HABIT 4

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HABIT 4
THINK WIN-WIN

• DAVID MASILLAMANI P
• MANPREET SINGH
• ALWYN FURTADO

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SIX PARADIGMS OF HUMAN INTERACTION

• WIN/WIN
• WIN/LOSE
• LOSE/WIN
• LOSE/LOSE
• WIN
• NO DEAL

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LEVELS OF COMMUNICATION
HIGH
WIN/WIN
TRUST
COMPROMISE
LOW
LOSE/WIN OR WIN / LOSE
LOW
COOPERATION
HIGH
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CODE OF CONDUCT FOR WIN/WIN

• HELP EACH OTHER
• LOOK FOR WAYS TO MAKE NEW IDEAS WORK
• TAKE PRIDE IN EACH OTHERS VICTORIES
• SPEAK POSITIVELY ABOUT EACH OTHER
• MAINTAIN A POSITIVE MENTAL ATTITUDE
• ACT WITH INITIATIVE AND COURAGE
• DO EVERY THING WITH ENTHUSIASM
• DONT LOSE FAITH
• HAVE FUN

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SIX PARADIGMS OF HUMAN INTERACTION

• 1.WIN/WIN
• AGREEMENTS ARE MUTUALLY BENEFICIAL
• THERE IS COOPERATION NO COMPETITION
• THINKS THERE IS PLENTY FOR EVERYONE

• 2. WIN/LOSE
• USE POWER CREDENTIALS OR PERSONALITY TO GET THEIR
  WAY.
• DOES NOT WORK IN INTERDEPENDENT ENVIRONMENT.
• AUTHORITATIVE LEADERSHIP STYLE

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SIX PARADIGMS OF HUMAN INTERACTION

• HOW WIN/LOSE THINKING GETS SCRIPTED
• IN FAMILY
• ACADEMIC WORLD
• LAW

• 3. LOSE / WIN
• LITTLE COURAGE TO EXPRESS THEIR FEELINGS AND
  CONVICTIONS
• THEY BURY THEIR FEELINGS WHICH RESULT IN
  PSYCHOSOMATIC ILLNESS.
• THEY HAVE LOW SELF ESTEEM

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SIX PARADIGMS OF HUMAN INTERACTION

• 4.LOSE / LOSE
• RESULT OF ENCOUNTERS BETWEEN TWO WIN/LOSE PEOPLE.
• PHILOSOPHY OF WAR
• PHILOSOPHY OF HIGHLY DEPENDENT PEOPLES.

• 5.WIN
• WIN AT ALL COSTS.OTHER PEOPLE DONT MATTER

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SIX PARADIGMS OF HUMAN INTERACTION

• 6. NO DEAL
• IF NO SOLUTION IS REACHED ITS BETTER THAT WE
  AGREE TO DISAGREE.
• FEEL LIBERATED, NO NEED TO MANIPULATE PEOPLE

• WHICH OPTION IS THE BEST ?
• MOST SITUATIONS ARE PART OF AN INTERDEPENDENT
  REALITY.
• WIN/WIN SOLUTIONS ARE SYNERGISTIC.

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FIVE DIMENSIONS OF WIN/WINCHARACTERRELATION
SHIPSAGREEMENTSSUPPORTIVE SYSTEMSPROCESSES
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CHARACTER

• THE FOUNDATION OF WIN/WIN
• THREE CHARACTER TRAITS--
• INTEGRITY-The value we place on ourselves.
  Identify our values and proactively organize and
  execute around those values.
• MATURITY-The balance between courage and
  consideration. If a person can express his
  feelings and convictions with courage balanced
  with consideration for the feelings and
  convictions of the other person, he/she is
  mature.

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CHARACTER (contd)

• ABUNDANCE MENTALITY-There is plenty out there and
  enough to spare for everybody. Flows out of a
  deep inner sense of personal worth and security.
  Literature like In Search of Identity or movies
  like Chariots of Fire, Les Miserables are
  classic examples where the Abundance Mentality
  can be seen in action.

