Focus: Use Different Ways of Seeing the World for Success and Influence
Heidi Grant Halvorson Ph.D., E. Tory Higgins Ph.D.
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 situationsfrom selling products to managing employees to raising children to getting a second dateHalvorson and Higgins show us how to identify, change, and use focus to get the results we want.
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