Do you see the glass half-full or half-empty? Do you hunt down risk or avoid it like the plague? Do you prefer the excitement of adventure or the comfort of the familiar? Until recently I was under the impression that those questions simply determined whether a person was an optimist or a pessimist. However, now I know they actually reveal two different but important motivational perspectives—a promotional focus or the prevention focus. And while each of us tends to favor one or the other, we all use both ways to focus from time to time. What’s even more important to understand is how each kind differs and how using one or the other can go a long way toward helping us stay motivated, and live a more fulfilled and rewarding life.
Last week I mentioned that I just finished reading a book by Heidi Grant Halvorson, Ph.D. entitled Succeed. I shared there what I considered to be intriguing information about how we can either create goals to Be-Good or to Get-Better. But the fascination didn’t stop there. Another largely unknown area of motivational focus is that of promotion or prevention. While Be-Good or Get-Better suggests that we focus on what kind of goals we are setting in the first place, once we have a particular goal in mind, we then go about achieving it from one or the other perspective—either the promotion focus or the prevention focus.
So what’s the difference? According to Halvorson, “Promotion-focused goals are thought about in terms of achievement and accomplishment. They are about doing something you would ideally like to do…they are about maximizing gains (and avoiding missed opportunities). Reaching a promotion goal makes you want to say, “Whoo-hoo! I did it” while doing the happy dance.
On the other hand, “Prevention focused goals are thought about in terms of safety and danger. They are about fulfilling responsibilities, doing the things you feel you ought to do…they are about minimizing losses, trying to hang on to what you’ve got.” Accomplishing a prevention goal makes you want to say, “Phew! I dodged a bullet there!” and breathe a sigh of relief. When you compare the two concepts from opposing perspectives, it’s easier to see that there are times when one focus is preferable to another.
For example, if your teenage daughter is just learning to drive, her motivation is probably promotion-focused. She can’t wait to get out there and enjoy the open road and all the places it will take her. However, no matter how promotion-focused you are, your motivation will likely swing toward prevention as you try to teach her about safety and the dangers that can result from teen driving accidents. Or what about when you are getting ready to file your federal income taxes? Anyone with a dominant promotion focus just wants to get it over and done as quickly as possible with big hopes for a large refund. But the better approach might be one of prevention-focus where a person carefully handles the details, slowly calculates the information and ultimately fulfills the responsibility.
Until I learned about the difference between promotion focus and prevention focus I always believed that being an optimist was better in every way. However, Halvorson explains how both perspectives have their advantages—it just depends on what you hope to accomplish. In fact, asking employees to take a test that determines their primary focus can often reveal whether they will succeed and thrive in the position, or ultimately fail. Obviously, if you are in pursuit of a job, it is always wise for you to recognize that some positions are more suitable to your personality than others. Here are some other important differences to note:
You are promotion focused if:
- you are trying to fill your life with positives—like love, admiration, rewards and other pleasures.
- your goal is an achievement or something you hope to gain.
- you are excited, eager and enthusiastic about reaching your objective. In this case doubting or negative feedback will diminish your results and take the wind out of your sails.
- you are encouraged and motivated by hearing stories of how other people succeeded in spite of the odds.
- you hate missing out and often take risks.
- you say “yes” more than is always good for you.
- you like change and are always open to new possibilities.
- you enjoy abstract thinking, brainstorming and are very creative.
- you see your friendships in terms of what you will gain by those relationships and use eager and cheerful strategies to keep them going.
- you enjoy gambling and that issue can lead to addiction.
- you go for speed rather than accuracy.
- you can easily come up with new ideas but often falter when it comes to sticking with it for the long haul.
- You see the big picture and seize the moment!
You are prevention focused if:
- you are attempting to keep your life free of negatives—like guilt, punishment, danger and other pains.
- you see your goal as a necessity with low concern about measuring your chance of success.
- your goal is to be vigilant and steer clear of danger. You actually prefer negative feedback and doubt because it helps you stay focused and cautious.
- you are motivated by hearing cautionary tales, or of those who pursued a more vigilant realism.
- you prefer being “sure” before attempting any potential, and dislike false alarms or taking chances.
- you say “no” on a regular basis.
- you have a hard time changing or leaving a situation—preferring the devil you know to the one you don’t.
- your thinking is precise, concrete and specific. You are great with details and have a good memory for what you’ve seen and what still needs to be done.
- you see your friendships in terms of what you could lose and stay vigilant in maintaining them.
