“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.
- ISBN10 0142180734
- ISBN13 9780142180730
- Publish Date 28 January 2014 (first published 18 April 2013)
- Publish Status Active
- Publish Country US
- Imprint J.P.Tarcher,U.S./Perigee Bks.,U.S.
- Format Paperback (US Trade)
- Pages 272
- Language English
- URL https://penguinrandomhouse.com/books/isbn/9780142180730