairebé arribava al cim,

the rock would roll over, and he would have to start again.

la roca queia muntanya avall i havia de començar de nou.

And you can think about this as the essence of doing futile work.

Això és l'essència d'una feina inútil.

You can imagine that if he pushed the rock on different hills,

Si empenyés la roca per diferents muntanyes,

at least he would have some sense of progress.

al menys tindria certa sensació de progrés.

Also, if you look at prison movies,

Si mirem pel·lícules de presons,

veiem que de vegades els guàrdies torturen els presoners

sometimes the way that the guards torture the prisoners

is to get them to dig a hole, and when the prisoner is finished,

fent-los cavar un forat

i quan acaba, fan que l'omplin i el tornin a cavar.

they ask him to fill the hole back up and then dig again.

There's something about this cyclical version

Hi ha alguna cosa en aquesta versió cíclica

of doing something over and over and over

de fer quelcom un cop i un altre i un altre

that seems to be particularly demotivating.

que és particularment descoratjadora.

So in the second condition of this experiment,

Això és exactament el que vam fer en la 2a condició de l'experiment.

that's exactly what we did.

Preguntàvem: "Vols construir un robot per 3 $?"

We asked people,

"Would you like to build one Bionicle for three dollars?"

And if they said yes, they built it.

Si ens deien que sí, el construien.

Després preguntàvem si en volien fer un altre per 2,70 $.

Then we asked them, "Do you want to build another one for $2.70?"

And if they said yes, we gave them a new one,

Si ens deien que sí, els donàvem un altre,

and as they were building it,

i mentre el construien,

we took apart the one that they just finished.

desmuntàvem el que acabaven de muntar.

I quan havíen acabat l'altre

And when they finished that,

we said, "Would you like to build another one,

els dèiem: "Vols fer-ne un altre per 30 cèntims menys?"

this time for 30 cents less?"

And if they said yes,

I si deien que sí, els donàvem el que havíem desmuntat.

we gave them the one that they built and we broke.

Era un cercle sense fi.

So this was an endless cycle of them building,

Ells construïen i nosaltres destruëm davant dels seus nassos.

and us destroying in front of their eyes.

Now what happens when you compare these two conditions?

I què passa quan compares ambdues condicions?

The first thing that happened was that people built many more Bionicles --

En primer lloc,

van construïr més robots, 11 contra 7,

eleven in the meaningful condition,

en la condició amb significat en front de la condició de Sísif.

versus seven in the Sisyphus condition.

And by the way, we should point out that this was not big meaning.

Cal dir que la tasca no tenia cap significat.

No es tractava de curar el càncer ni de construïr ponts.

People were not curing cancer or building bridges.

People were building Bionicles for a few cents.

Es tractava de construïr robots per dos duros.

And not only that, everybody knew

I no sols això, tothom sabia que es destruïrien aviat.

that the Bionicles would be destroyed quite soon.

So there was not a real opportunity for big meaning.

Així que no se li podia donar un gran sentit.

But even the small meaning made a difference.

Però fins i tot un petit sentit ja significava alguna cosa.

Now we had another version of this experiment.

Teníem una altra versio de l'experiment.

In this other version of the experiment,

En aquesta altra versió,

we didn't put people in this situation,

no vam posar la gent en aquesta situació,

we just described to them the situation,

els la vam descriure, com us l'he descrita ara,

much as I am describing to you now,

and we asked them to predict what the result would be.

i els vam demanar que prediguessin el resultat.

Què va passar?

What happened?

People predicted the right direction but not the right magnitude.

Van encertar la direcció, però no la magnitud.

People who were just given the description of the experiment

La gent a qui vam descriure l'experiment

said that in the meaningful condition,

van dir que en la condició amb significat la gent potser construiria un robot més.

people would probably build one more Bionicle.

So people understand that meaning is important,

És a dir, entenenien que el significat és important,

el que no entenien és la magnitud de la importància,

they just don't understand the magnitude of the importance,

the extent to which it's important.

fins a quin punt és important.

També vam observar una altra variable.

There was one other piece of data we looked at.

Hi ha gent a qui els encanten els Legos i n'hi ha a qui no.

If you think about it, there are some people who love Legos,

and some people who don't.

And you would speculate that the people who love Legos

I podeu especular que a qui li agraden

construirà més, fins i tot per menys diners,

would build more Legos, even for less money,

because after all, they get more internal joy from it.

perquè, al cap i a la fi, s'ho passen millor.