- you dislike anything that resembles a gamble and never have a gambling problem.
- you pick accuracy over speed.
- you resist new ideas but once you’re committed you will stay with and execute the plan until the end.
- you perform well in the face of distractions and temptations and never let things slip through the cracks.
Just like most things that occur in our world, there are advantages and disadvantages to both sides of the equation. Promotion focus and prevention focus are like that. And in spite of the obvious bias toward optimism in our culture, there are times when pessimism might be the better choice.
Until I took the time to understand the differences between these perspectives I was guilty of an optimism prejudice. I now know that anyone with a prevention focus has quite a bit to contribute to almost any situation. Plus, it’s wise to remember that even if we aren’t pessimistic or prevention focus by nature, by turning our focus in that direction we can keep our families, and ourselves safer. It helps us to go to the doctor for regular checkups and the dentist to keep our teeth free of cavities. It helps us to make better food choices at the grocery store and stay away from gambling tables in Vegas. It keeps us from throwing away our retirement funds for the hair-brain investment Uncle Louie is promising with a 50% return.
While there are times it is good to be an optimist, there are plenty of times when pessimism is the right approach. Ultimately, the SMART course of action is to stay awake and aware that we do have choices—be they promotion focused or prevention focused—when attempting to live the life of our dreams.
I like taking this view on life/decisions. I think I fall in the middle, mostly, with a leaning towards the promotion side. But I’ve known people who go overboard in one direction or another: No Fear, no reservations, no caution – which looks exciting as hell, but also dangerous, and then there are those so boxed in by caution and prevention and making sure the worst never happens that it seems they are barely ALIVE. Would rather be a happy medium and trim my sails to fit the situation, rather than trying to change the situation to suit me.
Hi Beverly! You described the two perspectives of focus very, very well by pointing out the extremes. I suppose all of us temporarily fall into those now and then but we are far better off staying as you say, near the middle. I also agree that it is helpful to “flow” into the situation rather than beat your head against the wall by trying to change it! Thanks for stopping by and sharing your thoughts. ~Kathy
This was extremely informative and insightful. Based on the list, I am definitely promotion-focused although I’m sure I could benefit from being a bit more prevention focused as well to cope with some of the struggles I have on the promotion side like struggling w/negative feedback, saying yes more than I should and hanging in for the long haul. I have this bookmarked so I can look back on it from time to time. Great post!
Hi Kenya! Thanks for stopping by SMART Living and joining the conversation. I’m glad you were able to understand from my post that both have positive and negative aspects to them–depending upon what kind of motivation fits the circumstances. Another thing I don’t think I included about promotion-focus was that it often leads to procrastination. An optimistic or super positive person tends to believe they will ALWAYS have time to get around to doing what needs to be done. Meanwhile a prevention-focus person NEVER puts off anything that needs to be done. That’s another one that reminds me that I would do well to remember the benefits of prevention focus in many occasions Thanks again for coming by. ~Kathy
Inspiring, interesting Post.
I fit between both promotion & prevention.
You could say, I am evolving…!!!
Hi Inner Chick! Thanks for stopping by and joining the conversation. I think that most of us agree that we lie somewhere in the middle of both prevention and promotion. And from all I read I think that a balance between the both is optimal depending upon the circumstances. And YES! I would say you (and hopefully all of us!) are evolving! Thanks again for your comment. ~Kathy
Hi Kathy, great post! So many of us in midlife are asking questions around “what’s it all about” and to hear about the underlying themes as to why we do things and what type of person we are helps me sort it all out. I am definitely more on the promotion side, but think that we all have some traits from both sides. It’s an interesting way of looking at it- thanks so much! Virginia
Hi Virginia! Thank you for popping over to SMART Living and joining the conversation. I just found your great blog yesterday so it is very nice to connect with you. Glad you enjoyed this. I find looking at why we all do what we do a very fascinating subject so I write about it whenever I come across something I think interesting. And because the title of your new post sounds intriguing, I will have to check that out next. Thanks again for coming by. ~Kathy
This is really interesting! I am definitely promotion focused. And proud of it based on this description! Thanks for sharing!
Hi Elizabeth! Thank you so much for stopping by SMART Living and leaving a comment. Yes, I think you should be proud to be promotion focused–at least most of the time. It definitely helps a person to keep focused on the future and possibilities. Just don’t forget that a little prevention helps when it comes to get health check ups or balancing your checkbook! Thanks again for coming by. ~Kathy
This is just what I needed to read right now…and I am bookmarking this to KEEP reading as I move forward and figure out my goals for the future.
