Introduction to the 7 Habits Introduction to the 7 Habits of Highly Effective Peopleof Highly Effective People

Sanjeev SahgalSanjeev Sahgal

OverviewOverview

Stephen Covey’s brainchildStephen Covey’s brainchild Seven Habits compose his Seven Habits compose his

“system”“system”

Think of the most influential Think of the most influential person in your life (past or person in your life (past or present). Why does this present). Why does this person stand out in your person stand out in your mind?mind?

Developing HabitsDeveloping Habits

Developing HabitsDeveloping Habits Habit = intersection of desire, skill and knowledgeHabit = intersection of desire, skill and knowledge

Knowledge(what to, why to)

Desire (want to)

Skill (how to)

Habits Live Here

Character and PersonalityCharacter and Personality

Personality is what people see, Personality is what people see, formed by your character.formed by your character.

Your personality reflects only a small part of your character

How do you see things?How do you see things?

How do you see the world?How do you see the world? How do you want to see the How do you want to see the

world?world?

What do you See?What do you See?

Four Levels of LeadershipFour Levels of Leadership

OrganizationalAlignment

ManagerialEmpowerment

InterpersonalTrust

PersonalTrustworthiness

To lead other effectively, individuals must be able to lead themselves effectively

Character and CompetenceCharacter and Competence

Character Character – A person with high character – A person with high character exhibits integrity, maturity and an exhibits integrity, maturity and an Abundance MentalityAbundance Mentality

CompetenceCompetence – A person with high – A person with high competence has a knowledge and ability in competence has a knowledge and ability in a given areaa given area

To be truly effective, a person To be truly effective, a person mustmust have a balance of these 2 items.have a balance of these 2 items.

The Maturity ContinuumThe Maturity Continuum

Emotional Bank AccountEmotional Bank Account

Metaphor for amount of trust in a Metaphor for amount of trust in a relationship.relationship.

A Deposit is something that builds A Deposit is something that builds and repairs trust in your relationshipsand repairs trust in your relationships

A Withdrawal is something which A Withdrawal is something which lessens trust in relationshipslessens trust in relationships

““You cannot talk your way out of You cannot talk your way out of problems you behaved into”problems you behaved into”

Emotional Bank Account Emotional Bank Account ExerciseExercise Rate the following as Withdrawal, Rate the following as Withdrawal,

Deposit or NeutralDeposit or Neutral You receive verbal thanks for working 3 You receive verbal thanks for working 3

weekends in a rowweekends in a row You are asked to cover shift for an You are asked to cover shift for an

engineer who is taking the afternoon offengineer who is taking the afternoon off You give a late birthday cardYou give a late birthday card You get a dinner for two and tickets to You get a dinner for two and tickets to

the movies for the extra hours you have the movies for the extra hours you have been putting inbeen putting in

You respond sarcastically to a co-You respond sarcastically to a co-workers genuine questionworkers genuine question

Emotional Bank Account Emotional Bank Account Rate ChartRate Chart DepositsDeposits

Kindness and Kindness and courtesycourtesy

Keeping Keeping promisespromises

Honoring Honoring expectationsexpectations

Loyalty to the Loyalty to the absentabsent

Making Making apologiesapologies

WithdrawalsWithdrawals Unkindness and Unkindness and

discourtesydiscourtesy Breaking Breaking

promisespromises Violating Violating

expectationsexpectations Disloyalty, Disloyalty,

DuplicityDuplicity Pride, Conceit, Pride, Conceit,

ArroganceArrogance

Habit One: Habit One: Be ProactiveBe Proactive

Individuals are responsible for Individuals are responsible for their own choices and have the their own choices and have the freedom to choose.freedom to choose. ““I am responsible for my behavior and the choices I I am responsible for my behavior and the choices I

make”make” ““I can expand my personal freedom and influence I can expand my personal freedom and influence

through being proactive”through being proactive” Key ProcessesKey Processes

Recognize reactive tendencies & develop proactive Recognize reactive tendencies & develop proactive responsesresponses

