"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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