Hi Sherri! Thank you for coming by SMART Living and joining the conversation. I LOVE your blog name and will definitely have to come over and check it out! And if you’re really working on your goals these days, I strongly recommend the book SUCCEED. There are dozens of ideas in here that definitely help to clarify why some goals work and others don’t have a prayer. Thanks again for coming by! ~Kathy
Hmm….interesting topic. I don’t think I had ever realized that there was such a difference but this makes a lot of sense. Going through the 2 lists, I feel like I have parts of both but I’m not sure which category I fall into – definitely something to think about!!!
Hi Kim! Thank you for coming by SMART Living and leaving a comment. It is rather amazing isn’t it to realize that we all have been making decisions and choices without realizing that we were approaching them from one or the other of these perspectives? As you say, I believe we ALL have parts of both operating all the time and a good balance of both is probably the best approach possible. Thanks again for your comment. ~Kathy
This is such a refreshing drink of wisdom, Kathy! I am now an enthusiastic new reader. I share your passion for helping folks see a fresh perspective so they can live a more joyful life. 🙂
This post sheds new light on how my husband and I make decisions. We are both more the promotion type, although prevention tends to rear its head when I become fearful about failure. Grrr. Now to tweak that so that both perspectives are useful!
Hi Kim! Thank you for coming by SMART Living and joining the conversation. I knew when I read your post today that you and I share a lot in common. I so congratulate you again on your debt free life and like I said on your blog, I think it is good for us to share that message as much as possible.
I think in some ways that the more frugal and debt free lifestyle might stem from a prevention focus because in many ways it reminds us to stay focused on what is most important to us. By making sure we live “below our means” that actually frees up our resources to do and spend it in areas that service our lifestyle better. The trick of course is to balance the two perspectives as much as possible. When we do something out of fear we are holding ourselves back–NOT making a conscious choice for our betterment! So glad you enjoyed the post and I look forward to your future ones as well. ~Kathy
This is eye opening for sure! I think I am more promotion focused, but I definitely have some prevention in me too! Fascinating!
Hi Michelle! Thanks for stopping by and joining the conversation. I think most of us believe we are optimists most of the time but like you, when we read about how important it is to sometimes be prevention focused, we own up to that too. Glad you liked the post and thanks again for your comment. ~Kathy
This post really gets me thinking. Right now I’m in the midst of trying to figure out what success looks like for me, and I’m motivated by both prevention and promotion mindsets. The work I do now is familiar, and I don’t like the thought of giving up working from home and being with my kids in order to get a more fulfilling job in an office environment. That’s my prevention thinking. But my promotion thinking, which is getting stronger every day, desperately wants to squeeze more out of every moment in life. The war between the two is frankly exhausting! Any advice for someone who can’t seem to decide which direction to go?
Hi Sarah! Thanks for stopping by SMART Living and joining this conversation. It definitely sounds like you’re standing at a fork in the road. There is actually so much more in this book that could address your issue so I do encourage you to read it if you have the time.
With that said, I think one of the more important things that the book points out is that there are 3 things that are critical to happiness: #1 Relatedness–which means we need to feel connected to and cared for by others. #2 Competence–we need to feel that we have an effect on our world and know we are good at things that we enjoy doing. #3 Autonomy–we need FREEDOM! Obviously I could write an entire blog post about these three…and yeah, probably will soon. 🙂 but what the author points out several times is that no matter which choice you take in the future–you want to include those three.
Just based upon those three things as being critical I’m betting that you feel one of those areas in your life isn’t being satisfied right now. Perhaps if you were able to get clear about that, you might find that you can find something that answers that need and will find a great deal more satisfaction. I’m also guessing that it doesn’t have to be an either/or answer. Sometimes minor changes to what’s happening can be the best adjustment. So much of what I understand about prevention/promotion is balancing it in ways that brings the best results. Keep thinking. Don’t give up. The answer is likely nearby!
Hope that helps and please pop back by and let us know what you decide. ~Kathy
Totally agree! This is something I just came to realize myself. Often times I focus too much on the preventative, which holds me back from actual promotion. I’m learning one step at a time to adjust my focus by the goal and not by fear!
