Habit 4: Think Win/Win habit of interpersonal leadership self-awareness, imagination, conscience, and independent will mutual learning, mutual

influence, mutual benefits Five Dimensions of WIN/WIN 1. Character a. Integrity i. making and keeping meanigful promises and commitments ii. Integrity is the cornerstone in the foundation of trust b. Maturity i. balance between courage and consideration ii. growth and development process from dependency through independency to interdependency iii. Emotional Maturity - ability to express one's feelings and convictions balanced with consideration for thoughts and feelings of others -Hrand Saxenian c. Abundance Mentality i. paradigm that there is plenty out there for everybody ii. flows out of a deep inner sense of personal worth and security

iii. Public victory does NOT mean victory over other people iv. It means success in effective interaction that brings mutually beneficial results to everyone involved v. It is working together, communicating together,making things happen together that even the same people couldn't make happen by working independently vi. Public victory is an outgrowth of the Abundance Mentality paradigm. 2. Relationships a. The trust, the emotional bank account, is the essence of Win/Win b. A relationship where bank accounts are high and both parties are deeply committed toWin/Win is the ideal springboard for tremendous synergy c. No Deal is always an option d. An agreement means very little in letter without the character and relationship base to sustain in spirit e. We need to approach Win/Win from a genuine desire to invest in the relationships that make it possible. Agreements Performance agreements or Partnership agreements Shifts paradigm of productive interaction from vertical to horizontal, from hovering supervision to self-supervision, from positioning to being partners in success 5 Elements of Win/Win Agreement Desired Results(not methods) - what is to be done and when Guidelines - parameters within which results are to be accomplished Resources- human, financial, technical, or organizational support Accountability - standards of performance and evaluation

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Consequences - what does and will happen

Supportive Systems a. - Win/Win can only survive in an organization when the systems support it b. The spirit of Win/Win cannot survive in an environment of competition and contests c. For Win/Win to work, systems have to support it - the training system, planning system, information system, compensation system - all these have to be based on the principle of Win/Win d. So often the problem is in the system, not in the people e. WIN/WIN systems create the environment which supports and reinforces WIN/WIN performance agreements Win/Win is NOT a personality technique It comes from a character of integrity, maturity, and the abundance mentality It grows out of high-trust relationships It is embodied in agreements that effectively clarify and manage expectations as well as accomplishment It thrives in supportive systems

SIX PARADIGMS OF HUMAN INTERACTION o o o o o Win-Win Frame of mind and heart that constantly seeks mutual benefit in all human interactions. It means that AGREEMENTS or SOLUTIONS are mutually beneficial and satisfying. All parties feel good about the decision and feel committed to the action plan. Life is a cooperative, not a competitive arena It is based on a paradigm that there is plenty for everybody, that one persons success is not achieved at the expense or exclusion of others. Win-Lose I win, you lose Authoritarian approach of leadership Prone to use of power, credentials, possessions or personality to get their way. Personal insecurities. Lose-Win o No standards, no demands, no expectations and no vision. o Seek strength from popularity or acceptance o Little courage to express their own feelings and convictions and are easily intimidated by the ego strength of others. o Losers mentality o Based on personal insecurities Lose-Lose o Results of two win/lose get along-that is when two determined, stubborn, ego-invested individuals interact. o Philosophy of adversarial conflict and of war. o Its like putting all alpha males or females in one room. o Philosophy of the highly dependent person without a inner direction and miserable. Win No sense of competition or contest. They just want what they want. A person thinks in terms of securing his own ends and leaves to others their own. Win-Win or No Deal If parties cannot find a solution that would benefit them both they agree to disagree agreeably. Habit 5: Seek first to understand then to be understood Five levels of listening o Ignoring, Pretending, Selective Listening, Attentive Listening, Emphatic Listening. Habit 6: Synergize Working together. The whole greater than the sum of the parts. Essence of Principle-centered leadership.

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