habits #4 & #5
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7 Habits of 7 Habits of Highly Effective People:Highly Effective People:
Banking in Banking in AbundanceAbundance
IndependenceIndependence
DependenceDependence
InterdependencInterdependencee
PUBLICVICTORY
PRIVATEVICTORY
Seek First to Understand
… Then to beUnderstood
Synergize
Think Win/Win
Put First Things First
Be Proactive
Begin with the End in Mind
Shar
pen
the
Saw
Principle #1:
“I am free to choose and am responsible for my choices.”
Principle #2:
Mental creation precedes physical creation
Principle #3:
Effectiveness requires the integrity to act
on your priorities.
“You can’t talk your way out of problems you behave
yourself into”
(Stephen Covey)
Habit #4
THINK WIN-WIN
Principle #4:
Effective, long-term relationships require mutual respect and mutual benefit.
Win-Lose
Lose-Lose?
Lose-Win
Win
Win-Win
Win-Winor No Deal
How do you recognise ‘Win-Win’ People?
1. They have an ‘Abundance’ Mentality
I believe there is plenty out there for everybody (e.g. options, success, opprtunities, etc.)
I believe there is only so much: The more you get, the less there is for me.”
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
AbundanceAbundance ScarcityScarcity
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
2. They always seek Mutual Benefit
3. They regularly make deposits into the Emotional Bank Account
Exercise #1:
What kinds of EBA deposits should you be
making regularly?
Attending to the Little Things
Keeping Commitments
Showing Personal Integrity
“One of the most important ways to manifest integrity is to be loyal to those who are not present.”
Stephen Covey
Apologizing Sincerely
When You Make a
Withdrawal
4. They balance Courage with Consideration
Lose/WinLose/WinH
igh
Hig
hLo
wLo
w
Win/WinWin/Win
Lose/LoseLose/Lose Win/LoseWin/LoseCO
NS
IDER
ATIO
NC
ON
SID
ER
ATIO
N
LowLow HighHigh
COURAGECOURAGE
5. They Build Win-Win Systems
Win-Win Win-Lose
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)
Habit #5
SEEK FIRST TO UNDERSTAND, THEN TO BE UNDERSTOOD
Principle #5:
“To communicate effectively, we must first
understand each other”
What is Bad Listening?
“Most people do not listen with the intent to understand; they listen with the intent to reply.”Stephen Covey
Evaluate
Probe
Advise
What is Good Listening?
Give People Psychological ‘Air’
Reflect what a person feels and says in your own words
Helpful Language
• As I get it, you feel…• So as you see it…• You seem…• You must have felt…• You sound…• What I’m hearing is…• I’m not sure I’m with you, but…• Your feeling now is…
When Can YouWhen Can YouSeek to be Seek to be
Understood?Understood?
Issue is Clear and Mutually Understood
Conversation is Casual and Unemotional
You’re asked or expected to give Counsel and Advice
Making it a Habit
• Are all your relationships Win-Win? If not, work within your Circle of Influence to transform them.
• Find a Win-Win model. Watch him/her closely.
• Make deposits into the Emotional Bank Account on a regular basis.
• Practice empathetic listening