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Emotional & Cognitive
Awareness for
Confidence & Success
RESILIENCE
Shalini Bahl, Ph.D.
Social Entrepreneur & 

Mindfulness Consultant
MILLION DOLLAR
BUSINESS IN FASHION
CA AND AWARD WINNING
RESEARCHER
THE SAME MIND MADE ME
WALK AWAY FROM ALL OF
THIS.
#POWEROFYOURMIND
WHEN YOU DON’T LOOK AT
YOUR MIND, IT CONTROLS YOU.
WHEN YOU LOOK AT YOUR
MIND, YOU CONTROL YOUR LIFE
#POWEROFYOURMIND
PAUSE
How do you experience
failure and success?
➤ Take a few breaths to create
space in mind, body and heart
➤ Use the suggested prompt to
start writing without worrying
about grammar, spellings, and
making sense
➤ Do not stop writing till the bell
rings. If nothing is coming up,
just keep writing, nothing is
coming up, till something comes
up.
FREESTYLE JOURNALING
Thinking about my failure, I am noticing
that…
➤ Body
➤ Feelings
➤ Thoughts
Thinking about my success, I am noticing
that…
➤ Body
➤ Feelings
➤ Thoughts
➤Read what you wrote and discover any
words or phrases that are repeating or
stand out.
➤Are there any patterns in how you deal
with failure and success?
DISCOVERIES?
2 0 1 7 . A L L R I G H T S
WWW.WEBSITE.COM
12
NEGATIVE*
THOUGHTS
➤ COMPARISON
➤ BELONGING
➤ CONTROL
70%
*Raj Raghunathan, Ph.D
MEET YOUR
INNER
CRITIC
We naturally pay much more attention to negative
than positive occurrences in our lives.
NEGATIVITY BIAS13
“In studies, men overestimate their abilities and
performance, and women underestimate both.
Their performances do not differ in quality.”
– Katty Kay and Claire Shipman
“Women attribute their success to working hard,
luck, and help from other people. Men will attribute
that – whatever success they have, that same success
– to their own core skills.”
– Sheryl Sandberg
WWW.WEBSITE.COM
Facts about
Failure
1. Failure distorts your perceptions -
makes your goals seem unattainable
2. Failure distorts perceptions of your
actual abilities
3. Most fears of failure are unconscious
4. Fear of failure often leads to
unconscious self-sabotaging
5. Fear of failure can be transmitted
from parents to children
6. The pressure to succeed increases
performance anxiety and causes
choking. 
- Guy Winch Ph.D.
AGENDA
1. What is resilience
2. How to develop resilience
A. Inner calm
➤ Managing stress
B. Emotional awareness
➤ Befriend your emotions
C. Cognitive awareness
➤ Know your self-talk
3. Learn to P.A.U.S.E.
➤ The default loop
➤ The awareness loop
WHAT IS RESILIENCE?
RESILIENCE
“The ability to overcome stress and
maintain an effective level of
appropriate behavior or performance
when confronted by obstacles,
setbacks, distractions, hostile
conditions or aversive stimuli.”
Staal et al 2008
RESILIENCE
The ability to adapt to change and
adversity with ease.
KEY TO RESILIENCE
KEY TO RESILIENCE
KEY TO RESILIENCE
“The key to resilience is
trying really hard, then
stopping, recovering, 

and then trying again.”
Achor & Gielan in HBR, 2016
KEY TO RESILIENCE
Awareness of self-
talk & emotions
related to success
and failure.
Dr. Seligman
Inner
Calm
Emotional
Resilience
Cognitive
Resilience
RESILIENCE
IN THREE
STEPS
INNER CALM
Manage Ongoing Stress
AMYGDALA HIJACK: EMOTIONS OVERTAKE THINKING
Amygdala
Prefrontal Cortex
➤ Immediate
➤ Disproportionate
emotional response
➤ Regret
➤ IQ drops 10-15 points
Executive Decision-Making
Emotions
INNER CALM PRACTICES
1. Mindfulness
A. Meditations - Simple Habit app
B. On the go - Mindful walking
2. Breaks
A. Internal - at work
B. External - beyond work
3. Gratitude Journal
4. Sensory Breaks - nature, eating, music
5. Social Support
A. Mentors
B. Team
C. Family & Friends
D. Community
EMOTIONAL
RESILIENCE
Awareness of emotions:
You are not your emotions
Success and
failure are
emotional
experiences.
EMOTIONAL RESILIENCE
Fear of failure
holds us back.
Pressure to
succeed creates
anxiety.
EMOTIONAL RESILIENCE
Emotions are
physiological
responses evoked
by perceived or
imagined stimuli.
