Independence Dependence Interdependence PUBLIC VICTORY PRIVATE VICTORY Seek First to Understand … Then to be Understood Synergize Think Win/Win Put First Things First Be Proactive Begin with the End in Mind Sharpen the Saw
<ul><li>I believe there is plenty out there for everybody (e.g. options, success, opprtunities, etc.) </li></ul><ul><li>I believe there is only so much: The more you get, the less there is for me.” </li></ul>I treat everyone with equal respect I treat people with varying degrees of respect (based on position or status) I am happy for the success of others I am threatened by the success of others Abundance Scarcity I find it easy to share recognition and credit I have a difficult time sharing recognition and credit I have a deep inner sense of personal worth and security I derive my sense of self-worth from comparison and competitions with others
All sales-people who achieve 110% of their goal achieve President’s Club Compensation based on performance and merit Performance Management system based both on individual performance and team contribution Top 5% of sales force achieve President’s Club Performance Management system based on individual performance alone Compensation system based on seniority and friendliness with ‘the boss’ Class Rankings, ‘A’-count (SPM style) Rubrics / Criterion-Ref (IB style) Win-Lose Win-Win
Think Win-Win. These people have an abundance mentality and the spirit of cooperation. They achieve effective communication and high trust levels in their Emotional Bank Accounts with others, resulting in rewarding relationships and greater power to influence. Think Win-Lose or Lose-Win. These people have a scarcity mentality and see life as a zero-sum game. They have ineffective communication skills and low trust levels in their Emotional Bank Accounts with others, result-ing in a defensive mentality and adversarial feelings. HABIT 4 S EVEN H ABITS OF H IGHLY E FFECTIVE P EOPLE E FFECTIVE P EOPLE I NEFFECTIVE P EOPLE
Making it a Habit <ul><li>Are all your relationships Win-Win? If not, work within your Circle of Influence to transform them. </li></ul><ul><li>Find a Win-Win model. Watch him/her closely. </li></ul><ul><li>Commit yourself to making deposits into the Emotional Bank Account on a regular basis. </li></ul>
A particular slide catching your eye?
Clipping is a handy way to collect important slides you want to go back to later.