The new president came to the software company president and said, “I am uncomfortable with these software conversions. My people are unhappy, and I have a mess on my hands.”
The computer company was already in financial trouble at the time. It had every legal right to enforce its contract. But the software company president responded: “We have a contract. But we understand you’re not happy about it. We’ll return your contract and your deposit, and if you’re ever looking for a software solution in the future, come back and see us.” He walked away from an $84,000 contract. It might look like financial suicide, but he figured he didn’t want to create an unhappy customer, and his attention to principle would pay off somehow.
Three months later, the new president called back. He was ready to put in a new software system. They signed a contract for $240,000. If a deal hurts them, it will hurt you.
Using the paradigm of Win/Win requires three traits:
• Integrity – We define integrity as the value we place on ourselves: We need to be self-aware, possessed of an independent will. We make and keep meaningful promises and
commitments to our selves and others.
• Maturity – This is the balance between courage and consideration. Simply put, you must have enough empathy and goodwill to work for a win for your counterpart, and enough courage to make a win for yourself.
• Abundance Mentality – You must know and believe that there is plenty out there for everybody. Many people don’t: They think that to succeed themselves, others must fail. They harbor secret hopes that other people must suffer misfortune – not terrible misfortune, but acceptable misfortune that Will keep them in their place. The Abundance Mentality recognizes that possibilities for growth and success are potentially limitless, and sees in others the opportunity to complement its own strengths.
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