1.5 - About University

ScarcityAbundanceAppropriate UsesScarcity mind-set is more appropriate:• You have no expectations of other peopleafter the deal is finalized (e.g., buying a usedcar from a stranger in as-is condition).• You know the other person(s) is willing towork or negotiate only in a win–lose way.An abundance mind-set will serve leaders betterin the long run:✔ In dynamic, knowledge-based organizations,success requires working interdependently.✔ In real teams, people win or fail together.This tool outlines two extremes: a Scarcity frame of reference and an Abundance frame ofreference. Use the distinctions listed here to begin examining your own leadership attitude orframe of reference.H OW TO USE THIS TOOL“The experiences of [concentration] camp life show that people do have a choice of action. Thereare enough examples, often of a heroic nature, which prove that apathy can be overcome, irritabilitysuppressed, and people can preserve a vestige of spiritual freedom, of independence of mind, evenwhen under severe psychic and physical stress. We who lived in concentration camps can rememberthose 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 takenfrom a person except one thing: the last of the most wondrous of human freedoms, the freedom tochoose one’s own attitude in any given set of circumstances, to choose one’s own way.”—Viktor Frankl, MAN’S SEARCH FOR MEANINGTwo points must be emphasized.1. Having the right attitude does not replace the necessity for clear agreements or legalcontracts.2. Sometimes a scarcity attitude or mind-set is appropriate (e.g., when you are involvedin negotiations in which you don’t care about the relationship, about the level of goodwill,or about follow-through by the other person).WEB WORKSHEETThink of situations you are currently involved in or soon likely to become involved in (e.g., anupcoming decision, a negotiation with a peer in your organization, a presentation to seniormanagement). Use the space provided here to reflect on the benefits and potential pitfalls ofapproaching each situation with a scarcity or an abundance mind-set.SECTION 14 TOOLS FOR LEARNING 429