Workshop
Thinking Big – by Acting
Win/Win
BackleyBlack
THINK BIG, START SMALL, ACT NOW!
Sales, Marketing and Revenue
Conference
Workshop
29th/30th September 2014
5 Performance Traits of Olympic Athletes
3
Success is a Trait
Success
S
- Skill
- Knowledge
K
M
5
- Mindset
Find Your Passion
6
Communicate
with Clarity
Mission,
Vision/Values
Personal Goals
New in role.
Bad influence.
Mismanaged.
7
Ideal
Mission, Vision
Values
Strategic Goals
JOB
Leave.
Stressed.
Burn Out.
Quit and Stay.
Values Clarification
8
Communicate
with Clarity
Mission,
Vision/Values
Personal Goals
New in role.
Bad influence.
Mismanaged.
9
Ideal
Mission, Vision
Values
Strategic Goals
JOB
Leave.
Stressed.
Burn Out.
Quit and Stay.
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
2 X __
2Y
Y __
+ £2
+ £2
2
X
2 X __
2Y
Y __
- £2
£0
15
Rule 5
Remember:
• 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
Hi
Courage
Lo
Lo
Hi
Consideration
22
Win/Win Thinking
Hi
Win/Lose
Courage
Lo
Lo
Hi
Consideration
23
Win/Win Thinking
Hi
Win/Lose
Courage
Lose/Win
Lo
Lo
Hi
Consideration
24
Win/Win Thinking
Hi
Win/Lose
Win/Win
Lo
Lose/Lose
Lose/Win
Courage
Lo
Hi
Consideration
25
Win/Win Thinking
Hi
Win/Lose
Win/Win
COMPROMISE
Courage
Lo
Lose/Lose
Lose/Win
Lo
Hi
Consideration
26
NO
DEAL
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 1 Win A
Win 2 Win B
Win 3 Win C
= Compromise
Interaction
You
Team Member
Win 1
Win 2
Win 3
Win A
Win B
Win C
28
Win/Win Thinking
Win 1 Win A
Win 2 Win B
Win 3 Win C
Win 4
Win D
Interaction
You
= Synergy
Team Member
Win 1
Win 2
Win 3
Win A
Win B
Win C
29
Win/Win Thinking
Hi
Win/Lose
Win/Win
Lo
Lose/Lose
Lose/Win
Courage
Lo
Hi
Consideration
30
Mission, Vision
Values
Mission,
Vision/Values
Personal Goals
Strategic Goals
JOB
31
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
Create Empowering Beliefs
Stimulus
Response
We have no choice –
the stimulus is in
control, not you!
35
Outcome
Create Empowering Beliefs
Time to
engage brain
and think
Stimulus
PAUSE
Response
Freedom to choose your
response- based upon your
Values
Better
Outcome
Taking Accountability
The moment of
truth
Full personal
accountability
Misery loves
company
“Valley of Excuses”
5 Performance Traits of Olympic Athletes
38
Thank you
and remember:
If it’s to be, it’s up to me!
39