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RELATIONSHIPS

• COURTESY, RESPECT AND APPRECIATION FOR THE OTHER
  PERSON AND HIS POINT OF VIEW
• TRUST-THE EMOTIONAL BANK ACCOUNT IS HIGH BETWEEN
  BOTH PARTIES. BOTH PARTIES UNDERSTAND EACH
  OTHERS POINT OF VIEW DEEPLY AND WORK TOWARDS A
  MUTUALLY ACCEPTABLE SOLUTION

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RELATIONSHIPS (contd)

• ELIMINATES THE NEGATIVE ENERGY NORMALLY FOCUSSED
  ON THE DIFFERENCES IN PERSONALITY AND POSITION.
• GOES BEYOND TRANSACTIONAL LEADERSHIP TO
  TRANSFORMATIONAL LEADERSHIP, TRANSFORMING THE
  INDIVIDUALS INVOLVED AS WELL AS THE RELATIONSHIP.

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AGREEMENTS

• COVER A WIDE SCOPE OF INTERDEPENDENT ACTION
• NEED TO LOOK OUT FOR FIVE ELEMENTS--
• DESIRED RESULTS-identify what is to be done and
  when
• GUIDELINES-Specify the parameters
• RESOURCES-Identify the human, financial and
  technical support available
• ACCOUNTABILITY-Set up standards of performance
  and the time of evaluation
• CONSEQUENCES-Good and bad, natural and logical

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SUPPORTIVE SYSTEMS

• only when systems support it (internal and
  external systems)
•  
• external system training system
• planning system
• communication system
• budgeting system
• information system
• compensation system
• align mission with reward
•  
•  

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PROCESSES

• See the problem from others point of view and
  give expression to their needs and concerns
• Identify the key issues and concerns involved
• Determine what results would constitute a fully
  acceptable solution
• Identify all possible new options to achieve
  those solutions

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NATURE OF WIN-WIN NEGOTIATIONS

• Win-Win negotiation is not a personality
  technique
• Logical steps set the parameters
• Negotiation is an art

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SUGGESTED STRATEGIES

• Double think what the negotiator wants and what
  he thinks you want
• Build trust
• External listening (Body language, nonverbal
  emotions)
• Know your BATNA (Best Alternative to a Negotiated
  Agreement)
• Can you afford to walk away?

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DO THE HOMEWORK

• What have you done for them lately?
• How often can you ask for a raise?
• How do you ask?
• How much should you ask for?
• Prepare a checklist of possible questions and
  outcomes
• Know the three Ps - Prepare, Probe, Propose

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MANAGEMENT TRAINING

• Motivate people
• Amazing results when people get attracted by
  Rewards
• Salary Increments
• perks
• promotion etc
• Implement the people skills

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PERFORMANCE AGGREEMENTS

• Win-Win agreements causes amazing results
• Dont supervise methods
• With Win-Win accountability people evaluate
  themselves
• Any one can achieve (age, experience not
  involved)
• Creates a interdependent interaction within
  people

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CORRELATIONS OF TENDENCIES IN HUMAN NATURE
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CORRELATIONS OF TENDENCIES IN HUMAN NATURE (
CONTD..)
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CONCLUSION

• MOST SITUATIONS, IN FACT ARE PART OF AN
  INTERDEPENDENT REALITY.
• WIN-WIN IS USUALLY THE BETTER VIABLE
  ALTERNATIVE OF THE SIX PARADIGMS.

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References

• The Seven Habits of Highly Effective People,
  Stephen Covey Simon and Schuster,1989
• 2. The need to win is not adaptive the need to
  win, coping strategies, hope and self-esteem
  Personality and Individual Differences, Volume
  20, Issue 6, June 1996, Pages 805-808,
  Robert E. Franken and Douglas J. Brown
• 3. Win-Win Negotiation Fred Edmund Jandt John
  Wiley and Sons, 1979
• 4. Win-Win or Else, William G, kaene corwin
  press inc, 1996