教练.doc

阳光城市学院院长：李婧阳光城市学院院长全国教练联盟主席中国人民大学EMBA安利全球政策咨询委员会委员身心语言模式学导师 资深教练导师20年培训经验，培训学员超过20万人次培养了无数普通人成功教练一个引领变革的概念！教练一个开启能量的概念！教练一个引领未来的概念！教练一个改变世界的概念！恭喜各位成为中国专业教练事业的先锋，由于您的 与参与，受益的不仅是您个人、您的家庭、您的企业， 更有相关而带来的巨大转变。世界的变化就是这样，从一个原点开始，循着这一点，能量一点点的扩大，转变一点点的开始，梦想一点点的实现，而这一切都是由于您的抉择与投入。更远的未来、更大的画面、更高的能量、更高的效率、更多的可能性，这就是教练的艺术所带给您的收获。中国的教练事业由您而开始，您的美好未来由今天而开始，阳光是您永远的支持和陪伴！世界因你而精彩阳光因你而灿烂The Art & Science of CoachingModule ITHE SPIRIT OF COACHINGOutcome Focused and Systemic Coaching for the 21st CenturyErickson College InternationalERICKSONCOACHING INTERNATIONAL教练的艺术与科学模块一教练的核心精神21世纪关注结果和系统的教练技术埃里克森国际学院版权所有PRESENTED BY ERICKSON COLLEGE 2001 Marilyn Atkinson All rights reserved. All material contained in this booklet is the sole property of Marilyn Atkinson This booklet or parts thereof may not be reproduced in any form without written permission of the publisher.Erickson College, 2021 Columbia Street, Vancouver, BC Canada V5Y 3C9 Telephone: 604 879 5600 Fax: 604 879 7234 Email: Revised 2007埃里克森学院出品2001玛丽莲阿特金森保留所有权利。本讲义当中所包含的所有资料均由玛丽莲阿特金森独创。没有出版商的允许，本讲义的部分或全部不得以任何形式出版。埃里克森学院，BC加拿大V5Y3C9,温哥华，哥伦比亚大街2021号电话：604 879 5600 传真：604 879 7234电子邮箱： 网站：阳光城市学院 S 电话021-63743190上海市永寿路85号金陵商厦7012009年修订Table of Contents目 录THE BRAIN AND THE MIND1大脑和意识 2BASIC COACHING SESSION OUTLINE3教练约谈概览4LIFE PURPOSE, VALUES, VISION, MISSION - GOALS AND ACTIVITIES7生活目的、价值观、愿景、使命一目标和行动8WHAT ARE THE QUALITIES OF OPEN ENDED QUESTIONS? 9开放式问题的特征是什么？ 10THREE CHAIRS BRAINSTORMING EXERCISE SUMMARY 11三座椅头脑风暴练习概要 12Five Sample Questions for the Inner Brainstorming Exercise 13内在头脑风暴练习的5个问题 14RAPPORT SKILLS IN COACHING 15教练过程中的亲和能力 16OUTCOME FRAME STEPS TO MEMORIZE 19需要记住的设定目标框架的步骤 20VALUABLE APPROACHES FOR DEVELOPING FUTURES 21开发未来的有效方法 22OUTCOME-FOCUSED CLIENT-COACH RELATIONSHIPS 25着眼于目标的客户一教练关系 26COACHING CONTRACTS 29教练合约 30BUTTON QUESTIONS AND MIRACLE QUESTIONS 33按钮式问题和奇迹式问题 34THE USE OF SCALING QUESTIONS 37度量式问题的使用 38DESIGNING OUTCOME-FOCUSED TASKS 43设计着眼于目标的任务 44LOGICAL LEVELS EXPLORATION 47逻辑层次的探讨 48LOGICAL LEVELS AS A COACHING PROCESS 49作为教练过程的逻辑层次 50EXPLORING ASSUMPTIONS: TOOLS FOR MANAGING FEAR 53探讨前提假设：对付恐惧的工具 56Using As-If Questions 61使用“假如”问题 62THE AS-IF FRAME: PRESUMING FUTURES 63“假如”框架：假定的未来 64“AS If EXERClSli: DESIGNING CAFABlLlTIES 69假如”练习；设计能力70DEVELOP A VALUE-BASED SELF IMAGE: THE EXERCISE 71建立基于价值观的自我形象：练习 72CREATING A COMPELLING FUTURE: A TOO75FOR CREATING CHANGE IN A CLIENTS LIFE 75前景展望：一种改变客户生活的工具 76FEEDBACK FRAME VS. FAILURE FRAM79反馈模式与失败模式 80EFFECTIVE FEEDBACK 81有效反馈82HOW TO GIVE GOOD FEEDBACK83如何给出很好的反馈 84HOW TO USE YOUR COACHING VOICE FOR MAXIMUM IMPACT85如何利用你的教练声音使影响最大化86CREATIVE TONES EXERCISE DISTINCTIONS87创造性声音练习的特征 88Feedback Form89反馈表90THE BRAIN AND THE MINDREPTILIAN BRAIN Kinesthetic, 100 million years old Tiny enlargement of the brain stem at the top of the spinal column Fight or Flight - this survival brain is useful for immediate action Development unfolds through protection of the bodyEMOTIONAL BRAIN Auditory, tonal, 50 million years old 99% of all mammals have this same brain. Encircles the reticular brain like a