Increase Circle of InfluenceIncrease Circle of Influence

Reactive vs. Proactive Reactive vs. Proactive BehaviorBehavior Reactive: Allow Reactive: Allow

outside influences outside influences control responsescontrol responses

Proactive: Use space Proactive: Use space between stimulus and between stimulus and response to make response to make choices which best choices which best apply valuesapply values

Stimulus Response ResponseStimulus

Space for freedom to choose according to values

Circle of Influence / Circle of Circle of Influence / Circle of ConcernConcern Circle of Influence: things you can affect directlyCircle of Influence: things you can affect directly Circle of Concern: Things which you care aboutCircle of Concern: Things which you care about

Circle of Concern Circle of Influence

Reactive FocusReactive Focus

Circle of Influences DecreasesCircle of Influences Decreases

Circle of Concern Circle of Influence

Proactive FocusProactive Focus

Circle of Influence increasesCircle of Influence increases

Circle of Concern Circle of Influence

Proactive and Reactive Proactive and Reactive LanguageLanguage ProactiveProactive

I choose to goI choose to go I control my I control my

own feelingsown feelings Let’s explore Let’s explore

alternativesalternatives I can…I can…

ReactiveReactive I have to goI have to go He makes me He makes me

so madso mad There’s nothing There’s nothing

I can doI can do If only….If only….

Habit Two:Habit Two:Begin With The End In MindBegin With The End In Mind Mental creation precedes physical Mental creation precedes physical

creationcreation ““I can choose my own future and create I can choose my own future and create

a vision of it”a vision of it” ““I will create my results mentally before I will create my results mentally before

beginning any activity”beginning any activity” Key ProcessesKey Processes

Create and apply personal and Create and apply personal and organizational mission statements in organizational mission statements in daily lifedaily life

Envision desired results to guide Envision desired results to guide activitiesactivities

Personal Mission StatementPersonal Mission Statement

Powerful document that Powerful document that expresses your personal sense expresses your personal sense of purpose and meaning in life; it of purpose and meaning in life; it acts as a governing constitution acts as a governing constitution by which you evaluate decisions by which you evaluate decisions and choose behaviorsand choose behaviors

Benefits of Mission StatementBenefits of Mission Statement

Encourages you to think deeply about lifeEncourages you to think deeply about life Helps you examine your innermost Helps you examine your innermost

thoughts and feelingsthoughts and feelings Clarifies what is really important to youClarifies what is really important to you Expands your perspectiveExpands your perspective Imprints self-determined values and Imprints self-determined values and

purposes firmly in your mindpurposes firmly in your mind Provides direction and commitment to Provides direction and commitment to

valuesvalues Enables you to make daily progress toward Enables you to make daily progress toward

your goalsyour goals Provides the first or mental creation of your Provides the first or mental creation of your

desired results in your lifedesired results in your life

Intro to Mission Statement Intro to Mission Statement CreationCreation

Answer the following questions Answer the following questions honestlyhonestly What things do I want to have that What things do I want to have that

I feel are important?I feel are important? What am I about?What am I about? What are the qualities of character What are the qualities of character

I would like to emulate?I would like to emulate? What legacy do I want to leave?What legacy do I want to leave?

Principle-Centered LivingPrinciple-Centered Living

Mission statement is the Mission statement is the gateway to Principle-Centered gateway to Principle-Centered livingliving What am I about?What am I about? What principles do I operate in my What principles do I operate in my

life?life?

Habit Three:Habit Three:Put First things FirstPut First things First Effectiveness requires balancing Effectiveness requires balancing

important relationships, roles and important relationships, roles and activitiesactivities ““Things which matter most should never Things which matter most should never

be at the mercy of things which matter be at the mercy of things which matter least”least”

““I will focus on importance rather than I will focus on importance rather than urgency”urgency”

Key ProcessesKey Processes Focus on the truly important and say no Focus on the truly important and say no

to the unimportant.to the unimportant.

