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The Manager’s Coaching Toolkit: Fast and Simple Solutions for Busy Managers by Dr. David Allamby

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Second coaching conversation

The second example conversation shows how OPERA can work as a preparation for persuasion or selling an idea, where the coachee needed first to identify the potential benefits for the boss, and reinforce them, and then to identify the potential objections and reduce them.

In the example, the same coachee comes back to the coach. He has raised the issue with their head of department, Riaz, and he has asked him to put together a business case for his proposal prior to a meeting to discuss it. The coachee wants the coach to help him persuade Riaz. The OPERA model can be used here, too:

Coachee:

Hi. I’ve spoken to Riaz ...

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