1. Habit 4: Think Win/Win

2. Interdependence and Interpersonal Leadership “The basic task of leadership is to increase the standard of living and the quality of life for all stakeholders.” Covey, p. 218 2

3. When do we negotiate? 3

4. Characteristics of Win/Lose Authoritarian I get my way, you don’t get yours Life is about competition There is only so much. There is not enough for everyone Use power, position, credentials, possessions or personality to get your way 4

5. Integrity—conforming to true values, commitments Maturity—courage and consideration Abundance mentality—plenty for everyone Humility—being open to the possibility that one doesn't know best 5 Win/Win Character Traits

6. Role Play 6

7. Basic Skills for Effective Negotiation Understanding yourself – Values and vision – Assumptions Defining goals – Short term – Long term Understanding interests and positions 7