INSEAD Library

Includes bibliographical references

Digitized

Success Through
Transactional Analysis
Contents
Foreword xi
Preface xiii
Acknowledgments xv
One The Magic of Transactional Analysis 3
How to Have the Right Advice—Always 3
What Repetitive Behavior Patterns Reveal-
The Notion of Life Scripts 7
Self-Defeating Patterns of Conversation—
The Concept of Games 11
Unraveling the Mysteries of Impulsive
Responses 15
Two Getting a Feel for People 21
How Our Brains Store Experiences-
The Tape Recorder Principle 22
How the Experts See Us—The Parent,
the Adult, and the Child 24
The Key to How We See Life—The Principle
of Stroking 33
Some Common Stroking Patterns 35
Some Practical Implications of the
Principle of Stroking 43
Three Catching Up with the Experts 46
The Impact of Our First Opinions of
Ourselves—The Concept of Life Positions 46
Childhood Decisions Which Affect Our
Later Lives 52
How to See People More Clearly 57
Interpreting Everyday Conversations 64
Four Extending Your Perspective 72
Hidden Meanings in How We Spend Our
Time 72
Secret Contracts We Subconsciously Make
with People 83
How We Act Out Our Life Scripts 88
Typical Life Scripts in Business 93
Five Using Game Theory in Business 101
How We Choose the Games We Play 101
How Games Reflect Our Life Position 113
Games That Are Played in Pairs 119
How to Avoid Losing Games 123
Six Living in the Past, Future, and Present 129
The Concept of Time Competency 129
Seeing and Hearing with Eyes and Ears
of the Past 131
Living in the Future 142
Living in the Present 146
Seven Contracting for Change 154
Learning to See Yourself 154
Seeing Yourself in the System You're In 161
How to Make the System OK 166
How to Go About Changing Yourself
(for Those Who Are Interested) 170
Eight Making Decisions That Pay Off 181
Decisions Made by the Child 182
Decisions Made by the Parent 186
How Scripts Can Keep Us from Making
Decisions 197
Adult Decisions Based on Reality 204
Nine Refining the Art of Management 213
Learning to Sense "Where" People Are 215
Neutralizing Your Own Expectations 220
Creating an Atmosphere of Trust 229
Ten Mastering In-Depth Management 239
Helping People See Themselves Clearly 239
Helping People Grow (Change Themselves) 250
Getting the Most Out of People 262
Source Notes 266
Index 267