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Just search new here. Welcome to the HBO Idea Cash from Harvard Business Review.

I'm Sarah Green.

I'm talking today with E. Tory Higgins and Heidi Grant Halverson.

They're co-authors of the book Focus,

use different ways of seeing the world for success and influence, and they're co-authors of the

HBO article, Do You Play to Win or Not to Lose?

They're both based at Columbia where Heidi is the Associate Director of the Motivation Science Center,

and Tori is Director of the Center and a professor who has won multiple accolades in teaching awards.

Thanks to both of you for joining us today.

Thanks.

Thank you for having us. So at the core of the book is the

concept of motivational focus, specifically what you call prevention focus and

promotion focus. Tori can you explain those terms to us?

Basically the idea of this goes back to the fact that all of us understand that

motivation is about approaching pleasure and avoiding pain to some extent.

And the real question though is whether that's the whole story.

...