The 4 QuadrantsThe 4 Quadrants

IICrisesCrisesPressing ProblemsPressing ProblemsDeadline-driven projects, Deadline-driven projects, meetings, preparationsmeetings, preparations

IIIIPreparationPreparationPreventionPreventionValues ClarificationValues ClarificationPlanningPlanningRelationship BuildingRelationship BuildingEmpowermentEmpowerment

IIIIIIInterruptions, some telephone Interruptions, some telephone callscallsSome mail, some reportsSome mail, some reportsSome meetingsSome meetingsMany proximate, pressing Many proximate, pressing mattersmattersMany popular activitiesMany popular activities

IVIVTrivia, BusyworkTrivia, BusyworkSome telephone callsSome telephone callsTime wastersTime wasters““Escape” activitiesEscape” activitiesIrrelevant MailIrrelevant MailExcessive TVExcessive TV

Imp

ort

ant

No

t Im

po

rtan

t

Urgent Not Urgent

Independence is Complete!Independence is Complete!

Habit Four:Habit Four:Think Win - WinThink Win - Win Effective, long term relationships Effective, long term relationships

require mutual benefitrequire mutual benefit ““I seek the benefit of others as well as I seek the benefit of others as well as

my own”my own” I get better results in my relationships by I get better results in my relationships by

cooperating interdependently than by cooperating interdependently than by competing independentlycompeting independently

Key ProcessesKey Processes Balance courage and consideration in Balance courage and consideration in

seeking mutual benefitseeking mutual benefit Persist in looking for win-win outcomes Persist in looking for win-win outcomes

despite past win-lose conditioningdespite past win-lose conditioning

Six Paradigms of Human Six Paradigms of Human InteractionInteraction

1.1. Win – WinWin – Win

2.2. Win – LoseWin – Lose

3.3. Lose – WinLose – Win

4.4. Lose – LoseLose – Lose

5.5. WinWin

6.6. Win – Win or “No Deal”Win – Win or “No Deal”

Details on the Six ParadigmsDetails on the Six Paradigms

Win – WinWin – Win Seeks Mutual BenefitSeeks Mutual Benefit Is Cooperative, not CompetitiveIs Cooperative, not Competitive Listens more, communicates longer, Listens more, communicates longer,

communicates with couragecommunicates with courage Win – LoseWin – Lose

Is common to most peopleIs common to most people Authoritarian ApproachAuthoritarian Approach Uses position, power, credentials or Uses position, power, credentials or

personality to get the “win”personality to get the “win”

Details on the Six ParadigmsDetails on the Six Paradigms(part two)(part two) Lose – WinLose – Win

Voices no standards, no demands, no Voices no standards, no demands, no expectations of anyone elseexpectations of anyone else

Is quick to please or appeaseIs quick to please or appease Buries a lot of feelingsBuries a lot of feelings

Lose – LoseLose – Lose Is the mindset of a highly dependent Is the mindset of a highly dependent

personperson Same as a “no win”Same as a “no win” Long-term result of win-lose or lose win Long-term result of win-lose or lose win

or winor win

Details on the Six ParadigmsDetails on the Six Paradigms(part three)(part three) WinWin

Self-centeredSelf-centered ““Me First”Me First” Doesn’t care if other person wins or Doesn’t care if other person wins or

losesloses ““Scarcity Mentality”Scarcity Mentality”

Win – Win or “No Deal”Win – Win or “No Deal” Allows each party to say noAllows each party to say no Highest form of win-winHighest form of win-win People seek first for win-win; cannot find People seek first for win-win; cannot find

solution they agree to disagree solution they agree to disagree agreeablyagreeably

Win – Win CharacterWin – Win Character

Integrity – true to their feelings, Integrity – true to their feelings, values and commitmentsvalues and commitments

Maturity – Express their ideas Maturity – Express their ideas and feelings with courage and and feelings with courage and consideration for ideas and consideration for ideas and feelings of othersfeelings of others

