I’M OK; You’re OK
Dr. Eric Berne wrote two books about his theories on social interactions. The first was a boring explanation of his Transactional Analysis theory; while the second book, Games People Play, sold over 5 million copies (Butler-Bowdon, 2024). A friend of Berne’s, Thomas Harris, thought that the TA concepts addressed in the Games book were still too complex. So Harris wrote a follow up book, distilling the principles of Transactional Analysis into a very simple series of interactions in the book, I’m OK, You’re OK (drthomasharris.com, n.d.). Harris simplified Berne’s social interaction further into four variations of this simple statement- -“I’m OK, You’re OK.”
I knew absolutely nothing about Eric Berne or Thomas Harris or Transactional Analysis or I’m OK, You’re OK when I was told to attend a sales training in a small room inches away from a very animated business owner. I started to learn about the approach of valuing the input and opinions of others and affirming their perspectives and knowledge as a way to gain the trust of a prospect and turn them into a customer. I would later discover that much of this approach is based on the previously mentioned Berne-Harris literature (Schaphorst, 2016; Gustafson, 2019).
The approach utilizes Harris‘s work as building on this idea that when you’re not OK and the other person you encounter is OK, you begin working to affirm that you value and appreciate their unique perspective. It is all about building and sustaining a mutually beneficial relationship. In the case of sales, this is done with a sales prospect; but this can easily be transferred into building out other relationships as well.
I began to use this insight and saw in person how this approach would impact relationships. I remember distinctly one time in my corporate career when a team of people and myself were being berated by the CEO of this company. He was angry and frustrated with some of the results that we were reporting. By using affirmation and really stepping into his concerns, I was able to reduce the tension in the room, and turn the meeting into a much more positive outcome.
Just recently, a similar situation occurred in my office. A very frustrated adult student came to my office, forcefully demanding a resolution to certain issues. I invited another faculty member to be with me, hoping that a non-partisan observer would help lessen the tension. Things started to turn badly as we began the discussion. Knowing that I could pull rank no matter the consequences, I instead made the active choice to affirm the student’s perspective and recognize what they were feeling in terms of how they were frustrated by the actions of another professor. The meeting turned on this, and after some reassurance that we would continue to work on resolving these issues, the student left, satisfied that they had been heard. My colleague who was in the room was amazed by the outcome and commented that she thought there might be an explosion. She wasn’t sure how I was able to turn this around and resolve the issue without incident.
Some have suggested that this aforementioned sales approach can be manipulative (Elmore, 2016). I will acknowledge that this type of affirmation for personal gain can be manipulative if not undertaken with great humility and respect for the other person, which the sales literature freely acknowledges (Schaphorst, 2016).