BOOK SUMMARY 69 The Art of Possibility
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Summary written by: Ingrid Urgolites
"We perceive only the sensations we are programmed
to receive, and our awareness is further restricted by the fact that we
recognize only those for which we have mental maps or categories."
- The Art of Possibility, Page 10
The
Art of Possibility is about building a set of mental
frameworks to create possibility. The 12 chapters are a progression of
“practices” that build on each other and become more effective with time.
Schools know their students will not remember the facts they learn for a
lifetime. They teach a broad base of subjects because students will develop
mental frameworks and a capacity to apply concepts to understand their
experiences and effectively create solutions. This book does that. The reader
can build frameworks in their mind by practicing these exercises to take
advantage of and see the possibility in life as it presents itself.
Rosamund
Stone Zander and Benjamin Zander co-authored The Art of Possibility.
Roz and Ben beautifully illustrate partnership throughout the book; their ideas
are separate but woven together to complement the other. Ben is the conductor
of the Boston Philharmonic Orchestra, and Roz has a private practice in family
therapy and professional accomplishment groups. The reader benefits from seeing
the application of these frameworks in both a dynamic public setting and on an
intimate level. The book itself has fluency, an almost magical quality similar
to music, and it maintains a logical structure with clearly defined actionable
steps.
There
are many useful concepts here to choose from but for this summary I want to
focus on the idea of connection as a more powerful tool than competition in
business. Competition is a win-lose proposition that creates exclusions, a
sense of scarcity and it closes doors. Connection is an “everyone plays” proposition
that creates acceptance, a sense of abundance, and it opens up
possibilities.1 Making people feel good about themselves and
connected to others creates an atmosphere of attraction. An effective business
maintains relationships with customers, clients and employees. It is important
to project a vision of connection instead of competition to build solid
relationships.
The Golden Egg
Passion Creates Connections and Fear Creates Division
"This
new leader carries the distinction that it is the framework of fear and
scarcity, not scarcity itself, that promotes divisions between people. He
asserts that we can create the conditions for the emergence of anything that is
missing. We are living in the land of our dreams. This leader calls upon our
passion rather than our fear. She is the relentless architect of the
possibility that human beings can be."- The Art of Possibility, Page 163
The
Zanders explore the differences between a typical “mission statement” and
having a “vision.” Mission statements are usually an expression of
competition and scarcity, the idea conveyed is that the company is making a
difference in a world of peril. This framework limits possibility rather than
creating it. A vision frames the possibility and lets us know when we are
off track. To create possibility we need a vision instead of a
mission. The vision knows the illusion of scarcity and competition are
only stories we tell ourselves.
The
Zanders use the illustration of a partially filled glass of water. The optimist
describes it as half-full; simply a description of what is physically present,
what we have. To describe the glass as half-empty we have to tell ourselves the
story of how we could have more, that scarcity is an invention of the mind.
An optimist is just realistic. The vision then is that what we have is enough
for all these possibilities.
To
create a vision that says, “We can create the conditions for the emergence
of anything that is missing. We are living in the land of our dreams”, we
must build an effective framework. To learn how read on to the GEMs.
Gem #1
Have an Attitude of Abundance
"In
fact, we are saying that, on the whole, you are more likely to extend your
business and have a fulfilled life if you have the attitude that there are
always new customers out there waiting to be enrolled rather than that money,
customers, and ideas are in short supply."- The Art of Possibility, Page 21
Survival-thinking is the ongoing attitude that life is dangerous
and to make it through we need to look out for ourselves. Scarcity-thinking
is similar in that we have to compete for a limited supply or a few quality
prospects. The Zanders make the distinction between this type of thinking and
actual scarcity or survival. I remember a salesperson telling me that “You have
to be hungry” to be in sales and to be honest we were. We stayed hungry partly
because the story of desperation we told ourselves was an echo of the story the
company told us and it came through in our work. The buyers bought the things
we sold from other people because they made better connections with them.
Desperation drives people away.
I have
worked with other companies that had a more optimistic framework. They were
more successful with nearly identical resources. They were more realistic with
the allocation of resources and did not create deficits but more importantly,
they created a resonant attitude of abundance. It is important to remember this
is not a manipulation strategy to make it appear the business is doing better
than it is. Instead, we remain realistic, and a shift in attitude is the
catalyst of change. The Zanders use a conversation between Heisenberg and
Einstein as an example: Einstein said it was nonsense to found a theory on
observable facts alone, saying “in reality the very opposite happens. It is the
theory which decides what we can observe.” Telling the story of abundance opens
up the mind to the possibilities that are already there. Optimism creates a
framework for connections.
Gem #2
Imagine Grace
"The
only grace you can have is the grace you can imagine.1 An A radiates
possibility through a family, a workplace, and a flowering of talent and
productivity. Who knows how far it will travel?"- The Art of Possibility, page 52
Giving
an unearned A at the beginning of the course to his students is a practice Ben
talks about throughout the book. He requires them to write him a letter
explaining why they earned the A at the beginning of the course and date it for
the end of the course. The letters he published are very moving, especially
those written by students who have not earned an A before. The students think
of themselves as better than they ever have thought possible. Now that it is
possible, imagined and written by their own hand, they can live into it. The A
created the possibility of an A.
Grace
is unearned benevolence. The idea is that no matter what happened before you
can do well now.1 It is finding the possibilities you create by maximizing
your contribution. This is not evaluating success, failure, or about
comparison, instead of doing better than the competition it is about
outperforming yourself. Grace starts with believing you are a contribution and
radiates outward. You have a “can do” attitude, and you believe others “can do”
also and soon they believe it and grace spreads. You assume good intentions and
talk about US and WE. This is the story of inclusion, sufficiency and
connection that weaves its way into our lives and creates possibility.
One
way I like to make simple, small, contributions is I try to make someone’s day.
I look for an opportunity to do something unexpected and unnecessary but not
unappreciated. We both win because the reward was the connection. Sometimes
more possibilities open up and sometimes they do not but it does not close
doors and everyone feels good. The small things build big things over time.
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