tiny glove. Ail animals have emouons and move into action through emotions (love, protect, command, teach) Emotional and reticular brains have worked together for 50 million years; together they link physical and emotional awareness Active memory and present tense awareness Sameness brain - strong desire to maintain long-term habitual patterns Connected to development of sound-based communication Associated; creates memories as if looking out and re-seeing events We assist each other, work as a team Development unfolds through group protection; family system survivalCEREBRAL CORTEX Visual, 2 million years old Occupies vast majority of brain cavity, has 16 trillion neuron connectors Dissociated Images Future oriented; the cerebral cortex is 1000 times more flexible than the emotional brain because of the frontal lobes capacity for future visioning The cerebral cortex is not fully integrated with the Reptilian/Emotional Brains because it has only had 2 million years to evolve together Development unfolds through integrity awareness, whole system thinkingLANGUAGE SYSTEM 200,000 since beginning stages of language development 50,000 years since complex language developsPERSONAL IDENTITY 10,000 years since most humans moved to agrarian social system and to towns大脑和意识爬行动物的大脑感觉型的，约有1亿年历史柱顶端脑干细微的增大搏斗还是逃跑-有利于瞬间反应的“生存式大脑”通过身体保护得以发展感性的大脑听觉的、音调的，5千万年历史 99%的哺乳动物具有同样的大脑 像小手套一样包裹着网状的大脑。所有动物都有情感并依此行动（爱、保护、命令、教授）感性和爬行的大脑共同协作了5千万年，同时与身体和情感意识相连活跃的记忆和当前意识 “不变”的大脑保持长期习惯模式的强烈意愿与基于声音沟通的发展相关联联想的，如同展望和再现事件一样创造记忆我们相互帮助，团队工作通过群体保护得以发展，家族生存大脑皮层视觉的，200万年历史占据脑腔的大部分空间，拥有16兆的神经元连接抽离的意象未来导向的：因为脑前页具有展望未来的能力，大脑皮质比感性大脑复杂1000倍因为只有200万年的共同进化，大脑皮质尚未和爬行的/感性的大脑完整地结合通过整体意识得以发展，全系统思考语言系统 自语言的初始发展以来已有20万年 自复杂语言的发展以来已有5万年个人身份自大部分人类进入农业社会体系、建立城镇以来已有1万年BASIC COACHING SESSION OUTLINE Estimated time:30-45 minutes Warmth Match tone, pitch, speed, volume Use of softeners and backtrackingContract (Session Topic/Focus) What do you want to accomplish in this 30 (45, 60) minutes? What would be the very best use of your time? Client describes challenges. Client focuses on aims, values, commitments and passions. If necessary, shift toward customer from complainer/visitor. Use motivational words; reframe as required.Coach explores Outcome Planning steps and questions: What do you want? How might/will you get it? How might you commit to this long term ？ How might you really be sure to make this happen? How might you take it further? Any commitments needed? How will you know if youve got it?Coach listens for Outcome Frame responses: Positive? Within clients control? S.M.A.R.T. Goals? (Specific, Measurable, Achievable，Realistic，Timed) Ecological? (Fits with all other goals of the client)Coach assists to develop a strong experiential commitment to the chosen aim: Possible exercises: Scaling on paper, Logical Level diagram with questions, As-lf frame, miracle questions. Occasionally, iink to an experience or process. Do this if it is relevant and truly fits the needs of the client and will produce the best, immediate result for the stated outcome. Such processes might include Mastery Walk, Vision Walk, Disney Model, Three Chairs exercise, brainstorming, wheels, Mentors Table, Time Management, urgent vs. important, Model of the World, New Behaviour Generator, Value-based Self Image, or Core Alignment process.