Encyclopedia of Leadership

This tool outlines two extremes: a Scarcity frame of reference and an Abundance frame of

reference. Use the distinctions listed here to begin examining your own leadership attitude or

frame of reference.

HOW TO USE THIS TOOL

“The experiences of [concentration] camp life show that people do have a choice of action. There

are enough examples, often of a heroic nature, which prove that apathy can be overcome, irritabili-

ty suppressed, and people can preserve a vestige of spiritual freedom, of independence of mind, even

when under severe psychic and physical stress. We who lived in concentration camps can remember

those people who walked through the huts to comfort others, giving away their last piece of bread.

They may have been few in number, but they offer sufficient evidence that everything can be taken

from a person except one thing: the last of the most wondrous of human freedoms, the freedom to

choose one’s own attitude in any given set of circumstances, to choose one’s own way.”

—Viktor Frankl, MAN’S SEARCH FOR MEANING

Two points must be emphasized.

1. Having the right attitude does not replace the necessity for clear agreements or legal
   contracts.


2. Sometimes a scarcity attitude or mind-set is appropriate (e.g., when you are involved
   in negotiations in which you don’t care about the relationship, about the level of good-
   will, or about follow-through by the other person).

WEB WORKSHEET

Think of situations you are currently involved in or soon likely to become involved in (e.g., an

upcoming decision, a negotiation with a peer in your organization, a presentation to senior

management). Use the space provided here to reflect on the benefits and potential pitfalls of

approaching each situation with a scarcity or an abundance mind-set.

SECTION 14 TOOLS FORLEARNING 429

Scarcity Abundance

Appropriate Uses Scarcity mind-set is more appropriate:

• You have no expectations of other people
  after the deal is finalized (e.g., buying a used
  car from a stranger in as-is condition).


• You know the other person(s) is willing to
  work or negotiate only in a win–lose way.

An abundance mind-set will serve leaders better

in the long run:

✔ In dynamic, knowledge-based organizations,

success requires working interdependently.

✔ In real teams, people win or fail together.