Relationships

From the foundation of character, we build and maintain win-win relationships. The trust, the

Emotional Bank Account, is the essence of win-win. Without trust, the best we can do is compromise;

without trust, we lack the credibility for open, mutual learning and communication and real creativity.

But if our Emotional Bank Account is high, credibility is no longer an issue. Enough deposits have

been made so that you know and I know that we deeply respect each other. We're focused on the

issues, not on personalities or positions.

Because we trust each other, we're open. We put our cards on the table. Even though we see

things differently, I know that you're willing to listen with respect while I describe the young woman to you, and you know that I'll treat your description of the old woman with the same respect. We're both

committed to try to understand each other's point of view deeply and to work together for the Third

Alternative, the synergistic solution, that will be a better answer for both of us.

A relationship where bank accounts are high and both parties are deeply committed to win-win is

the ideal springboard for tremendous synergy (Habit 6). That relationship neither makes the issues

any less real or important, nor eliminates the differences in perspective. But it does eliminate the

negative energy normally focused on differences in personality and position and creates a positive,

cooperative energy focused on thoroughly understanding the issue and resolving them in a mutually

beneficial way.

But what if that kind of relationship isn't there? What if you have to work out an agreement with

someone who hasn't even heard of win-win and is deeply scripted in win-lose or some other

philosophy?

Dealing with win-lose is the real test of win-win. Rarely is win-win easily achieved in any

circumstance. Deep issues and fundamental differences have to be dealt with. But it is much easier

when both parties are aware of and committed to it and where there is a high Emotional Bank Account

in the relationship.

When you're dealing with a person who is coming from a paradigm of win-lose, the relationship is

still the key. The place to focus is on your Circle of Influence. You make deposits into the Emotional Bank Account through genuine courtesy, respect, and appreciation for that person and for the other

point of view. You stay longer in the communication process. You listen more, you listen in greater depth. You express yourself with greater courage. You aren't reactive. You go deeper inside

yourself for strength of character to be proactive. You keep hammering it out until the other person

THE SEVEN HABITS OF HIGHLY EFFECTIVE PEOPLE Brought to you by FlyHeart begins to realize that you genuinely want the resolution to be a real win for both of you. That very

process is a tremendous deposit in the Emotional Bank Account.

And the stronger you are -- the more genuine your character, the higher your level of proactivity,

the more committed you really are to win-win -- the more powerful your influence will be with that

other person. This is the real test of interpersonal leadership. It goes beyond transactional leadership into transformational leadership, transforming the individuals involved as well as the relationship.

Because win-win is a principle people can validate in their own lives, you will be able to bring most

people to a realization that they will win more of what they want by going for what you both want.

But there will be a few who are so deeply embedded in the win-lose mentality that they just won't

Think Win-Win. So remember that no deal is always an option. Or you may occasionally choose to

go for the low form of win-win -- compromise.

It's important to realize that not all decisions need to be win-win, even when the Emotional Bank

Account is high. Again, the key is the relationship. If you and I worked together, for example, and you were to come to me and say, "Stephen, I know you won't like this decision. I don't have time to explain it to you, let alone get you involved. There's a good possibility you'll think it's wrong. But will you support it?"

If you had a positive Emotional Bank Account with me, of course I'd support it. I'd hope you were

right and I was wrong. I'd work to make your decision work.

But if the Emotional Bank Account weren't there, and if I were reactive, I wouldn't really support it.

I might say I would to your face, but behind your back I wouldn't be very enthusiastic. I wouldn't

make the investment necessary to make it succeed. "It didn't work," I'd say. "So what do you want me to do now?"

If I were overreactive, I might even torpedo your decision and do what I could to make sure others

did too. Or I might become "maliciously obedient" and do exactly and only what you tell me to do, accepting no responsibility for results.

During the five years I lived in Great Britain, I saw that country brought twice to its knees because

the train conductors were maliciously obedient in following all the rules and procedures written on

paper.

An agreement means very little in letter without the character and relationship base to sustain it in

spirit. So we need to approach win-win from a genuine desire to invest in the relationships that make

it possible.

Date: 2015-02-03; view: 740