And the people who love Legos less would build less Legos

I la gent a qui no els agrada construirà menys

because the enjoyment that they derive from it is lower.

perquè la satisfacció és menor.

And that's actually what we found in the meaningful condition.

I això és el que trobem en la condició amb significat.

There was a very nice correlation between the love of Legos

Hi havia bona correlacció entre que t'agradessin els Legos

and the amount of Legos people built.

i la quantitat de Legos que construïes.

Què passava en la condició de Sísif?

What happened in the Sisyphic condition?

In that condition, the correlation was zero --

En aquesta condició la correlació era nul·la.

there was no relationship between the love of Legos,

No hi havia cap relació entre que t'agradessin i quant construïes.

and how much people built,

which suggests to me that with this manipulation

Això ens suggereix que amb la manipulació

of breaking things in front of people's eyes,

de desmuntar les coses davant d'algú,

vam destruïr tot el goig que podien treure de l'activitat.

we basically crushed any joy that they could get out of this activity.

We basically eliminated it.

El vam eliminar.

Soon after I finished running this experiment,

Al cap de poc d'acabar aquest experiment,

I went to talk to a big software company in Seattle.

vaig parlar amb una gran empresa de software de Seattle.

I can't tell you who they were, but they were a big company in Seattle.

No puc dir quina, però una gran empresa de Seattle.

Concretament amb una part de l'empresa que es trobava en un altre edifici.

This was a group within the software company

that was put in a different building,

and they asked them to innovate,

Els havien encarregat innovar i crear un gran producte.

and create the next big product for this company.

And the week before I showed up,

I la setmana abans que jo hi anés,

the CEO of this big software company went to that group, 200 engineers,

el director general de l'empresa va anar a aquest grup de 200 enginyers

and canceled the project.

i va cancel·lar el projecte.

And I stood there in front of 200

I jo estava allà davant de les 200 persones més deprimides amb que havia vist mai.

of the most depressed people I've ever talked to.

Quan els vaig descriure els experiments amb Legos,

And I described to them some of these Lego experiments,

and they said they felt like they had just been through that experiment.

van dir que era com si ells també hi haguessin participat.

Els vaig preguntar:

And I asked them, I said,

"How many of you now show up to work later than you used to?"

"Quants de vosaltres arribeu ara més tard a la feina que abans?"

And everybody raised their hand.

I tothom va aixecar la mà.

I said, "How many of you now go home earlier than you used to?"

"Quants marxeu a casa més d'hora que abans?"

I tothom va aixecar la mà.

Everybody raised their hand.

I també: "Quants afegiu coses poc correctes a l'informe de despeses?"

I asked them, "How many of you now add

not-so-kosher things to your expense reports?"

And they didn't raise their hands,

I ningú no va aixecar la mà,

but they took me out to dinner

però em van portar a sopar i em van ensenyar què podien fer amb l'informe de despeses.

and showed me what they could do with expense reports.

Els vaig preguntar:

And then I asked them, I said,

"Què podria haver fer el director per què no us sentíssiu tant malament?"

"What could the CEO have done to make you not as depressed?"

And they came up with all kinds of ideas.

I van suggerir un munt d'idees.

They said the CEO could have asked them to present to the whole company

Els podria haver demanat que donèssin a conèixer a tota l'empresa

about their journey over the last two years

la feina dels últims dos anys i el que havien decidit fer.

and what they decided to do.

He could have asked them to think about which aspect of their technology

Els podria haver demanat que pensessin quin aspecte de la seva tecnologia

podria encaixar amb altres parts de l'organització.

could fit with other parts of the organization.

He could have asked them to build some next-generation prototypes,

Els podria haver demanat que construïssin prototips d'última generació

and see how they would work.

i veure com funcionarien.

But the thing is that any one of those would require some effort and motivation.

Qualsevol d'aquestes opcions

requeriria esforç i motivació.

And I think the CEO basically did not understand the importance of meaning.

I crec que el president no entenia la importància del significat.

Si el president, com els participants,

If the CEO, just like our participants,

thought the essence of meaning is unimportant,

pensava que l'essència del significat era poc important,

then he [wouldn't] care.

no li importaria.

