Page 142 - engage workbook

Score Characteristics Tips

121 - 150 You like to make sure that everyone Before you help others, pause to
around you is OK and you want to consider the pros and cons. What
be everyone’s friend. Buyers will might be the positive and negative
see you as being on their side. impact, not only on the other party,
On the minus side, you may avoid but on you and on your team /
confrontations and have a tendency organization. Let others help you
to ignore bad news. Also, there is a out on occasion, even though you
risk that you may undermine your do not think it is necessary.
own organization’s needs to satisfy
the needs of buyers.

151 - 180 To see other people happy is your Be prepared to say no - not only to
biggest reward. Money is not others, but also to yourself - given
important to you. The big risk is that your instinct is always to help.
that you are so focused on looking Set aside time in your diary to look
after the needs of others that you after yourself and do things that
do not look after your own needs or you enjoy.
those of your organization. Buyers
will see you going the extra mile
for them, but they may also take
advantage of your generosity.

Self score: Desired score: By when:

Ideas for action

A person scoring low in Your needs / My needs would put their own interest
and well-being before others and would be susceptible to self-serving bias,
attributing any success to their actions and any failure to the actions of others.

For more on cognitive biases and how to mitigate their impact, see section 6.

137 engage-universe.com