Professional Proficiencies in Consulting
Experience clearly demonstrates that cutting across the entire cycle of consulting stages and roles, the three core proficiencies of negotiating, influencing, and political skills are needed by practitioners to make it all work. Figure 11.1 shows the proficiencies as mutually reinforcing and overlapping.
FIGURE 11.1 PROFESSIONAL CONSULTING PROFICIENCIES
These proficiencies give consultants the ability to access various sources and uses of political power to get work accomplished within a team and the client’s organization, to influence the thinking and behavior ...
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