Coaching for Commitment ACHIEVING SUPERIOR PERFORMANCE FROM INDIVIDUALS AND TEAMS THIRD EDITION Cindy Coe Amy Zehnder Dennis Kinlaw John Wiley & Sons, Inc. ffirs.indd vffirs.indd v 9/28/07 2:01:28 PM9/28/07 2:01:28 PM ffirs.indd iiffirs.indd ii 9/28/07 2:01:27 PM9/28/07 2:01:27 PM About This Book Why is this topic important? The return on investment for coaching is multiple times the initial investment, and the payoffs are tangible: sustained superior performance and commitment to self, organizations, and goals. The more coaching happens, the more high per- forming individuals and teams become. Coaching is an investment in people that leads to bottom-line results! What can you achieve with this book? Coaching for Commitment has something to offer to everyone. The manager who is looking to foster independence and innovation, the executive who wants to hone strategic and interpersonal skills, the HR professional who wants to effec- tively develop talent, the teacher who is trying to communicate differently with students and team members, the employee who is stuck in a rut and is looking for growth and opportunity, the parent who is looking for a new and creative way to interact with the kids, or the coaching professional who is looking for a new way of re-energizing his or her coaching. This book is for the new and the novice coach, as well as for the seasoned and savvy. How is this book organized? This book contains nine chapters and fi ve appendices. From commitment to coaching and back to commitment, it is loaded with tools, examples, and sample coaching conversations that illuminate the use of the coaching process, model, and skills. ffirs.indd iffirs.indd i 9/28/07 2:01:26 PM9/28/07 2:01:26 PM ffirs.indd iiffirs.indd ii 9/28/07 2:01:27 PM9/28/07 2:01:27 PM About Pfeiffer Pfeiffer serves the professional development and hands-on resource needs of training and human resource practitioners and gives them products to do their jobs better. We deliver proven ideas and solutions from experts in HR develop- ment and HR management, and we offer effective and customizable tools to im- prove workplace performance. From novice to seasoned professional, Pfeiffer is the source you can trust to make yourself and your organization more successful. Essential Knowledge Pfeiffer produces insightful, practical, and comprehensive materials on topics that matter the most to training and HR professionals. Our Essential Knowledge resources translate the expertise of seasoned professionals into practical, how-to guidance on critical workplace issues and problems. These resources are supported by case studies, worksheets, and job aids and are frequently supplemented with CD-ROMs, websites, and other means of making the content easier to read, understand, and use. Essential Tools Pfeiffer’s Essential Tools resources save time and expense by offering proven, ready-to-use materials—including exercises, activities, games, instruments, and assessments—for use during a training or team-learning event. These resources are frequently offered in looseleaf or CD- ROM format to facilitate copying and customization of the material. Pfeiffer also recognizes the remarkable power of new technologies in ex- panding the reach and effectiveness of training. While e-hype has often created whizbang solutions in search of a problem, we are dedicated to bringing con- venience and enhancements to proven training solutions. All our e-tools comply with rigorous functionality standards. The most appropriate technology wrapped around essential content yields the perfect solution for today’s on-the-go train- ers and human resource professionals. Essential resources for training and HR professionals www.pfeiffer.com ffirs.indd iiiffirs.indd iii 9/28/07 2:01:27 PM9/28/07 2:01:27 PM This book is dedicated to Tammy Zehnder, our special angel, whose celestial presence continues to make it possible for us to fi nish projects like these, while still fi nding time to dance in the rain, play in the snow, and celebrate that life is good! ffirs.indd ivffirs.indd iv 9/28/07 2:01:28 PM9/28/07 2:01:28 PM Coaching for Commitment ACHIEVING SUPERIOR PERFORMANCE FROM INDIVIDUALS AND TEAMS THIRD EDITION Cindy Coe Amy Zehnder Dennis Kinlaw John Wiley & Sons, Inc. ffirs.indd vffirs.indd v 9/28/07 2:01:28 PM9/28/07 2:01:28 PM Copyright © 2008 by John Wiley & Sons, Inc. All Rights Reserved. 