Page 104 - stephen covey The seven habits of highly effective people

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And what happens to a young mind and heart, highly vulnerable, highly dependent upon the
support and emotional affirmation of the parents, in the face of conditional love? The child is molded,
shaped, and programmed in the win-lose mentality.
"If I'm better than my brother, my parents will love me more."
"My parents don't love me as much as they love my sister. I must not be as valuable."
Another powerful scripting agency is the peer group. A child first wants acceptance from his
parents and then from his peers, whether they be siblings or friends. And we all know how cruel
peers sometimes can be. They often accept or reject totally on the basis of conformity to their
expectations and norms, providing additional scripting toward win-lose.
The academic world reinforces win-lose scripting. The "normal distribution curve" basically says
that you got an "A" because someone else got a "C." It interprets an individual's value by comparing
him or her to everyone else. No recognition is given to intrinsic value; everyone is extrinsically
defined.
"Oh, how nice to see you here at our PTA meeting. You ought to be really proud of your daughter,
Caroline. She's in the upper 10 percent."
"That makes me feel good."
"But your son, Johnny, is in trouble. He's in the lower quartile."
"Really? Oh, that's terrible! What can we do about it?"
What this kind of comparative information doesn't tell you is that perhaps Johnny is going on all
eight cylinders while Caroline is coasting on four of her eight. But people are not graded against their
potential or against the full use of their present capacity. They are graded in relation to other people.
And grades are carriers of social value; they open doors of opportunity or they close them.
Competition, not cooperation, lies at the core of the educational process. Cooperation, in fact, is
usually associated with cheating.
Another powerful programming agent is athletics, particularly for young men in their high school or
college years. Often they develop the basic paradigm that life is a big game, a zero sum game where
some win and some lose. "Winning" is "beating" in the athletic arena.
Another agent is law. We live in a litigious society. The first thing many people think about when
they get into trouble is suing someone, taking him to court, "winning" at someone else's expense. But
defensive minds are neither creative nor cooperative.
Certainly we need law or else society will deteriorate. It provides survival, but it doesn't create
synergy. At best it results in compromise. Law is based on an adversarial concept. The recent trend
of encouraging lawyers and law schools to focus on peaceable negotiation, the techniques of win-win,
and the use of private courts, may not provide the ultimate solution, but it does reflect a growing
awareness of the problem.
Certainly there is a place for win-lose thinking in truly competitive and low-trust situations. But
most of life is not a competition. We don't have to live each day competing with our spouse, our
children, our co-workers, our neighbors, and our friends. "Who's winning in your marriage?" is a
ridiculous question. If both people aren't winning, both are losing.
Most of life is an interdependent, not an independent, reality. Most results you want depend on
cooperation between you and others. And the win-lose mentality is dysfunctional to that cooperation.

Lose-Win

Some people are programmed the other way -- lose-win.
"I lose, you win."
"Go ahead. Have your way with me."
"Step on me again. Everyone does."