教练约谈概览大概时间：3045分钟建立亲和感的要素：音调，音高，语速，音量同步使用软化剂和回放技术约定（主题/焦点）在这30(45，60)分钟里，你希望完成什么?利用时间的最好方式是什么？客户描述遇到的挑战。客户要关注目标、价值观、承诺和激情。如果需要，转变客户抱怨者/访客的角色使用引导式的语言，需要时重新概述教练探索目标设计的步骤和问题你想要什么?你怎样才能/将得到?你会怎样长期全力以赴?你怎样确定使这些事情发生?你怎样使之更进步?需要哪些承诺?如果得到了，你如何知道？教练倾听关于目标设计的回答正向吗?在客户控制范围内吗?符合目标的SMART原则吗?(明确,可衡量，可实现，现实，有时间限制)系统平衡吗?(适合客户所有其他的目标)教练帮助客户发展对既定目标的承诺，创造强烈的对目标的体验：可能釆用的练习：度量式问题，逻辑层次问题，“假如框架”，奇迹式问题;视情况来应用“体验”或“过程”。如果这与客户相关，能够真正满足客户需要，能产生良好和即时的效果，就请这样做。这些“过程”可能包括掌控之旅，愿景之旅，迪斯尼策略，三座椅练习，头脑风暴，平衡轮，导师桌，时间管理，紧急重要模式，世界模式；新行为发生器，基于价值观的自我形象或核心价值观校准过程。Homework/Fieldwork and Design of Effective Actions:Considering our work today, and your short and long-term goals, what actions are you willing to commit to this week? What do you undertake to accomplish?Note: We have just 5 minutes now until our session will end (the 5-minute warning).Client is asked to debrief how the session was most useful to them. What was the vaiue of this session for you? What are your wins from in is session?Coach Completes by finding Heartfelt Appreciation for Client: Possible logical levels close Identity - Who? (Who you are.) Value - Why? (The values youre demonstrating are.) Capability - How? (You have skills in. Youre building skills in.) Action - How, What? (You are taking action to move towards.)课堂作业/家庭作业和有效行动设汁思考我们今天的工作，你短期和长期的目标，本周你愿意釆取什么行动？你保证要完成什么？注意：我们离结束只剩下5分钟了。”(5分钟提示)要求客户概括这次约谈的效用对你来说这次约谈的意义是什么？你从这次约谈中得到了什么？对客户表示出诚挚的欣赏，教练完成本次约谈可能的逻辑层次结束身份谁？（你是个的人。)价值观为什么？（你表现的价值观是）能力怎样？（你有能力做。你在掌握的能力。）行动如何，什么？（你正采取行动去）LIFE PURPOSE, VALUES, VISION, MISSION - GOALS AND ACTIVITIES Key Concepts to Share with a ClientLife PurposeLife purpose is about why you are here on the planet. Who are you moved to be, and what are you moved to create? Your purpose serves reminder of who you are and the impact you naturally create in ths worid.When you are living your purpose, life is fulfilling, effortless and satisfying. When.you disregard your purpose, you may feel empty, anguished and unfulfilling.ValuesWho you are right now and who you are throughout space and time.Values are the main beliefs that you hold to be of great worth in your life. People often confuse values with morals. Values are not chosen. They are intrinsic to you.VisionMental images that inspire you to take action to make your dreams areality.Vision provided direction and can create meaning in your life.I have a dream.MissionStatement of what you do (action oriented - are doing) to make your vision a reality.Goal The end (outcome) you strive to attain that actualizes your vision and mission.A good goal is S.M.A.R.T.; Specific, measurable, achievable, realistic, timely (date), as well as personal, announced publicly (to achieve support and accountability). It is a leap out of your comfort zone.ActivitiesParts of the goal that need to be accomplished to make the goal a Activities reality.