‘All winners’ in new business approach

Press, 13 June 1986, Page 25

‘All winners’ in new business approach

Future business success will depend largely on changing from “win-lose” to “win-win” practices, according to a visiting American consultant in high performance behaviour and personal development, Dr Denis Waitley. He was speaking this week after an attitude training seminar organised by the Institute of Management’s Canterbury division in Christchurch. “The emerging new win-win corporate enterprise strives to meet customer needs with the finest quality of products and service,” Dr Waitley said. “The emphasis is on employee excellence, maximising long-term returns on investment and anticipating change in the market place.”

This was a marked change from the “I win, too bad for you” attitude, Dr Waitley said. The new business attitude was based on an “if you win

then I win too” principle. Among the different groups that Dr Waitley has worked with as a behavioural psychologist are business executives, the 1984 ’ United . States Olympic team, American astronauts, and prisoners of war.

“I have helped business executives to realise that most of their daily diet from the environment is going to be negative,” he said. “They therefore need to learn how to avoid letting this negativity discourage and distract them from their goals.

“I show how they are not going to win by using intimidation, short cuts, or low quality of service and products. In the international marketplace the most competitive business is the one that gives the most in quality. Asian producers, in particular, are showing us how to do this.”

Dr Waitley said he also showed business executives how they sold their products or services according to their opinion of themselves.

Olympic athletes have been taught by Dr Waitley how to excel rather than go to pieces under pressure, he said.

“I have taught them how to relax, centre themselves, and prepare their bodies with their minds before their events ... They also learn how to mentally eliminate all distractions within the Olympic arena.”

During recent years Dr Waitley has spent much of his time lecturing and holding training seminars in many countries. He is the author of several books including “The Psychology of Winning” and “Ten Seeds of Greatness.”