Sublime

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“First of all, think of a difficult business situation—say a complicated negotiation, for example. Who do you think would be more likely to put together a deal in difficult circumstances, a negotiator who sees the others in the negotiation as objects or one who sees them as people?

mistreated but because we’re in the box, and the box lives on the justification it gets from our being mistreated.

“Seeing others as people, regardless of their behavior, is the only thing that invites real accountability.”

We have discovered that clients are able to understand and apply the concepts we teach more easily if we characterize our work in terms of “mindset change” rather than “way-of-being change.”

We join them in the limitations they face and hold ourselves to the same requirements.

There’s something deeper than behavior that determines our influence on others—it’s whether we’re in or out of the box. You don’t know much about the box yet, but when we’re in the box, our view of reality is distorted—we see neither ourselves nor others clearly. We are self-deceived. And that creates all kinds of trouble for the people around us.

Once we have assessed our awareness of the real issues that need correction, we can begin the important work of listening and learning.

For this reason, to overcome the challenging societal and organizational issues we face today, organizations must first help people change their way of being—the way they see and regard others. No behavioral prescription can overcome the deeper underlying mindset that drives behavior.