And he would say, "At the moment I directed you in this way,

I els diria: "Abans us vaig dirigir per aquest camí,

and now that I'm directing you in this way,

i ara que us dirigeixo cap a aquest altre,

everything will be okay."

tot anirà bé".

But if you understood how important meaning is,

Però si entens com d'important és el significat,

then you would figure out that it's actually important

te n'adones que de fet és important

to spend some time, energy and effort

dedicar temps, energia i esforç

en fer que la gent es preocupi més pel que fan.

in getting people to care more about what they're doing.

L'experiment següent va ser una mica diferent.

The next experiment was slightly different.

We took a sheet of paper with random letters,

Vam agafar un full de paper amb lletres a l'atzar,

i vam demanar a la gent que busquessin parells de lletres idèntiques una al costat de l'altra.

and we asked people to find pairs of letters

that were identical next to each other.

That was the task.

Aquesta era la tasca.

People did the first sheet,

Els participants omplien el primer full.

then we asked if they wanted to do another for a little less money,

I llavors els preguntàvem si volien fer el següent per menys diners

i el següent per una mica menys, i així successivament.

the next sheet for a little bit less, and so on and so forth.

Teníem tres condicions.

And we had three conditions.

In the first condition, people wrote their name on the sheet,

En la primera condició, la gent escrivia el seu nom en el full,

found all the pairs of letters,

trobava tots els parells de lletres i retornava el full a l'encarregat.

gave it to the experimenter,

the experimenter would look at it,

L'encarregat ho revisava, ho mirava de dalt a baix,

scan it from top to bottom,

say "Uh huh," and put it on the pile next to them.

deia "aha" i ho posava damunt d'una pila al seu costat.

In the second condition, people did not write their name on it.

En la segona condició, la gent no escrivia el nom al full.

The experimenter looked at it,

L'encarregat mirava,

took the sheet of paper, did not look at it, did not scan it,

agafava el full, no el mirarva, no el revisava,

and simply put it on the pile of pages.

i només el posava al damunt de la pila de papers.

So you take a piece, you just put it on the side.

Simplement agafava el full i l'apartava

In the third condition,

I en la tercera condició,

the experimenter got the sheet of paper,

l'encarregat agafava el full i el posava en una trituradora.

and put it directly into a shredder.

(Laughter)

Què va passar en aquelles tres condicions?

What happened in those three conditions?

In this plot I'm showing you at what pay rate people stopped.

Aquí us mostro a quants diners la gent parava.

So low numbers mean that people worked harder.

Els nombres més baixos volen dir que treballaven més, durant més temps.

They worked for much longer.

In the acknowledged condition,

En la condició reconeguda, treballen fins a arribar a 15 centaus.

people worked all the way down to 15 cents.

At 15 cents per page,

A 15 centaus per pàgina deixaven d'esforçar-se.

they basically stopped these efforts.

In the shredder condition, it was twice as much -- 30 cents per sheet.

En la condició de la trituradora, era el doble: 30 centaus per full.

And this is basically the result we had before.

I aquest és el mateix resultat que teníem abans.

You shred people's efforts, output --

Si tritures els seus esforços,,

you get them not to be as happy with what they're doing.

fas que no estiguin tan contents del que fan.

But I should point out, by the way,

Cal assenyalar, per cert,

que en la condició de la trituradora, podien fer trampes.

that in the shredder condition, people could have cheated.

They could have done not so good work,

Podien fer-ho malament,

because they realized people were just shredding it.

perquè el full es triturava directament.

So maybe the first sheet you'd do good work,

Podrien haver fet el primer full bé,

but then you see nobody is really testing it,

i, veient que no el revisaven,

so you would do more and more and more.

haver-ne fet més i més.

So in fact, in the shredder condition,

En la condició de la trituradora,

people could have submitted more work and gotten more money,

podrien haver fet més fulls i aconseguit més diners

posant-hi menys esforç.

and put less effort into it.

But what about the ignored condition?

Però què passava amb la condició ignorada?

Would the ignored condition be more like the acknowledged

S'assemblaria més a la reconeguda o a la de la trituradora,

or more like the shredder, or somewhere in the middle?

o es trobaria en una posició intermèdia?

It turns out it was almost like the shredder.

Resulta que era gairebé com la de la trituradora.

Now there's good news and bad news here.

Això són bones i males notícies.

The bad news is that ignoring the performance of people

La mala notícia és que ignorar el rendiment de la gent

és quasi tant dolent com triturar el seu esforç als seus nassos.

is almost as bad as shredding their effort in front of their eyes.

