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, Focus will help you see not just what’s going on around you— but what’s underneath.
“Nothing has changed the research conversation in social psychology in the last decade as much as Tory Higgins' 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 of Switch and Made to Stick
“We all know that harnessing the powerful mindset of disruption begins with the individual. But how do we actually motivate people to disrupt or drive change? In their eye-opening book FOCUS, rising star social scientists Heidi Grant Halvorson and Tory Higgins provide a comprehensive toolkit for motivating yourself and those you lead not only to talk about innovating on the inside, but to believe you can and, most importantly, to want to.” —Whitney Johnson, Harvard Business Review contributor and author Dare, Dream, Do: Remarkable Things Happen When You Dare to Dream
"Focus is a clear and engaging tour of central ideas in the study of motivation. Written by Tory Higgins, one of the world’s leading experts on the topic, together with Heidi Grant Halvorson, it provides a powerful lens for understanding what makes friends, bosses, co-workers and spouses tick. After you read it, your relations with other people will never be the same.”—Barry Schwartz, author of The Paradox of Choice and Practical Wisdom (with Kenneth Sharpe)
“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 problems, innovate, and get things done.
“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
"Focus is an exciting and important new book that brings motivational science to life in a remarkably practical way."--Daniel Gilbert, Ph.D., author of Stumbling on Happiness
“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 of Influence: Science and Practice