Focus: Use Different Ways of Seeing the World for Success and Influence

Demonstrates how respective approaches to pleasure and pain can provide insight into how to motivate others, outlining strategies for identifying and changing focus to get results in various situations, from selling product and managing employees to raising children and promoting relationships.
Details how two distinct approaches to pleasure and pain--promotion- and prevention-focused--offer insight into how to motivate and influence others, and describes how to both change focus and use focus to achieve specific results.
?A must-read for anyone who wants to understand why they behave as they do.” ?Art Markman, Ph.D., author of Smart Thinking Do you play to win? Or do you play not to lose? As Tory Higgins and Heidi Grant Halvorson have discovered in their work at Columbia University’s Motivation Science Center, everything we do is motivated either by a desire to be better off or to simply hang on to what we’ve got. And understanding the simple but crucial difference between the two can empower you to motivate yourself and influence everyone around you. Examining how promotion/prevention focus applies across a wide range of situations?from selling products to managing employees to raising children to getting a second date?Halvorson and Higgins show us how to identify, change, and use focus to get the results we want.
“A must-read for anyone who wants to understand why they behave as they do.” —Art Markman, Ph.D., author ofSmart Thinking Do you play to win? Or do you play not to lose?As Tory Higgins and Heidi Grant Halvorson have discovered in their work at Columbia University’s Motivation Science Center, everything we do is motivated either by a desire to be better off or to simply hang on to what we’ve got. And understanding the simple but crucial difference between the two can empower you to motivate yourself and influence everyone around you. Examining how promotion/prevention focus applies across a wide range of situations—from selling products to managing employees to raising children to getting a second date—Halvorson and Higgins show us how to identify, change, and use focus to get the results we want.