CHAPTER 3 Being Right—Really Flashcards
What are the two levels at which a consultant operates?
Content level and affective level.
The content level deals with the cognitive part of a discussion, while the affective level involves feelings and interpersonal dynamics.
What is the main objective of every consultation?
To focus on and value the affective aspect of the relationship with the client.
Understanding feelings provides insight into the client’s real concerns and the potential for a good relationship.
What are the four elements of the affective side of consultant-client interaction?
- Responsibility
- Feelings
- Trust
- Your own wants
What does balanced responsibility mean in a consulting relationship?
Responsibility should be shared 50/50 between the consultant and the client.
Both parties should actively participate in communication and decision-making.
Why is it important for clients to own their own feelings during consultations?
It helps balance responsibility and provides insight into the client’s true experience.
A consultant should also be aware of their own feelings about the client’s behavior.
What should consultants do to build trust with clients?
Ask clients about their trust in confidentiality and express any doubts they may have.
Addressing distrust directly can help foster a trusting relationship.
What are some wants that consultants may have in a consulting relationship?
- Organizational wants
- Wants for acceptance and inclusion
- Wants for access to the organization
- Wants for support from the client
What is the essence of consulting as a business?
Consulting is fundamentally a relationship business.
The success of consulting work hinges on the quality of relationships with clients.
What is the significance of the struggle in consulting?
The struggle is often where solutions are found, especially when facing paradoxical situations.
Acknowledging tensions between opposing viewpoints can lead to better outcomes.
What is more important than finding the right answer in consulting?
The question itself is more important than the answer.
Trusting the right questions can drive meaningful exploration and change.
What is the problem with ‘how’ questions in consulting?
‘How’ questions often focus on methodology rather than purpose and can lead to superficial solutions.
They externalize the problem and ignore deeper issues.
What types of questions should consultants focus on for authentic change?
- What is the point of what we are doing?
- What has to die before we can move to something new?
- What is the real value of our product and service?
- What personal meaning do people find in what we are doing?
What does the question ‘What would happen if we did nothing?’ imply?
It prompts reflection on the necessity of change versus maintaining the status quo.
It encourages consideration of whether improvement is needed at all.
What is the importance of understanding one’s own wants as a consultant?
Recognizing your own wants is essential for the success of the consulting relationship.
It helps avoid falling into a service mentality that neglects the consultant’s needs.
What do many people think work is?
Work is just that, work.
What should we focus on instead of fixing weaknesses?
Find out what more is possible.
What question should we ask regarding our legacy?
What will our legacy be?
What is required for genuine change to occur?
Engagement in difficult questions.
True or False: The ‘why?’ questions are designed for learning and change.
True.
What happens if we manage around tension instead of addressing it?
We risk losing the day.
What is the key to unlocking new ways of thinking?
Naming and discussing tension.
What is more important than finding answers in discussions about tension?
The expression itself.
What is the first step in staging the client’s involvement?
Define the Initial Problem.
What should the consultant do if they think a project won’t succeed?
Seek conditions where it can work.
