Win-win from prehistory to the present day

on BLOG, development 13 dic, 2018

Il win-win dalla preistoria ai giorni nostri

Over the years, how many times have I already written about win-win? Five or six. And those who know me in person know that I mention it without stopping.

SteStephen Covey, in his "The seven habits of highly effective people", considers the win-win the mental habitus at the base of the path that leads to public success and interdependence. That is the indispensable condition to evolve and see the "others" as allies, partners, freeing themselves from the reptilian binomials win / lose and lose / win. We do not live in the Pleistocene. And, besides, we're not at war.

Yet, in private life and even more in working life, many people, many managers, many executives still behave like automata managed by the paradigm of scarcity, losing - even in the key moments of a negotiation - any sense of reality, of measure, respect for others, and contradicting themselves and the corporate banner that they should represent.

Soldiers in war (I am a pacifist, just to frame my perspective), cavemen, automata ... I think I've never used certain terms in my articles; an acquaintance of mine would say in a theatrical way: "sorry, I started heavy, I know!".

The question behind my reasoning is simple: the non-adherence to the win-win, to whom is it useful? The answer is just as simple and unequivocal: to anyone .

In stable contexts or characterized by a slow evolution, the dominant paradigm is - I mentioned it before - the reactive one of scarcity: we try to maximize the effect of our actions, choices and strategies, to the detriment of "others". In other words: resources are limited and we have to fight and keep our own slice of cake.

But today's markets are anything but stable or slow: they evolve continuously and rapidly, offer unprecedented challenges and opportunities, are particularly exposed to external contexts, the evolution of competitors, the development of technologies and automation, to crises, to the birth of new needs and sectors of goods and the death of others ... To achieve results, leaders today must exercise their role with a creative and active mentality, expression of the paradigm of abundance, which is based on the idea that resources are unlimited and that the customer and the external market are no longer external but central, inside ... Being a leader today means representing and spreading high and advanced concepts such as entrepreneurship, inclusion, diversity, widespread leadership, co-creation; returning to the cake metaphor, it's as if the cake extends to the infinite, if and only if we make respectful and advantageous choices for all the stakeholders. Thus, the application of win-win.

This leap in quality is still welcomed, in some small and large contexts, like a philosophizing away from reality, but nothing is more false than that: now the rapacious, disrespectful, reactive approach is only cause of damage and extinction. Only looking in the future, outside, with respect and a lot of curiosity, we can win in today's market.

On a scale of 1 to 10, where 1 means expression of the paradigm of poverty and reactivity and 10 the most advanced and refined win-win, where does your organization fit?

And how do you contribute to this result?

If you want to increase the score by one point, what should you do? How? When?

 

 

 

 

 

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