生活目的、价值观、愿景、使命目标和行动和客户分享的重要概念生活目的生活目的与你为什么在这个星球上有关。你将成为什么样的人，你将创造什么？你的目的时刻提醒你自己是谁，提醒在这个世界上你所创造的影响。当你带着目的生活时，生活是充实、轻松和满足的。当你不考虑目的时，你将会感到空虚、苦闷和不满足。价值观你现在是谁？在整个时空之中，你又是谁？价值观是你所持有的、在你的生活中极为重要的信念。人们经常将价值观和道德相互混淆。价值观是不可以选择的，它们是你所固有的。愿景激发你釆取行动，把梦想变为现实的内心想象。愿景提供方向，并能创造生活的意义。“我有一个梦想”使命为把愿景变为现实，你将做什么（以行动为导向的“你正在做什么”）的陈述。目标你努力达到的、能够实现愿景和使命的结果（目标）有效的目标符合SMART原则：明确，可度量，可实现，现实，有时间（日期）限制，以及个性化，公开宣告的（以便获得支持和负责任）。这跳出了你的舒适区域。行动实现目标所要完成的那部分工作WHAT ARE THE QUALITIES OF OPEN ENDEDQUESTIONS?Open-Ended QuestionsClosed QuestionsMultiple answers, pluralsAnswers are already knownCause people to think beyond, go further and explore deeplyConclusions are fixedExpands toward futuresPast conclusions are made present, nowNonjudamentalLeading questionsCan scale openness from 1 to 10Yes or NoExplore with your client how to make their questions even more open-ended. Open up the ideas you are studying as far as possible, like an accordion.Past Present Future(From) What is one way. (to) What are some further ways? How might you begin?(From) How do you view that? (to) Instinctively，how do you experiencethat opening up? (From) How could we do it? (to) How else might we do it?(From) How might we get an (to) How might we begin to get some great ideas?ideas? (From) Is there a way? (to) Lets find some great ways.(From) What can we do? (to) How can we get what we really want?Ask: Tell me a little more about that.or: What is happening with you at this moment? Expanding. Exploring. Developing.Suppose we were to go further? next?What are some of the best ways we might find. ？Study Open-Ended as compared to either/or. There is a flow of options, choices, and directions.开放式问题的特征是什么？开放式问题封闭式问题具有多种答案，多于一个答案已经知晓让人们更进一步思考、“走得更远”，“深入探讨”结论已经固定下来朝向未来的由过去的结论得出非判断性的诱导性提问可以由110进行度量“是”或“不是”和你的客户一起探索如何使他们的问题更具开放性。把你正在研究的观点像手风琴一样尽可能地扩展开来。过去现在未来(从)一个方法是你如何看待(到)其他方法是什么？你如何开始？(从)这个问题？(到)凭直觉，你对这个开端的感觉如何？(从)我们怎样做这件事？(到)我们还有什么办法？(从)我们怎样才能有个主意呢？(到)我们如何开始才能获得一些好主意？(从)我们有出路吗？(到)让我们一起探索一些好方法吧。(从)我们能做什么？(到)我们怎样才能获得真正想要的？问题：“再多告诉我一些”或“现在你发生了什么事？”扩展探索发展“假定我们要再进一步，接下来是什么？，我们可能发现的最好的办法将是？”将开放性的问题和”或者或者”相互比较硏究。这里将不断涌现出各种各样的选择、抉择和方向。THREE CHAIRS BRAINSTORMING EXERCISESUMMARYSummary of the Exercise in TotalIn pairs, A is client and B is coach:1 Bsets out three chairs for the client to use.2 A decides which chairs wiii be designated for the conscious mind and the unconscious mind.3 Using a voice tone and tempo suitable for casual conversation，the coach asks the client a question such as the one given below:What ways of learning will be most important for you in your continuing development of new capacities for self-exploration ？”