Ignoring gets you a whole way out there.

Ignorant aconsegueixes molt més.

The good news is that by simply looking at something that somebody has done,

La bona notícia és que només mirant la feina,

scanning it and saying "Uh huh,"

amb una ullada i dient "aha",

that seems to be quite sufficient

sembla suficient per millorar dràsticament la motivació.

to dramatically improve people's motivations.

La bona notícia és

So the good news is that adding motivation

que augmentar la motivació no sembla massa difícil.

doesn't seem to be so difficult.

The bad news is that eliminating motivations

La mala notícia és que eliminar-la

seems to be incredibly easy,

sembla que és extremadament fàcil,

and if we don't think about it carefully, we might overdo it.

i si no ens hi mirem, ho podem fer.

So this is all in terms of negative motivation,

Això es refereix a la motivació negativa

or eliminating negative motivation.

o a eliminar la motivació negativa.

La següent part tracta de la motivació positiva.

The next part I want to show you is something about positive motivation.

So there is a store in the U.S. called IKEA.

Hi ha una botiga als EUA que es diu IKEA.

And IKEA is a store with kind of okay furniture

IKEA té mobles més o menys bons que trigues molt a muntar.

that takes a long time to assemble.

(Laughter)

(Riures)

I don't know about you,

I no se vosaltres, però cada cop que en munto un

but every time I assemble one of those,

it takes me much longer, it's much more effortful,

em costa molt més, més esforç, és més confús.

it's much more confusing, I put things in the wrong way --

Poso les coses malament.

I can't say I enjoy those pieces.

No puc dir que m'agradin les peces.

No puc dir que m'agradi el procés.

I can't say I enjoy the process.

But when I finish it,

Però quan ho acabo, sembla que m'agraden més els d'IKEA

I seem to like those IKEA pieces of furniture

more than I like other ones.

que altres mobles.

(Laughter)

And there's an old story about cake mixes.

Hi ha una història sobre els preparats per a pastissos.

So when they started cake mixes in the '40s,

Quan els van començar a fer als anys 40,

agafaven els ingredients i els posaven en una caixa,

they would take this powder and they would put it in a box,

and they would ask housewives to basically pour it in,

i a casa només s'hi afegia aigua,

stir some water in it,

es barrejava, es posava al forn i "Voila!", tenies el pastís.

mix it, put it in the oven, and -- voila -- you had cake.

But it turns out they were very unpopular.

Però eren molt poc populars.

People did not want them,

La gent no els volia.

and they thought about all kinds of reasons for that.

I van pensar en moltes raons per a allò

Potser el sabor no era bo.

Maybe the taste was not good?

No, the taste was great.

No, el sabor era bo.

What they figured out was that there was not enough effort involved.

El que van deduir és que no implicava prou esforç.

It was so easy that nobody could serve cake to their guests

Era tant fàcil que ningú podia servir el pastís als seus invitats

and say, "Here is my cake."

i dir, "Vet aquí el meu pastís".

No, it was somebody else's cake, as if you bought it in the store.

No, era d'algú altre.

Com si l'haguessis comprat.

It didn't really feel like your own.

No el senties com a propi.

So what did they do?

I què van fer?

They took the eggs and the milk out of the powder.

Van treure els ous i la llet del preparat.

(Laughter)

(Riures)

Now you had to break the eggs and add them,

Ara havies de trencar els ous i afegir-los.

you had to measure the milk and add it, mixing it.

Havies de mesurar la llet i afegir-la, i barrejar-ho.

Ara ja era el teu pastís. Tot estava bé.

Now it was your cake. Now everything was fine.

(Laughter)

(Aplaudiments)

(Applause)

Now, I think a little bit like the IKEA effect,

Era una mica com l'efecte IKEA.

by getting people to work harder,

Fent que la gent s'esforci més

they actually got them to love what they're doing

aconsegueixen que els agradi el que fan.

to a higher degree.

I com ho analitzem experimentalment?

So how do we look at this question experimentally?

A través de tasques de papiroflèxia.

We asked people to build some origami.

We gave them instructions on how to create origami,

Donàvem instruccions de com fer figures

and we gave them a sheet of paper.

i donàvem un full de paper.

