Notice the spiraling graduation of attitude that can easily infect a vul-
nerable emotional state. While the skeptic doubtsor suspectsthe credibility
of a situation or proposed solution, the pessimist takes it a step further and
expectsthe worst to happen. By the time an individual degrades into this
state of chronic cynicism, she now believesin insincerity to the point that she
doesn’t trust anyone’s motives.
We are all at times, and with good reason, in a transitory state of skep-
ticism, pessimism, or cynicism. Skepticism in and of itself is good. We
don’t want to take all matters at face value. It is essential to think through
every situation, refine our approach, and critique conventional wisdom.
We will, at times, be pulled into a cynical frame of mind when we are lis-
tening to those who have a track record of duplicity, spuriousness, and
self-centeredness.
These responses are to be expected, but we must be on guard so that
we do not allow these attitudes to become a permanent emotional state.
This slippery slope to cynicism ultimately lowers our emotional intelligence
and has a dangerous effect on relationships.
Furthermore, for the pessimists who cloak themselves in intellectual
patter and call themselves realists, I have come to the belief that pessimism
is little more than an exercise in intellectual laziness. Once pessimists de-
clare that “It won’t work,” they are released from any cerebral, volitional,
or imaginative responsibilities. Once you declare that failure is imminent,
your work is over.
On the other hand, optimists, who are emotionally anchored in hope,
declare, “We’ll find a way to make this work!” and begin to utilize their full
potential of rationality, imagination, and will.
EXPECTATIONS
Peter Brennan, who has been managing sales professionals for over
two decades in the electronics industry, told me this.
“When I first started selling, I thought the word attitudewas a
bunch of motivational hot air used by my manager to get me to sell
more. Back in those days, I figured it was all about ability and little
else. But over time, my opinion has evolved full circle to the point
that I think attitude is the single most important factor that deter-
mines success in the sales profession.
“Show me two people with equal ability and equal opportunity
but with differing attitudes, and over time you will see two distinct
productivity charts going in opposite directions. I have found that
the optimistic attitude is inextricably tied to a tireless work ethic.Redefining Optimism 101