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

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

Heidi Grant Halvorson Ph.D. (Author), E. Tory Higgins Ph.D. (Author)

Release date: April 18, 2013

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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.

Editorial Reviews

Review

Praise for Focus:

“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 Focus, Tory Higgins and Heidi Grant Halvorson explore the difference in motivation orientation between those who are optimistically going for the win (Promotion) and those who are pessimistically avoiding the loss (Prevention)–and how the difference in focus plays out in their work, family, and decisions. The key to focus: find the motivational fit. For leaders and managers of people, this is must reading: it’s like finding the missing link in human evolution or the Rosetta Stone in language translation.”
– Ken Shelton, editor, Leadership Excellence magazine

“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

“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 

About the Author

Heidi Grant Halvorson, Ph.D., is a social psychologist, speaker, and author of Succeed and Nine Things Successful People Do Differently. She is the associate director for the Motivation Science Center at the Columbia University Business School.

E. Tory Higgins, Ph.D., is the Stanley Schachter Professor of Psychology at Columbia University and professor of management at the Columbia Business School, where he also serves as director of the Motivation Science Center.

About bambooinnovator
Kee Koon Boon (“KB”) is the co-founder and director of HERO Investment Management which provides specialized fund management and investment advisory services to the ARCHEA Asia HERO Innovators Fund (www.heroinnovator.com), the only Asian SMID-cap tech-focused fund in the industry. KB is an internationally featured investor rooted in the principles of value investing for over a decade as a fund manager and analyst in the Asian capital markets who started his career at a boutique hedge fund in Singapore where he was with the firm since 2002 and was also part of the core investment committee in significantly outperforming the index in the 10-year-plus-old flagship Asian fund. He was also the portfolio manager for Asia-Pacific equities at Korea’s largest mutual fund company. Prior to setting up the H.E.R.O. Innovators Fund, KB was the Chief Investment Officer & CEO of a Singapore Registered Fund Management Company (RFMC) where he is responsible for listed Asian equity investments. KB had taught accounting at the Singapore Management University (SMU) as a faculty member and also pioneered the 15-week course on Accounting Fraud in Asia as an official module at SMU. KB remains grateful and honored to be invited by Singapore’s financial regulator Monetary Authority of Singapore (MAS) to present to their top management team about implementing a world’s first fact-based forward-looking fraud detection framework to bring about benefits for the capital markets in Singapore and for the public and investment community. KB also served the community in sharing his insights in writing articles about value investing and corporate governance in the media that include Business Times, Straits Times, Jakarta Post, Manual of Ideas, Investopedia, TedXWallStreet. He had also presented in top investment, banking and finance conferences in America, Italy, Sydney, Cape Town, HK, China. He has trained CEOs, entrepreneurs, CFOs, management executives in business strategy & business model innovation in Singapore, HK and China.

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