Hi Meg! Thanks for stopping by SMART Living and joining the conversation. I think you point out a very critical factor when it comes to either promotion or prevention and that is whether or not we are focusing on fear. Fear can definitely erase our desire to achieve and stretch ourselves. But just your awareness of that is the beginning. Thanks again for your comment. ~Kathy
Like Jodi, I seemed to land squarely in the middle of the two, which actually makes me feel really good because I think you’re right about needing to call on different traits in different situations. I’m going to give myself more credit for adapting!
I just read Susan Cain’s book “Quiet,” and found that there, I fit squarely in the introvert camp. So seeing this kind of personality comparison — promotion vs. prevention — just shows again what complex creatures we are, that we can be so multi-faceted and flexible AND still identify so strongly with certain behaviors/feelings.
Hi Laura! Oh yes, we are indeed complicated creatures. 🙂 The good news is that there are so many new areas of study about how our minds work and ways to better direct our intentions. But it does make it a bit hard to keep up with.
I haven’t read the book “Quiet” yet but did hear the author speak and read some articles about it that make it seem very interesting. And yes, I tend to think that falling somewhere in the middle (balance!) is always a good when possible. It’s just too easy for us all to go unconscious about things that we settle into to strongly–be it extrovert or introvert–or prevention focus or promotion focus. So when we start recognizing that both sides have benefits and stay aware of the differences we have so many more options and choices about where we take our life. Thanks for stopping by and joining the conversation! ~Kathy
It’s funny, as I was reading the promotion list, I was like ‘yeah that’s me and then as I was reading the prevention list I was saying the same. Hmm… Does this mean that I am a highly motivated person?
Hi Jodi! Hahaha! Yes…I so agree. And after reading about it in the book I attempted to make sure that I showed both sides as equally advantageous. Maybe that’s just the optimist in me, but I do believe they are both very important! Thanks for the comment! ~Kathy
Hi Kathy,
This is a very thoughtful post 🙂
I never thought from this point of view. Personality tests are insightful and reveal so much about a person. Like under the flight or fight mode, a person chooses the best suiting option as per the situation. Having said that, a person’s underlying attitudinal nature might make the person biased towards on type of mode. Same with the type of focus, I agree that we use both its type time to time, or we should even if we don’t, but we might have a tendency to pick one over the other, and that may or may not prove to be fruitful, depending on the situation, right?
From the account of what you’ve written, it absolutely makes sense to have both the promotion and prevention focus to help us stay motivated. If you aren’t preventive, then you might face problems or make errors, which could have been avoided. On the other hand, if you aren’t promotional, you’d always be too calculative or careful, won’t take the chance or make the stride, and others might take over you.
I think being preventive or promotional are situation-based attitudes, and you can’t relate it to the optimistic or pessimistic attitudes. Even when you’re being preventive, you aren’t pessimistic, but careful because the situation demands so – being careful is not being negative. But making it your default nature could hamper your personal progress in some cases or situation.
I feel pessimism is totally a different concept. Its a feeling that things will turn out badly or a general disposition to look on the dark side and to expect the worst in all things. By being preventive, you’re just minimizing the risks; being careful yet being optimistic. You don’t think or expect that things will be negative by default, but you consider of such possibilities if you don’t make the right moves, and you also know that if you make all the right moves, things will be good, so you’ve an optimistic goal. I might be wrong, but these are just my views.
Thanks for this good food for thought for smart living, I enjoyed this post! Have a nice weekend 🙂
Hi Harleena. Thank you for this deeply thoughtful comment to this post. I am thrilled that it got you thinking–I love that most of all. I so agree that we all select different attitudinal perspectives that most closely match our nature, even though we all contain both sides regards of our preferences. And the best choice is to stay aware of is most helpful depending upon the situation.
And although I also agree that a prevention focus and a promotional focus are not exactly like a pessimistic and an optimistic approach, according to Halvorson, they are very similar. Maybe I didn’t explain it well enough in the post? Again, prevention is primarily concerned with loss, losing out, having things taken away, safety and avoiding danger. A prevention person assumes the worst in most scenarios and at least in the U.S. that pretty much defines a pessimist. There might be a slight difference but if your focus is primarily on prevention rather than promotion, then you have a stronger desire to control loss rather than to experience grain. And although that is a somewhat subtle difference, it still classifies as a pessimist at least according to how Halvorson describes it. I’m sure if you were to ready how the author fleshes out each perspective throughout the book it would be clearer to you.