WHAT IS AN EMOTION?
(Nummenmaa et al.2013)
EMOTIONAL AWARENESS
Recognize unconscious emotions in your body
EMOTIONAL AWARENESS:
YOU ARE NOT YOUR EMOTIONS
EXISTENTIAL
“I am angry”
PHYSIOLOGICAL
“I experience anger in
my body”
COGNITIVE
RESILIENCE
Awareness of Self Talk: 

How do you explain your
success and failure?
“Your way of explaining events to
yourself determines how helpless you
can become, or how energized, when
you encounter the everyday setbacks
as well as momentous defeats.
~Seligman, Martin E. in Learned Optimism:
How to Change Your Mind and Your Life
EXPLANATORY STYLE
EXPLANATORY STYLE: 3 P’S
Self-Talk Patterns:
1.Permanence
2.Pervasiveness
3.Personalization
PERMANENCE: ACROSS TIME
Pessimistic:
Permanent
It is always windy here!
Optimistic:
Specific & Temporary
It is windy today.
PERVASIVENESS: ACROSS CONTEXTS
Pessimistic:
Across all contexts
I can’t run coz I am not athletic.
Optimistic:
Specific Context
I can’t run cause I’ve not practiced it
enough.
PERSONALIZATION: OVERLY SELF-CRITICAL
Pessimistic:
Internalize
The client cancelled last minute because
he doesn't like me.
Optimistic:
External Reasons
The client cancelled last minute because
he is busy.
COGNITIVE AWARENESS:
YOU ARE NOT YOUR THOUGHTS
I am not good
enough!
I don’t have
to believe my
thoughts.
HOW TO
CULTIVATE
EMOTIONAL&
COGNITIVE
AWARENESS
Learn to P.A.U.S.E.
LEARN TO P.A.U.S.E.
I. Pause & breathe
II. Acknowledge
1.Body
2.Emotions
3.Self-Talk
III. Uncover
1. Underlying assumptions
2. Intentions & needs
3. Others’ perspectives
IV. Stay open to new perspectives
V. Explore most skillful and kind action
MAIN TAKEAWAYS
➤ Resilience training is cultivating
inner calm + emotional +
cognitive awareness
➤ Break the default loop with
awareness
➤ You are not your emotions
➤ You don’t have to believe your
thoughts
➤ Change negativity bias by
acknowledging success in your
body
➤ Key to resilience is
remembering to P.A.U.S.E.
When you pause to meet life with
awareness
You create a space –
To clearly see your thoughts and
feelings
To meet yourself and your deepest
desires
In this space there are endless
possibilities
And you get to choose what ideas to
act on
You are literally creating your life,
And you can do it with creativity, joy,
and ease.
#FearlessLeadership
DIFFERENT WAYS TO CONNECT WITH ME
➤ Email me: shalini@KnowYourMind.training
➤ For latest news on topics related to emotional intelligence like us on
Facebook:
➤ https://www.facebook.com/DowntownMindfulness/
➤ To read my blog posts: http://knowyourmind.training/blog/
➤ To view other slide decks: http://www.slideshare.net/ShaliniBahl
➤ Connect with me on LinkedIn: https://www.linkedin.com/in/shalinibahl
➤ Find my 5-minute meditation series on Simple Habit for:
1. Women’s resilience
2. Women at Work: Lead With Confidence
3. Self-Awareness
4. Procrastination
➤ or email me to get a direct ink to the above meditations.
➤ https://www.theatlantic.com/magazine/archive/2014/05/the-
confidence-gap/359815/
➤ Resilience Is About How You Recharge, Not How You Endure by
Achor & Gielan in HBR, 2016
➤ How to Evaluate, Manage, and Strengthen Your Resilience by David
Kopans in HBR 2016
➤ 5 Ways to Boost Your Resilience at Work by Rich Fernandez in HBR
2016
➤ What Resilience Means, and Why It Matters by Andrea Ovans in
HBR 2015
➤ The Failure-Tolerant Leader by Richard Farson & Ralph Keyes in
HBR 2002
REFERENCES
“If there is one skill that is
not stressed very much,
but is really needed, it is
knowing how to fail well…
So fail, fail again, fail
better.”
– Pema Chodron
“You may encounter
many defeats, but you
must not be defeated.
In fact, it may be
necessary to encounter
the defeats, so you can
know who you are,
what you can rise
from, how you can still
come out of it.”
– Maya Angelou, Poet, civil rights activist
“..some failure in life is
inevitable. It is
impossible to live
without failing at
something, unless you
live so cautiously that
you might as well not
have lived at all — in
which case, you fail by
default.”