And these were all novices,

Tothom eren principiants i feien figures molt lletges.

and they built something that was really quite ugly --

nothing like a frog or a crane.

Res a veure amb una granota o una grua.

I els dèiem "Mira, aquesta figura ens pertany.

But then we told them, "Look, this origami really belongs to us.

You worked for us, but I'll tell you what, we'll sell it to you.

Has treballat per nosaltres, però saps què? Te la venem.

How much do you want to pay for it?"

Quant en vols pagar?"

And we measured how much they were willing to pay for it.

I mesuràvem quant en volien pagar.

And we had two types of people:

I teniem dos tipus de gent.

We had the people who built it,

Els que les feien,

and the people who did not build it,

i gent que no en feien i només feien d'observadors externs.

and just looked at it as external observers.

And what we found was that the builders thought

Va resultar que els que les feien

that these were beautiful pieces of origami --

pensaven que eren maques

(Laughter)

i estaven disposats a pagar fins a cinc cops més

and they were willing to pay five times more for them

than the people who just evaluated them externally.

que els observadors externs.

Now you could say -- if you were a builder,

Ben mirat, si fossis el que fa les figures

do you think [you'd say], "Oh, I love this origami,

pensaries "M'encanta aquesta figura, però a ningú més li agradarà"?

but I know that nobody else would love it?"

Or "I love this origami, and everybody else will love it as well?"

O pensaries "M'encanta aquesta figura, i a tothom li agradarà"?

Which one of those two is correct?

Quina és la correcta?

Turns out the builders not only loved the origami more,

Resulta que als que les feien no només els agradaven més,

they thought that everybody would see the world in their view.

també creien que tothom pensaria el mateix.

Pensaven que a tothom els agradaria tant com a ells.

They thought everybody else would love it more as well.

A la següent versió vam intentar reproduir l'efecte IKEA.

In the next version, we tried to do the IKEA effect.

We tried to make it more difficult.

Vam intentar fer-ho més difícil.

A alguns els vam donar la mateixa tasca.

So for some people, we gave the same task.

For some people, we made it harder by hiding the instructions.

Per a d'altres ho vam fer més difícil, sense instruccions.

A dalt del full hi havia un diagrama de com doblegar-lo.

At the top of the sheet, we had little diagrams

of how you fold origami.

Per a alguns ho vam eliminar.

For some people, we just eliminated that.

Ara era més difícil. I què va passar?

So now this was tougher.

What happened?

Objectivament, les figures eren més lletges, era més difícil.

Well in an objective way,

the origami now was uglier, it was more difficult.

Pel que fa a la versió fàcil,

Now when we looked at the easy origami, we saw the same thing --

vam veure el mateix: agradaven més als que les feien que als observadors.

builders loved it more, evaluators loved it less.

When you looked at the hard instructions,

I amb les instruccions difícils,

the effect was larger.

l'efecte era més gran.

Why?

Per què? Als que les feien ara els agradaven més.

Because now the builders loved it even more.

(Laughter)

They put all this extra effort into it.

S'hi esforçaven molt més.

I als observadors? Encara els agradaven menys.

And evaluators?

They loved it even less.

Because in reality, it was even uglier than the first version.

Perquè en realitat eren encara més lletges que abans.

(Laughter)

Això diu molt de com avaluem les coses.

Of course, this tells you something about how we evaluate things.

Now think about kids.

Penseu en els nens.

Imagineu que us dic "Per quant vendríeu els vostres fills?".

Imagine I asked you, "How much would you sell your kids for?"

Your memories and associations and so on.

Inclosos records i qualsevol connexió.

Most people would say for a lot, a lot of money.

La majoria diríeu que per molts molts diners.

(Laughter)

On good days.

En dies bons.

(Laughter)

(Riures)

But imagine this was slightly different.

Ara imagineu una cosa un xic diferent.

Imagine if you did not have your kids.

Imagineu que no teniu fills

i un dia aneu al parc i coneixeu uns nens

And one day you went to the park and you met some kids.

They were just like your kids,

que són com els vostres fills.

and you played with them for a few hours,

I jugueu amb ells unes hores.

I quan esteu a punt de marxar, els pares diuen

and when you were about to leave, the parents said, "Hey, by the way,

"Per cert, abans que marxeu, si hi esteu interessats estan en venta."

just before you leave, if you're interested, they're for sale."

(Laughter)

(Riures)

How much would you pay for them now?

