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THINK BIG, START SMALL, ACT NOW!
WorkshopThinking Big – by Acting Win/Win
BackleyBlack
Sales, Marketing and Revenue Conference
Workshop29th/30th September 2014
5 Performance Traits of Olympic Athletes
3
Success is a Trait
S
MK
Success
- Skill
- Knowledge
- Mindset
5
Find Your Passion
6
7
ContributionJOB
Minim
um
Contribution
Best
Western You
Satis
fact
ion
Min
imum
Satis
fact
ion
Mission,Vision/Values
Personal Goals
Mission, VisionValues
Strategic Goals
Leave.Stressed.Burn Out.Quit and Stay.
New in role.Bad influence.Mismanaged.
Ideal
Communicate with Clarity
Maxim
um
Max
imum
Values Clarification
8
9
ContributionJOB
Minim
um
Contribution
Best
Western You
Satis
fact
ion
Min
imum
Satis
fact
ion
Mission,Vision/Values
Personal Goals
Mission, VisionValues
Strategic Goals
Leave.Stressed.Burn Out.Quit and Stay.
New in role.Bad influence.Mismanaged.
Ideal
Communicate with Clarity
Maxim
um
Max
imum
Your Pro
perty
Surround Yourself With Talent
10
Team Activity
• Lets have a short team activity.
“Win as much as you can”
• An opportunity to win some dollars!
11
Rule 1• Each table should split into 4 separate teams – probably in
pairs.
• Each table is interacting ONLY with the teams on that table.
• So - you have 4 teams per table.
• Each team is looking to make as much money as it can from the interactions it has with the other 3 teams on it’s table.
• IMPORTANT – there must be no verbal or non-verbal communication with the other teams on your table except when I tell you it’s okay – you can talk to your colleague.
• So, how do we earn money?12
Rule 2• Each team should have a game sheet with the Payoff schedule
and your team Scorecard on page 3.
• There will be 10 rounds of secret “voting” to select a letter that you think will generate you the biggest pay out for each round.
• The amount of money you win depends on the combination of the 4 letters played by the 4 teams on your table.
• The money you win is allocated at an individual team level.
• Let’s have a look at an example before we start.
13
Rule 3 - Example
• For round 1, if:– Team 1 plays “X”– Team 2 plays “X”– Team 3 plays “Y”– Team 4 plays “Y”
• The combination of letters is 2 “X” and 2 “Y”.
• If you look at the Payoff Schedule:
• You will see that because 2 “X’s” have been played, the 2 teams who played “X” each win £2.
• Also, because 2 “Y’s” have been played, the 2 teams who played “Y” each lose £2.
14
Rule 4 - Recording
• To start each round your team must secretly select a letter and record it on the Scorecard.
• You will then be asked to share your selection with the other teams on your table.
• Based upon the combination of letters played you will “earn” money. As per the previous example, see below:
• 2 “X’s” and 2 “Y”’s played and WE played an “X”:
Round Circle Your Choice
Cluster’s Pattern of Choices
Pay Off Balance
1 X Y __ X __ Y
2 X Y __ X __ Y
2 2 + £2 + £2
2 2 - £2 £0
15
Rule 5Remember:
• You want to win as much money for yourselves as possible.
• You cannot communicate in any way with the other 3 teams on your table other that to share your selected letter when I tell you to after each round of voting.
• Record your choices and earnings as we complete each round – this can be positive or negative!!
• Remember the running total/balance.
16
Let’s Play
£
17
Results
So who won and how much did they win?
18
The Approach• Playing 4 “Y’s” ensures I pay out £4 each round.
• With the bonus rounds included, this would mean I would have paid out €100 in total for each table – i.e. £25 each team.
• If we think/hope that by playing “X” and everyone else playing “Y” we will win £3, we are being foolish – why?
• If everybody played that game, then 4 “X”s would be played and each team would lose £1 every round – i.e. owe me £25 each at the end of the game!!
19
The Rationale• Internal competition NEVER works!
• You diminish the resources available to you.
• You create bad feeling and mistrust.
• Collaboration is THE only way to think.
• What is best for them and what is best for me?
» i.e. Create a Win/Win outcome!
20
How it all works!!
21
Win/Win Thinking
Courage
Hi
Lo
Consideration
Lo Hi
22
Win/Lose
Courage
Hi
Lo
Consideration
Lo Hi
23
Win/Win Thinking
Win/Lose
Lose/Win
Courage
Hi
Lo
Consideration
Lo Hi
24
Win/Win Thinking
Win/Lose Win/Win
Lose/WinLose/Lose
Courage
Hi
Lo
Consideration
Lo Hi
25
Win/Win Thinking
Win/Lose Win/Win
Lose/WinLose/Lose
Courage
Hi
Lo
Consideration
Lo Hi
NODEAL
COMPROMISE
26
Win/Win Thinking
There is only one approach to effective and sustainable relationships:– a Win/Win attitude!
“Highly effective long-term relationships require mutual
benefit”.
27
Win/Win Thinking
Win AWin BWin C
Win 1Win 2Win 3
You
Win 1Win 2Win 3
Team Member
Win A Win B Win C
Interaction
= Compromise
28
Win/Win Thinking
Win/Win Thinking
You
Win 1Win 2Win 3
Team Member
Win A Win B Win C
Interaction
Win 1Win 2Win 3
Win AWin BWin C
GreatPositive
EnjoyableStrengthen Tru
st
Productive
Supportive
Win 4 Win D
= Synergy
29
Win/Lose Win/Win
Lose/WinLose/Lose
Courage
Hi
Lo
Consideration
Lo Hi
30
Win/Win Thinking
31
Contribution
JOB
Minim
um
Contribution
Best W
esternYo
u /
Your P
roper
ty
Satis
fact
ion
Min
imum
Satis
fact
ion
Mission,Vision/Values
Personal Goals
Mission, VisionValues
Strategic Goals
Maxim
um
Max
imum
This is Win/Win!
32
Create Empowering Beliefs
33
Create Empowering Beliefs
“If you believe you can or you believe you can’t, you are
absolutely right!
34
Stimulus Response
Create Empowering Beliefs
Outcome
We have no choice – the stimulus is in control, not you!
35
Create Empowering Beliefs
Stimulus ResponsePAUSE
Freedom to choose your response- based upon your
Values
BetterOutcome
Time to engage brain and think
Either way, you have to live
with the consequences
Taking Accountability
Misery loves companyPity
CityFull personal accountability
“Valley of Excuses”
The moment of truth
5 Performance Traits of Olympic Athletes
38
Thank you
and remember:
If it’s to be, it’s up to me!
39