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.
“Most people think that motivation gets them energized to act. Focus lifts up the hood on the motivational system and shows how competing motivations to achieve positive outcomes and avoid negative ones influence work, love, and parenting in unexpected ways. The audiobook is filled with practical examples that make it a must for anyone who wants to understand why they behave as they do.” (Art Markman, Ph.D. author of Smart Thinking)
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