- J.K. Rowling, Author
We need to accept that
we won’t always make
the right decisions, that
we’ll screw up royally
sometimes -
understanding that
failure is not the
opposite of success, it’s
part of success.”
- Arianna Huffington, co-founder
and editor-in-chief of The
Huffington Post

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Resilience in sales

  • 1. Emotional & Cognitive Awareness for Confidence & Success RESILIENCE Shalini Bahl, Ph.D. Social Entrepreneur & 
 Mindfulness Consultant
  • 3. CA AND AWARD WINNING RESEARCHER
  • 4. THE SAME MIND MADE ME WALK AWAY FROM ALL OF THIS. #POWEROFYOURMIND
  • 5. WHEN YOU DON’T LOOK AT YOUR MIND, IT CONTROLS YOU. WHEN YOU LOOK AT YOUR MIND, YOU CONTROL YOUR LIFE #POWEROFYOURMIND
  • 6. PAUSE How do you experience failure and success?
  • 7. ➤ Take a few breaths to create space in mind, body and heart ➤ Use the suggested prompt to start writing without worrying about grammar, spellings, and making sense ➤ Do not stop writing till the bell rings. If nothing is coming up, just keep writing, nothing is coming up, till something comes up. FREESTYLE JOURNALING
  • 8. Thinking about my failure, I am noticing that… ➤ Body ➤ Feelings ➤ Thoughts
  • 9. Thinking about my success, I am noticing that… ➤ Body ➤ Feelings ➤ Thoughts
  • 10. ➤Read what you wrote and discover any words or phrases that are repeating or stand out. ➤Are there any patterns in how you deal with failure and success?
  • 12. 2 0 1 7 . A L L R I G H T S WWW.WEBSITE.COM 12 NEGATIVE* THOUGHTS ➤ COMPARISON ➤ BELONGING ➤ CONTROL 70% *Raj Raghunathan, Ph.D MEET YOUR INNER CRITIC
  • 13. We naturally pay much more attention to negative than positive occurrences in our lives. NEGATIVITY BIAS13
  • 14. “In studies, men overestimate their abilities and performance, and women underestimate both. Their performances do not differ in quality.” – Katty Kay and Claire Shipman “Women attribute their success to working hard, luck, and help from other people. Men will attribute that – whatever success they have, that same success – to their own core skills.” – Sheryl Sandberg
  • 15. WWW.WEBSITE.COM Facts about Failure 1. Failure distorts your perceptions - makes your goals seem unattainable 2. Failure distorts perceptions of your actual abilities 3. Most fears of failure are unconscious 4. Fear of failure often leads to unconscious self-sabotaging 5. Fear of failure can be transmitted from parents to children 6. The pressure to succeed increases performance anxiety and causes choking.  - Guy Winch Ph.D.
  • 16. AGENDA 1. What is resilience 2. How to develop resilience A. Inner calm ➤ Managing stress B. Emotional awareness ➤ Befriend your emotions C. Cognitive awareness ➤ Know your self-talk 3. Learn to P.A.U.S.E. ➤ The default loop ➤ The awareness loop
  • 18. RESILIENCE “The ability to overcome stress and maintain an effective level of appropriate behavior or performance when confronted by obstacles, setbacks, distractions, hostile conditions or aversive stimuli.” Staal et al 2008
  • 19. RESILIENCE The ability to adapt to change and adversity with ease.
  • 22. KEY TO RESILIENCE “The key to resilience is trying really hard, then stopping, recovering, 
 and then trying again.” Achor & Gielan in HBR, 2016
  • 23. KEY TO RESILIENCE Awareness of self- talk & emotions related to success and failure. Dr. Seligman
  • 26. AMYGDALA HIJACK: EMOTIONS OVERTAKE THINKING Amygdala Prefrontal Cortex ➤ Immediate ➤ Disproportionate emotional response ➤ Regret ➤ IQ drops 10-15 points Executive Decision-Making Emotions
  • 27. INNER CALM PRACTICES 1. Mindfulness A. Meditations - Simple Habit app B. On the go - Mindful walking 2. Breaks A. Internal - at work B. External - beyond work 3. Gratitude Journal 4. Sensory Breaks - nature, eating, music 5. Social Support A. Mentors B. Team C. Family & Friends D. Community
  • 30. Fear of failure holds us back. Pressure to succeed creates anxiety. EMOTIONAL RESILIENCE
  • 31. Emotions are physiological responses evoked by perceived or imagined stimuli. WHAT IS AN EMOTION?
