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

3.99 (721 ratings by Goodreads)
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-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.
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Product details

  • Paperback | 272 pages
  • 134 x 205 x 17mm | 200g
  • New York, United States
  • English
  • 0142180734
  • 9780142180730
  • 123,939

Review quote

Insightful, thought-provoking, and highly practical, Focusis an invaluable resource for anyone who wants more deeply to understand how to motivate others.
Gretchen Rubin, author ofThe Happiness Project
"Focusis an exciting and important new book that brings motivational science to life in a remarkably practical way."
Daniel Gilbert, Ph.D., author ofStumbling on Happiness
"Nothing has changed the research conversation in social psychology in the last decade as much as Tory Higgins's ideas about promotion and prevention. This book shows how promotion and prevention touch every aspect of our daily life from work to parenting."
Chip Heath and Dan Heath, authors ofSwitchandMade to Stick
In anything-but-routine fashion, the authors describe a fundamental difference in the way we seek and achieve success. Their description is so wide-ranging yet integrative, so entertaining yet instructive that I am able to offer an assertion of my own: If you are one of those people who want to be successful, you should read this book.
Robert B. Cialdini, Ph.D., author ofInfluence: Science and Practice
Every once in a while a book comes out that changes the way you see yourself, other people, and the world. This is one of those books. Read it.
Peter Bregman, author of 18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done
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 book is filled with practical examples that make it a must-read for anyone who wants to understand why they behave as they do.
Art Markman, Ph.D. author of Smart Thinking: Three essential keys to solve"
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About E. Tory Higgins

Heidi Grant Halvorson is a social psychologist, author, and popular speaker. She is the author of Succeed and Focus.
E. Tory Higgins is the author of Beyond Pleasure and Pain. He is Stanley Schachter Professor of Psychology at Columbia University and Professor of Management at the Columbia Business School. Both authors live in New York City and are directors of Columbia University's Motivation Science Center.
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Rating details

721 ratings
3.99 out of 5 stars
5 39% (283)
4 31% (225)
3 21% (154)
2 6% (46)
1 2% (13)
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