Abundance Mentality – There is Abundance Mentality – There is plenty for everyone plenty for everyone

Habit Five:Habit Five:Seek First To Understand, Then Seek First To Understand, Then to Be Understoodto Be Understood Diagnosis must precede prescriptionDiagnosis must precede prescription Understanding comes through Understanding comes through

listeninglistening ““I assume that I don’t fully understand I assume that I don’t fully understand

and I need to listen”and I need to listen” ““If I listen first to understand, then I will If I listen first to understand, then I will

be better understood”be better understood” Key ProcessesKey Processes

Empathetic Listening SkillsEmpathetic Listening Skills Empathy is deep understanding of another Empathy is deep understanding of another

personperson

Diagnose before you Diagnose before you prescribeprescribe Have you ever experienced Have you ever experienced

someone listening with the intent to someone listening with the intent to respond rather than understand?respond rather than understand?

Think of a time when someone didn’t Think of a time when someone didn’t listen to you prior to prescribing an listen to you prior to prescribing an answeranswer How did that make you feel?How did that make you feel? Have you ever done that to another Have you ever done that to another

person?person? Would you like to go to a doctor who Would you like to go to a doctor who

gives you a prescription without ever gives you a prescription without ever asking you what is wrong?asking you what is wrong?

Levels of ListeningLevels of Listening

IgnoringIgnoring – making no effort to listen – making no effort to listen Pretend Listening Pretend Listening – Making believe or – Making believe or

giving the appearance that you are giving the appearance that you are listeninglistening

Selective Listening Selective Listening – Hearing only the – Hearing only the parts of the conversation which interest youparts of the conversation which interest you

Attentive ListeningAttentive Listening – Paying attention and – Paying attention and focusing on what the speaker says and focusing on what the speaker says and comparing that to your own experiencescomparing that to your own experiences

Empathetic ListeningEmpathetic Listening – Listening and – Listening and responding both with the heart and mind to responding both with the heart and mind to understand the speaker’s words, intent and understand the speaker’s words, intent and feelingsfeelings

Barriers to Empathetic Barriers to Empathetic ListeningListening Responding with autobiographical Responding with autobiographical

referencesreferences ProbeProbe AdviseAdvise InterpretingInterpreting EvaluatingEvaluating

We give our responses based on the We give our responses based on the way way wewe see things, based on our see things, based on our own experiences and motivesown experiences and motives

Words We Use, 7

How We Say Words,

Sounds We Make,

38

Nonverbals, Body

Language, 55

How We CommunicateHow We Communicate

Remember that people communicate beyond words! How you say something is more important than what you say.

Understanding and Understanding and PerceptionPerception

As you learn to listen deeply to As you learn to listen deeply to other people, you will discover other people, you will discover tremendous differences in tremendous differences in perception. perception.

Habit 5 is the first step in the Habit 5 is the first step in the process of Win/Win. process of Win/Win.

Then Seek to Be UnderstoodThen Seek to Be Understood

Knowing how to be understood Knowing how to be understood is the other half of Habit 5 and is is the other half of Habit 5 and is crucial in reaching Win/Win crucial in reaching Win/Win solutions. solutions.

The essence of making effective The essence of making effective presentations: presentations: Ethos -- your personal credibility. Ethos -- your personal credibility. Pathos -- the empathic side. Pathos -- the empathic side. Logos -- the logic.Logos -- the logic.

