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

by Halvorson, Heidi Grant; Higgins, E. Tory

• ISBN13: 9781594631023
• ISBN10: 1594631026
• Format: Hardcover
• Copyright: 2013-04-18
• Publisher: Hudson Street Press

Summary

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 product 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, Focuswill help you see not just what's going on around you- but what's underneath.

Author Biography

Heidi Grant Halvorson, Ph.D., is a social psychologist, speaker, and author of Succeed. She is the associate director for the Motivation Science Center at the Columbia University Business School.

E. Tory Higgins, Ph.D., 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.