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Employee motivation. I. Zehnder, Amy, 1966- II. Kinlaw, Dennis C. III. Kinlaw, Dennis C. Coaching for commitment. IV. Title. HF5549.K498 2008 658.3’124—dc22 2007033231 Acquiring Editor: Martin Delahoussaye Director of Development: Kathleen Dolan Davies Developmental Editor: Susan Rachmeler Production Editor: Dawn Kilgore Editor: Rebecca Taff Editorial Assistant: Julie Rodriquez Manufacturing Supervisor: Becky Morgan Printed in the United States of America Printing 10 9 8 7 6 5 4 3 2 1 ffirs.indd viffirs.indd vi 9/28/07 2:01:28 PM9/28/07 2:01:28 PM vii CONTENTS ACKNOWLEDGMENTS xi PREFACE xv INTRODUCTION 1 1. COACHING FOR COMMITMENT 7 Successful Coaching: A Working Defi nition 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 ftoc.indd viiftoc.indd vii 9/28/07 6:52:47 PM9/28/07 6:52:47 PM 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 Refi ne 137 Coaching Moment 147 Chapter Summary 147 7. PLAN TO COACH 149 Performance Coaching 150 Documentation 162 viii Contents ftoc.indd viiiftoc.indd viii 9/28/07 6:52:48 PM9/28/07 6:52:48 PM [...]... focus of coaching to include every member of an organization to act as a coach to others This third edition of Coaching for Commitment: Achieving Superior Performance from Individuals and Teams takes all of the foundational work of coaching that was created by Dennis Kinlaw and expands it into a pure coaching approach, as defined by the latest coaching strategies and methodologies Since 1999, coaching. .. world of coaching grew, so did its regulatory counterparts Now, coaching is professionalized by organizations such as the International Coach Federation (www.coachfederation.org) Accredited coaching schools have emerged to teach coaching skills and to provide insight on effective coaching practices and strategies Coaching for Commitment: Achieving Superior Performance from Individuals and Teams has... addresses what a Coaching for Commitment culture looks like, at the team or organizational level, how to create a value proposition for coaching, how to create a Coaching for Commitment culture—including a guide for creating an action plan and how to gain commitment to creating a Coaching for Commitment culture cintro.indd 6 9/28/07 2:05:35 PM CHA PT E R 1 Coaching for Commitment Coaching is not just... the Coaching for Commitment workshop, as part of another leadership or coaching program, or as a stand-alone assessment Thus, this Guide is sold separately from the workshop package Coaching for Commitment Discussion Guide Are you planning to create a Coaching for Commitment culture or simply help others to understand what Coaching for Commitment fpref.indd xxiii 9/28/07 2:03:43 PM xxiv Preface and/ or...Contents ix 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?... Coach This chapter focuses on performance coaching conversations, note-taking, channels of coaching, and tools for coaches Worksheets are provided for planning your performance coaching conversations and for taking notes during your coaching conversations Chapter 8: The Complete Coaching Conversation Coaching is a conversation that is logically and psychologically satisfying for the person being coached... R performance occurs, most of all, because people are committed to do their level best all of the time Coaching is a proven strategy for building such commitment This book is about coaching and is based on a combined total of over forty years of coaching experience, researching and writing about coaching, and teaching the value and skills of coaching to others It describes coaching as a strategy for. .. logical process and leads to superior performance, commitment to sustained growth, and positive relationships All successful coaching conversations are pointed toward improving performance and ensuring a commitment to sustained superior performance and growth These results can only be achieved through self-discovery on the part of the person being coached (PBC) Another outcome of successful coaching is... psychological commitment to take actions that are in alignment with organizational objectives is a powerful way for organizations to achieve phenomenal results Through coaching, individuals and organizations achieve maximum performance The Meaning of Commitment A central theme of this book is that commitment is the key to superior performance and that coaching is the strategy for building that commitment. .. leaders and employees spending a good bit of their time coaching one another and coaching their teams For this to occur, first the leader must fpref.indd xxi 9/28/07 2:03:43 PM Preface xxii create the conditions that foster a coaching for commitment culture, which includes educating and providing resources (such as this book or the Coaching for Commitment Discussion Guide) to team members about coaching and . Cataloging-in-Publication Data Coe, Cindy. Coaching for commitment : achieving superior performance from individuals and teams / Cindy Coe, Amy Zehnder, and Dennis Kinlaw.—. 9/28/07 2:01:28 PM9/28/07 2:01:28 PM Coaching for Commitment ACHIEVING SUPERIOR PERFORMANCE FROM INDIVIDUALS AND TEAMS THIRD EDITION Cindy Coe Amy Zehnder