7A – Build trust by making ‘deposits’ in the emotional bank account
Emotional bank account represents the trust between two people. Consistently make deposits for all important relationships.
Important deposits are: Understanding and listening, keeping commitments, clarifying expectations, showing integrity, apologising sincerely when we break trust (/withdrawal)
Each withdrawal needs 4-5 deposits to counter the effect, and deposits only “work” if the other person values what is being done.
The higher the trust, the faster things move, less communication is needed, and both sides are happier.
7B – Play long term games with long term people
All returns come from compound interest.
“Givers” are the best performers, but can also burnout and become worst performers.
The best strategy in repeated interactions is to start nice, reciprocate others and be forgiving.
7C – Think win-win when negotiating – Getting to yes
Focus on what they really want (interests), not what they say (positions).
Generate options, make your proposal consistent with their values, and let them save face, especially in repeated interactions.
All you negotiating power comes from your BATNA – Best Alternative To A Negotiated Agreement.
Superpower – become a Maven
Books: 7 Habits, Getting to yes, Tipping point
Leo :) 