Publisher Description
We all want to experience pleasure and avoid pain. But there are really two kinds of pleasure and pain that motivate everything we do. If you are promotion-focused, you want to advance and avoid missed opportunities. If you are prevention-focused, you want to minimize losses and keep things working. And as Tory Higgins has found in his groundbreaking research, if you understand how people focus, you have the power to motivate yourself and everyone around you. Showing 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 focus, how to change focus, and how to use focus exactly the right way to get results. Short, punchy, and prescriptive, Focus will help you see not just what’s going on around you— but what’s underneath.
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“Insightful, thought-provoking, and highly practical, Focus is an invaluable resource for anyone who wants more deeply to understand how to motivate others.”
—
Gretchen Rubin, author of The Happiness Project
About the Authors
Heidi Grant Halvorson, PhD, is a social psychologist, educational consultant, and the recipient of several grants from the National Science Foundation. She is also an expert blogger for Psychology Today and Fast Company. She lives in Easton, Pennsylvania, and New York City with her husband and two children.
E. Tory Higgins, PhD, is the Stanley Schachter Professor of Psychology at Columbia University and professor of management at the Columbia Business School, where he also serves as director of the Motivation Science Center.
About Karen Saltus
Karen Saltus has narrated television and radio commercials, audiobooks, textbooks, multimedia, film, and voice prompts for interactive telephone applications. She began her career thirty years ago at a radio station in Portland, Maine. She later became a creative director for a station in Massachussetts. In 1994 she became a full-time freelance voice-over talent.