Quant pagaríeu per ells ara?

Most people say not that much.

La majoria de la gent diu que no tant.

Això és perquè els nostres fills són tan valuosos,

And this is because our kids are so valuable,

not just because of who they are,

no per qui són,

but because of us,

sinó per nosaltres, perquè estan molt connectats a nosaltres

because they are so connected to us,

and because of the time and connection.

i pel temps i la connexió.

Per cert, si penseu que les instruccions d'IKEA no valen res,

By the way, if you think IKEA instructions are not good,

what about the instructions that come with kids, those are really tough.

penseu en les que porten els nens.

Aquestes sí que són difícils.

(Laughter)

(Riures)

By the way, these are my kids, which, of course, are wonderful and so on.

Per cert, aquests són els meus fills, que, per descomptat, són meravellosos.

Which comes to tell you one more thing,

Cosa que fa que us digui una cosa més:

which is, much like our builders,

Igual que els constructors

when they look at the creature of their creation,

quan miren la obra que han creat,

no veiem que els altres no veuen les coses com nosaltres.

we don't see that other people don't see things our way.

Deixeu-me fer un últim comentari.

Let me say one last comment.

Si compareu Adam Smith amb Karl Marx,

If you think about Adam Smith versus Karl Marx,

Adam Smith had a very important notion of efficiency.

Adam Smith tenia la noció molt important de l'eficiència.

He gave an example of a pin factory.

Va posar l'exemple d'una fàbrica d'imperdibles.

He said pins have 12 different steps,

Va dir que els imperdibles es fan en 12 passos

and if one person does all 12 steps, production is very low.

i si una persona fa els 12 passos, la producció és molt baixa.

But if you get one person to do step one,

Però si una persona fa el primer pas

and one person to do step two and step three and so on,

i una altra el segon, el tercer...

production can increase tremendously.

la producció pot augmentar dràsticament.

And indeed, this is a great example,

Va ser un bon exemple i el motiu de la Revolució Industrial i l'eficiència.

and the reason for the Industrial Revolution and efficiency.

Karl Marx, d'altra banda,

Karl Marx, on the other hand,

said that the alienation of labor is incredibly important

deia que l'alienació és increïblement important

in how people think about the connection to what they are doing.

amb relació a la gent i la connexió amb el que fan.

And if you do all 12 steps, you care about the pin.

Si fas els 12 passos, l'imperdible t'importa.

But if you do one step every time, maybe you don't care as much.

Però si només en fas un, potser no t'importa tant.

I penso que en la Revolució Industrial

I think that in the Industrial Revolution,

Adam Smith tenia més raó que Karl Marx.

Adam Smith was more correct than Karl Marx.

But the reality is that we've switched,

Però la realitat és que hem canviat

i ara estem en l'economia del coneixement.

and now we're in the knowledge economy.

You can ask yourself, what happens in a knowledge economy?

I us preguntareu què passa en l'economia del coneixement?

Is efficiency still more important than meaning?

L'eficiència és més important que el sentit encara?

I think the answer is no.

Crec que la resposta és no.

I think that as we move to situations

A mesura que passem de situacions

in which people have to decide on their own

en què la gent ha de decidir

about how much effort, attention, caring, how connected they feel to it,

sobre l'esforç, l'atenció, la cura i la connexió,

i pensen en la feina de camí a la feina i a la dutxa,

are they thinking about labor on the way to work,

and in the shower and so on,

all of a sudden Marx has more things to say to us.

de sobte Marx té més coses a dir.

So when we think about labor,

Quan parlem de feina, solem pensar que la motivació i el sou són el mateix,

we usually think about motivation and payment as the same thing,

but the reality is that we should probably add all kinds of things to it --

però hi hauriem d'afegir un munt de coses:

meaning, creation, challenges, ownership, identity, pride, etc.

sentit, creació, repte, propietat, identitat, orgull, etc.

The good news is that if we added all of those components

La bona notícia és que si hi afegim aquests components i pensem

and thought about them --

com crear el sentit, l'orgull, la motivació

how do we create our own meaning, pride, motivation,

and how do we do it in our workplace,

i com aplicar-ho a la feina per als treballadors,

and for the employees --

I think we could get people to be both more productive and happier.

podríem aconseguir que la gent fos alhora més productiva i feliç.

Thank you very much.

Moltes gràcies.

(Applause)

(Aplaudiments)