The ideal is a company that takes all perceptual positions. It
doesn’t guarantee success, but it puts it head and shoulders
above most other organizations.
❏ 1st position It has a clear mission statement expressing the
vision and mission of the business in a way that provides
direction for all its employees. Shareholders in the business
participate in the development of the business mission. It
has agreed, published values that are upheld and lived out
by everyone in the company. Employees’ goals and roles tie
in totally with the business strategy and are understood by
everyone.
❏ 2nd positionEmployees spend time with their customers
(internal and external), finding out their true requirements
and collecting regular feedback about how they are doing.
They listen to what their customers have to say. The
company does whatever it can to ensure the success of its
customers no matter what that takes, and does this not only
with customers but also with suppliers. The enlightened
company takes a systems view of commerce and looks for
ways to work with organizations that might once have been
their competitors.
❏ 3rd positionIndividuals and teams take time to stand
back, take stock, and review how they are doing. They pay
attention to process as well as content. They learn from
experience and in so doing ensure they are on a track of
continuous improvement. They see the impact of their
behavior on others in the system and equally the effect of
others’ behavior and actions on themselves. They take the
strategic overview.
Assertion is the ability to stand up for your needs and desires
in a way that takes account of other people's needs and
desires. This is a process of cooperation that leads to the
increased likelihood of a win/win outcome. We know from the
principles of outcome thinking, explained in Chapter 15, that
dovetailing outcomes in this way increases the chances that you
CHARACTERISTICS OF A
COMPANY THAT TAKES
ALL PERCEPTUAL
POSITIONS
Achieving win/winNEGOTIATE YOUR WAY THROUGH LIFE: PERCEPTUAL POSITIONS 319