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Full Description
This new, third edition of the best-selling Coaching for Commitment is based on the groundbreaking coaching work of the late Dennis C. Kinlaw. In this thoroughly revised and updated edition the authors, Cindy Coe and Amy Zehnder clearly show that coaching is a proven strategy for improving performance in today s environment of intense competitiveness for total customer satisfaction, continuous improvement, and the drive to deliver superior products and services. This book includes the most current coaching strategies and methodologies and provides information on the latest definitions of what coaching is and ways to succeed at coaching. The authors take Kinlaw s concept of tying coaching and commitment one step further and make commitment to action part of a new coaching model. Coaching for Commitment offers a practical, how-to guide to coaching for anyone (no matter what their skill level) who wants to hone their coaching skills for a range of circumstances and using a variety of methods--face-to-face, with a virtual team, on the fly, by phone, or e-mail.
Coaching for Commitment is filled with easy to use tools, illustrative examples, and sample coaching conversations that clearly show how to use the coaching process, understand the underlying model, and develop the needed skills.
Contents
ACKNOWLEDGMENTS xi PREFACE xv INTRODUCTION 1 1. COACHING FOR COMMITMENT 7 Successful Coaching: A Working Definition 7 Coaching Works 9 The Meaning of Commitment 10 Building Commitment Through Coaching 13 Coaching for Commitment 21 Coaching Moment 21 Chapter Summary 22 2. THE COACH ROLE 23 Role Distinctions What and How 24 Shift Happens! 27 Coach Role 37 Coaching Moment 52 Chapter Summary 53 3. THE COACHING PROCESS 57 Coaching Prism 59 Putting the Pieces Together 61 Coaching Moment 62 Chapter Summary 63 4. TRUST 65 Establishing and Maintaining Trust 65 Coaching Moment 74 Chapter Summary 75 5. THE INDICOM COACHING MODEL 77 InDiCom Coaching Model Stage I: Involve 80 InDiCom Coaching Model Stage II: Discover 85 InDiCom Coaching Model Stage III: Commit 92 Interdependent Stages 101 Coaching Moment 102 Chapter Summary 103 6. CLEAR COACHING SKILLS 105 Challenge 107 Listen 116 Encourage 124 Ask 132 Refine 137 Coaching Moment 147 Chapter Summary 147 7. PLAN TO COACH 149 Performance Coaching 150 Documentation 162 Note-Taking 162 Coaching Channels 163 Coaching Tools 166 Coaching Moment 167 Chapter Summary 168 8. THE COMPLETE COACHING CONVERSATION 169 General Coaching PBC s Why 170 Performance Coaching Coach s Why 179 Coaching Moments 187 Coaching by Email 190 Coaching Moment 196 Chapter Summary 196 9. CREATING A COACHING FOR COMMITMENT CULTURE 197 What Does a Coaching for Commitment Culture Look Like? 198 Create a Value Proposition for Coaching 200 How to Create a Coaching for Commitment Culture 201 Gaining Commitment to a Coaching for Commitment Culture 206 Coaching Moment 211 Chapter Summary 211 FINAL NOTE 213 APPENDIX A: THIRTY-FIVE COACHING QUESTIONS 215 APPENDIX B: TWENTY REALITY CHECKS 219 APPENDIX C: TWENTY VALIDATE AND CELEBRATE 221 STATEMENTS APPENDIX D: YOUR PERSONAL COACHING FOR 223 COMMITMENT PLAN APPENDIX E: EVALUATING YOUR COACHING 227 REFERENCES 233 INDEX 235 ABOUT THE AUTHORS 243