  • 32. (Nummenmaa et al.2013) EMOTIONAL AWARENESS Recognize unconscious emotions in your body
  • 33. EMOTIONAL AWARENESS: YOU ARE NOT YOUR EMOTIONS EXISTENTIAL “I am angry” PHYSIOLOGICAL “I experience anger in my body”
  • 34. COGNITIVE RESILIENCE Awareness of Self Talk: 
 How do you explain your success and failure?
  • 35. “Your way of explaining events to yourself determines how helpless you can become, or how energized, when you encounter the everyday setbacks as well as momentous defeats. ~Seligman, Martin E. in Learned Optimism: How to Change Your Mind and Your Life EXPLANATORY STYLE
  • 36. EXPLANATORY STYLE: 3 P’S Self-Talk Patterns: 1.Permanence 2.Pervasiveness 3.Personalization
  • 37. PERMANENCE: ACROSS TIME Pessimistic: Permanent It is always windy here! Optimistic: Specific & Temporary It is windy today.
  • 38. PERVASIVENESS: ACROSS CONTEXTS Pessimistic: Across all contexts I can’t run coz I am not athletic. Optimistic: Specific Context I can’t run cause I’ve not practiced it enough.
  • 39. PERSONALIZATION: OVERLY SELF-CRITICAL Pessimistic: Internalize The client cancelled last minute because he doesn't like me. Optimistic: External Reasons The client cancelled last minute because he is busy.
  • 40. COGNITIVE AWARENESS: YOU ARE NOT YOUR THOUGHTS I am not good enough! I don’t have to believe my thoughts.
  • 42. LEARN TO P.A.U.S.E. I. Pause & breathe II. Acknowledge 1.Body 2.Emotions 3.Self-Talk III. Uncover 1. Underlying assumptions 2. Intentions & needs 3. Others’ perspectives IV. Stay open to new perspectives V. Explore most skillful and kind action
  • 43. MAIN TAKEAWAYS ➤ Resilience training is cultivating inner calm + emotional + cognitive awareness ➤ Break the default loop with awareness ➤ You are not your emotions ➤ You don’t have to believe your thoughts ➤ Change negativity bias by acknowledging success in your body ➤ Key to resilience is remembering to P.A.U.S.E.
  • 44. When you pause to meet life with awareness You create a space – To clearly see your thoughts and feelings To meet yourself and your deepest desires In this space there are endless possibilities And you get to choose what ideas to act on You are literally creating your life, And you can do it with creativity, joy, and ease. #FearlessLeadership
  • 45. DIFFERENT WAYS TO CONNECT WITH ME ➤ Email me: shalini@KnowYourMind.training ➤ For latest news on topics related to emotional intelligence like us on Facebook: ➤ https://www.facebook.com/DowntownMindfulness/ ➤ To read my blog posts: http://knowyourmind.training/blog/ ➤ To view other slide decks: http://www.slideshare.net/ShaliniBahl ➤ Connect with me on LinkedIn: https://www.linkedin.com/in/shalinibahl ➤ Find my 5-minute meditation series on Simple Habit for: 1. Women’s resilience 2. Women at Work: Lead With Confidence 3. Self-Awareness 4. Procrastination ➤ or email me to get a direct ink to the above meditations.
  • 46. ➤ https://www.theatlantic.com/magazine/archive/2014/05/the- confidence-gap/359815/ ➤ Resilience Is About How You Recharge, Not How You Endure by Achor & Gielan in HBR, 2016 ➤ How to Evaluate, Manage, and Strengthen Your Resilience by David Kopans in HBR 2016 ➤ 5 Ways to Boost Your Resilience at Work by Rich Fernandez in HBR 2016 ➤ What Resilience Means, and Why It Matters by Andrea Ovans in HBR 2015 ➤ The Failure-Tolerant Leader by Richard Farson & Ralph Keyes in HBR 2002 REFERENCES
  • 47. “If there is one skill that is not stressed very much, but is really needed, it is knowing how to fail well… So fail, fail again, fail better.” – Pema Chodron
  • 48. “You may encounter many defeats, but you must not be defeated. In fact, it may be necessary to encounter the defeats, so you can know who you are, what you can rise from, how you can still come out of it.” – Maya Angelou, Poet, civil rights activist
  • 49. “..some failure in life is inevitable. It is impossible to live without failing at something, unless you live so cautiously that you might as well not have lived at all — in which case, you fail by default.” - J.K. Rowling, Author
  • 50. We need to accept that we won’t always make the right decisions, that we’ll screw up royally sometimes - understanding that failure is not the opposite of success, it’s part of success.” - Arianna Huffington, co-founder and editor-in-chief of The Huffington Post