Blog

Coaching Cross-Culturally

Terry R. Bacon, PhD, and Karen I. Spear, PhD If I don’t know I don’t know, I think I know If I don’t know I know, I think I don’t know                                                R. D. Laing, Knots   When you coach someone from a shared cultural background, it’s a one-on-one encounter.  But when you coach someone...

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The Cliffhanger Trap

This article follows “The Self-Reflective Nature of Coaching.”  We have often reminded readers that coaching is about the client’s journey. But it’s the coach’s journey, too. Coaching is not done in the abstract. You are there, flesh and bones, hands, heart, head, and hope. Coaching is a commitment of your time and talents. It may be your only avocation. But even if it is not, you are...

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The Self-reflective Nature of Coaching

Coaches hold up a mirror for clients In their environment at work, leaders are unable to see themselves as others see them. Even in the most open environments, direct reports are careful to protect themselves and tell the boss what they think the boss wants to hear or what the boss will find palatable. Honest and unblemished communication is rare because―as we all know― messengers do get...

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What It Takes to Win, Part 4

Creating Preference It should be obvious that merely establishing credibility and being acceptable to the customer do not win bids. They just open the gates so the customer would feel confident in awarding you the contract. The reality of competition in the new millennium is that many bidders can pass through those gates, and that’s what happened in Bob’s case. If no company bidding on a...

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What It Takes to Win, Part 3

Establishing Acceptability If customers find you credible, then they will next want to determine if you are acceptable.  Acceptability hinges on two factors you can control (negotiable terms and a competitive price) and on one you cannot:  the political environment. Negotiable Terms First, customers want to know if they can work with you.  Are your terms and conditions acceptable to them,...

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What the Egyptian Revolution Teaches Us about Power and Influence

Like most people around the world, I have been fascinated during the past 15 days by the largely peaceful revolution that brought down a 30-year-old dictatorship in Egypt.  The pictures of thousands of protestors chanting in Midan Tahrir (Liberation Square) were mesmerizing, as was their collective show of defiance when confronted by government-directed thugs days ago.  Unlike Dick Cheney, who...

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