"Since its publication in 1993, this book has persuaded countless parents, teachers, and managers that attempts to manipulate people with incentives may seem to work in the short run, but they ultimately fail and even do lasting harm. Drawing from hundreds of studies, Kohn demonstrates that people actually do inferior work when they are enticed with money, grades, or other incentives. The more we use artificial inducements to motivate people, the more they lose interest in what we're bribing them to do." "Rewards and punishments are two sides of the same coin - and the coin doesn't buy much. What is needed, Kohn explains, is an alternative to both ways of controlling people. The final chapters offer practical strategies for parents, teachers, and managers that move beyond the use of carrots or sticks."--Jacket