4 A takes the conscious mind chair and responds.5 When A is complete, B requests that A move to the beyond conscious mind chair (also known as the deeper knowledge chair). Using a softer, slower, voice, he or she re-asks the question, adding in cues such as, Take some time, relax, and find the right place to access your deeper self. Meanwhile, B can be physically demonstrating relaxation and deep reflection with his or her own behaviour and tone.6 A takes time to allow the beyond conscious mind to answer the question and pays attention carefully to the inner tones, inner sensing and visuals.7 B writes down what A says.8 A takes the third chair, the coach position chair (also known as the integration chair), in front of the other two. B, facing the client, backtracks and repeats what has been said,，Your conscious mind has said. .or Yourbeyond-conscious voice has said.“Take your time. Notice how both minds connect and form a useful set of ideas. Find some way to verbally integrate the two modes. “ (A may indicate awareness of both by closing the hands together.)三座椅头脑风暴练习概要练习概要成对练习，A当客户B当教练1. B拿出三把椅子让客户A使用2. A决定哪把椅子代表意识，哪把代表潜意识3. 使用一种适合于非正式谈话的语音语调，教练象下面那样向客户提出问题：“在你为自我探索而继续学习新的能力时，什么学习方式对你来说最重要?”4. A坐上“意识”的椅子然后回答5. 当A讲完后，B让A坐到潜意识的椅子上（也叫做“深层认识”的椅子）。使用一种柔和、缓慢的声音重新提问这个问题，再加上一些提示，如：“花些时间，放松，找到合适的地方进入你内心的深处。”同时，B可以亲自用自己的行为和语调表现出放松和深入的映像6. A花费时间让潜意识回答问题，仔细关注内在的声音、感受和图像7. B记录A说的话8. A坐上两把椅子前方的第三把椅子，“教练位置”的椅子（也叫做“综合”的椅子）。B面对客户，回放和重复刚才所说的话语“你的意识说过”或“你的潜意识说过”“放松一下。注意这两种意识是如何联系并形成了一系列有用的观点。找出某种方法用语言将这两种模式结合起来。”（A可能会用一起握紧两手的方式表明）FIVE SAMPLE QUESTIONS FOR THE INNER BRAINSTORMING EXERCISEAppropriate questions need to be open-ended, developmental and require a particular ！earning aim. For example, what ways of learning will be most important for me in my continuing development of inner skill. . developing further capacity for learning (in).？ . unfolding inner knowledge about. . evolving leadership skill (in area x).? . exploring specific areas of development (or goals x, y and z).? .sponsorong the emergence of a specific creative field (a,b,or c).?When you have completed the exercise, ask your client what his or her various responses in the exercise indicate. Some responses may be symbolic and your client may want to request clear understanding. Inform your client that inner meaning will be available when they ask inwardly with warm appreciation.One woman exclaimed during a Three Chairs exercise, Im afraid to sit on the other chairif I get great ideas, Ill have to do them. “ The coach said, Perhaps you might want to, perhaps not. if you get a lot, you will probably get some great ones that you might want to start.“内在头脑风暴练习的5个向题合适的问题应该是开放性的，发展性的，并且需要一个独特的学习目标。例如：在我继续提高内在的技能时，什么学习方式是最重要的？提高更多学习的能力？揭示自己关于的内在认识发展(x领域里的)领导能力？探索发展（目标X，Y，Z)的具体领域？负责一个具体的创造性领域(a、b或c)的形成当你完成了练习后，询问你的客户，在练习中他或她的不同反应表明了什么。一些反应可能是象征性的，你的客户可能希望搞明白。请告诉你的客户当他们满怀感激地向内心询问时，就可以得到这份内在的意义。一位女士在三座椅练习中声称“我害怕坐在另一把椅子上如果我有了好主意，我就得去完成。”教练说：“也许你想完成，也许不想。可是如果有很多想法的话，这其中就很可能有一些极好的想法是你愿意去实现的。”RAPPORT SKILLS IN COACHINGSofteners: Verbal FluffExamplesId really like to know if you could tell me. how that relates to increasing sales. i find myself curious. how that can further our outcome. Correct me if Im wrong here, but. I wonder if you would tell me.As you speak to ms ！ find rnysslf wonderiny. Have you noticed that Are you aware that. Its interesting that. Would you mind telling meCreate Rapport through BacktrackingBacktracking is a powerful rapport tool. It means feeding ba