Habit Six:Habit Six:SynergizeSynergize The whole is greater than the sum of The whole is greater than the sum of

its partsits parts I value the differences in others and I value the differences in others and

seek the “Third Alternative”seek the “Third Alternative” Working together cooperatively takes Working together cooperatively takes

time but produces better long-term time but produces better long-term resultsresults

Key ProcessesKey Processes Apply win-win thinking and empathic Apply win-win thinking and empathic

communication to seek “synergistic” communication to seek “synergistic” outcomesoutcomes

The Process of SynergizingThe Process of Synergizing

Synergy – Takes place when Synergy – Takes place when two or more people produce two or more people produce more together than the sum of more together than the sum of what they could have produced what they could have produced separatelyseparately

““Shared Pool” of knowledgeShared Pool” of knowledge

What synergizing is (and is What synergizing is (and is not)not)To Synergize is:To Synergize is: Results-oriented Results-oriented

positive synergypositive synergy Challenging your Challenging your

paradigmparadigm CooperatingCooperating Having a mutually-Having a mutually-

agreed upon end agreed upon end in mindin mind

Worth the effort Worth the effort and highly and highly effectiveeffective

A ProcessA Process

Synergize is not:Synergize is not: Brainstorming free Brainstorming free

for allfor all Accepting others’ Accepting others’

ideas as full truthideas as full truth Win-LoseWin-Lose ““Group Think” Group Think”

(Giving into peer (Giving into peer pressure)pressure)

Always EasyAlways Easy Only a negotiation Only a negotiation

techniquetechnique

Ground Rules for SynergizingGround Rules for Synergizing

Develop win-win mentality.Develop win-win mentality. Keep minds, heart and expressions Keep minds, heart and expressions

open to new possibilitiesopen to new possibilities Recognize others’ differing Recognize others’ differing

viewpoints as helpful when seeking viewpoints as helpful when seeking solutions. Finding value in these solutions. Finding value in these differences will help you discover differences will help you discover things together that you could not things together that you could not discover alone.discover alone.

You cannot make your point until you You cannot make your point until you restate the other person’ point to restate the other person’ point to his/her satisfactionhis/her satisfaction

CompromiseCompromise

““The enemy of the best is the The enemy of the best is the good”good”

When two or more people settle When two or more people settle for less than they want so each for less than they want so each of their wants can be satisfiedof their wants can be satisfied

The Third AlternativeThe Third Alternative

A cooperative solution reached A cooperative solution reached in the “win-win” spirit that all in the “win-win” spirit that all involved parties feel good aboutinvolved parties feel good about Communicate until you both have Communicate until you both have

a solution you feel good abouta solution you feel good about Listen with the intent to Listen with the intent to

understand, not replyunderstand, not reply Express how you feel about and Express how you feel about and

see the situationsee the situation

Habit Seven:Habit Seven:Sharpen the SawSharpen the Saw Production (results) requires Production (results) requires

development of Production Capacity development of Production Capacity (resources)(resources) I will continuously improveI will continuously improve

Key ProcessesKey Processes Constantly develop and renew personal Constantly develop and renew personal

resources to create better resources to create better results/resources balanceresults/resources balance

Set and achieve goals in physical, Set and achieve goals in physical, mental, spiritual and social/emotional mental, spiritual and social/emotional dimensionsdimensions

Four Dimensions of RenewalFour Dimensions of Renewal

Physical – proper nutrition, exercise, Physical – proper nutrition, exercise, rest and stress managementrest and stress management

Mental – reading, writing and Mental – reading, writing and thinkingthinking

Spiritual – Reading inspiring Spiritual – Reading inspiring literature, meditating and praying, literature, meditating and praying, spend time in naturespend time in nature

Social / Emotional – Make consistent Social / Emotional – Make consistent daily deposits into our emotional daily deposits into our emotional bank account of any of our key bank account of any of our key relationshipsrelationships

Upward SpiralUpward Spiral

The law of harvest: As you sow, The law of harvest: As you sow, so shall you reapso shall you reap

Time spent in renewing and Time spent in renewing and revisiting your skills will only revisiting your skills will only strengthen you to accept new strengthen you to accept new skills and challengesskills and challenges

That is it!That is it!

Thanks for listening!Thanks for listening! If you are truly interested I If you are truly interested I

recommend the 7 Habits of recommend the 7 Habits of Highly Effective People by Highly Effective People by Stephen CoveyStephen Covey