But then the big take-away for us all is to merely remember that we have both aspects within ourselves and the ability to choose which is best for where circumstance. Thanks again for a deeper discussion of this. As I said earlier–that is always one of my goals! ~Kathy
Very interesting perspective re: the difference between promotion focused vs. prevention focused achievement of goals. I’ve never thought of goals this way or broken them down into those specific categories, but it really does make sense and may help me (and others) not only set goals but achieve them. Thank you!
Hi Liane! Thank you for taking the time to drop by SMART Living and leave a comment. I’m glad you found this post interesting and as always am hopeful that it gives you and others the insight to make very choices. Thanks again for your comment. ~Kathy
Great post and very interesting! I am currently reading a book called Motivational DNA and this book Succeed just landed on my to read list. I’m definitely more of a promotion focused person than prevention.
Hi Camilla! Thank you for stopping by SMART Living and joining the conversation. I haven’t heard of the book you mention but I’m always looking for other ideas that clarify my thinking and motivations. I will definitely look it up. Let me know what you think of Succeed when you get a chance to look at it. Thanks again for taking the idea to comment. ~Kathy
I would have said I fit into promotion until reading your entire article. What I found was that I am a mix of the two. I plan to sit with this information, which is very interesting and see how each plays a role in my life and how I can use the information to create better balance in my life.
Hi Lois! I think if most of us really took a look at it we all fall more in the middle than we know. While I’ve always “thought” of myself as more of a promotion focus (optimist) like I said in the article, but after reading Succeed I too am much more aware of how I balance it all. I’m glad you found it helpful to you as well.~Kathy
Enjoyed the post and the way you handled it…I am happy to be promotion focused!!
Hi Pam! Glad you found this interesting as well. Stay optimistic and promotion focused!!! ~Kathy
Hi Kathy, loved the way you expanded our usual definition of “optimist” vs. “pessimist.” I discovered that I am promotion-based, married to a prevention-based:-) It makes me realize how often we tell ourselves stories about how people who operate differently than we do are “wrong”. Your article points out that BOTH approaches are appropriate at times. My husband and I see ourselves as having complementary skills, and my influence keeps him moving at times when he gets stuck, and his approach in reading the small print, keeps us from trouble and saves us money.
Inspiring post, thanks!
Hi Melinda! Thank you for stopping by SMART Living and joining the conversation. I’m so glad to hear that you found this interesting as well. And yes, doesn’t it just help to explain how people can see the opposite sides to the same things? I love that you and your husband have been able to “compliment” each other with your perspectives–and I now know that can be such a great thing. Of course ideally I think we all should embrace a certain balance within ourselves to use both aspects. While Thom and I both tilt towards promotion, he has a thing about locking things up (like our house doors and the garage) and I’m pretty spacey about it 🙂 Thank goodness one of us takes care of that! I do the tax preparation in our house and he just answers the questions I give him. We both play our roles. And I’ll bet you and your husband have worked out something like that in spite of the fact that your primary focus is different.
One thing I did find really interesting though was that to a prevention focus person it is best not to do cheer-leading around them. A big rah-rah you can do it can actually make them dig their feet into the ground more firmly and not want to budge. It’s important to remember that you can’t talk a prevention focused person into being happy–that was a BIG one for me! Now all I have to do is remember that! 🙂
Thanks again for stopping by and sharing your thoughts! ~Kathy
This is really interesting stuff, Kathy. I jumped to the immediate conclusion that I am promotion-motivated, but then as I read through the post, and really took time to understand the examples in each list, I realize around half of the behaviors on the promotions list resonate and a little less than half the behaviors on the prevention list also resonate.
I suppose this thinking aligns well to the other descriptors I’ve heard; i.e. All decisions are either fear-based or love-based. (I think Deepak Chopra may have coined that; not 100% sure though.)
At any rate, great and informative post – and certainly made me stop and think.
Hi Nancy! Yes, I’m glad I’m not the only one who finds stuff like this fascinating! And having read your blog for some time now I’m not surprised to see that you tilt toward promotion focus most of the time like I do. But like I said in the post, this concept really helped me see the value of being more prevention focused–AND it certainly helped me understand some of my pessimistic friends and family better too. And now that you point it out I agree that it does tie somewhat into the idea of being either fear-based or love-based too. But I usually just automatically believe that fear-based thinking is ALWAYS bad thing. Now I’m considering that prevention focus has a benefit under certain circumstances and if I stay aware I can use it to my benefit when needed. Thanks again for your thoughts! ~Kathy