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