INDICE: What's New. 1 A Consultant by Any Other Name.. Some Definitions andDistinctions. Consulting Skills Preview. The Promise of Flawless Consultation. 2 Techniques Are Not Enough. Beyond Content. The Consultant's Assumptions. The Consultant's Goals. Roles Consultants Choose. Collaboration and the Fear ofHolding Hands. Stating the Client's InvolvementStep by Step. Checklist # 1. Assessing the Balance of Responsibility. 3 Flawless Consulting. Being Authentic. Completing the Requirements of Each Phase. Results. Accountability. The Right to Fail. 4 Contracting Overview. ContractingThe Concept and the Skill. Contracting Skills. Elements of a Contract. Checklist # 2. Analyzing One of Your Contracts. Ground Rules for Contracting. 5 The Contracting Meeting. Who Is the Client? Navigating the Contracting Meeting. When You Get Stuck. The Problem with Saying No. Contracting Checkpoint. Checklist #3. Planning a Contracting Meeting. Selling Your ServicesGood Selling Is Good Contracting. The Meeting As a Model of How You Work. Closing the Contracting Meeting. After the Contracting Meeting. Checklist # 4. Reviewing the Contracting Meeting. 6 The Agonies of Contracting. Dealing with Low Motivation. Ceaselsss NegotiationThe Shifting Tide of Your Role. Some Other Specific Agonies. The Virtual World. 7 The Internal Consultant. Important Differences between Internal and Externam Consultants. Triangles and Rectangles. 8 Understanding Resistance. The Faces of Resistance. What Are Clients Resisting When They Are Resisting Us? Underlying Concerns. Sometimes It Is Not Resistance. The Fear and the Wish. Ogres and Angels. And Heroics. 9 Dealing with Resistance. Three Steps. Don't Take It Personally. Good Faith Responses. Consulting with a Stone. 10 From Diagnosis to Discovery. It Is Still the Relationship That Counts. The Call to Action. The Problem Is Not theProblem. How the Problem Is Being Managed. Flawless Discovery. 11 Whole System Discovery. Third-Party Consulting. Takng a Whole-System Approach. Putting Whole-System Discovery to Work. The Payoff. 12 Discovering Gifts, Capacities andPossibilities. When All Else Fails. The Power of Positive Deviance. The Implications for Consulting. An Example of What Is Working. 13 Get the Picture. TheSteps in Getting the Picture. A Word about Bias. Assessing How the Situation Is Being Managed. The Discovery Interview. Levels of Analysis. Your ExperienceAs Data. Checklist # 5. Planning a Discovery Meeting. Checklist # 6. Reviewing the Discovery Meeting. 14 Preparing for Feedback. A Clear Picture May Be Enough. Condensing the Data. Some Do's and Don'ts. Language in Giving the Picture. Presenting the Picture.. As Courtroom Drama. Support and Confrontation. 15 Managing the Meeting for Action. How to Present the Picture. Structuring the Meeting. The Meeti
- ISBN: 978-0-470-62074-8
- Editorial: John Wiley & Sons
- Encuadernacion: Cartoné
- Páginas: 400
- Fecha Publicación: 23/02/2011
- Nº Volúmenes: 1
- Idioma: Inglés