CHAPTER 13

Planning andConducting PowerfulConversations

Seek first to understand, then to be understood.

—STEPHEN R. COVEY

During my one-on-one private coaching sessions, I often ask the business leader with whom I’m working, “What exactly do you get paid to do?” The answers vary from person to person: Set the strategy and vision for my company or division; build culture; coach and lead others; create teams; allocate resources; form alliances; grow the business; secure clients; identify innovations, find new markets; hire and develop talent, and so on.

I then ask, “If I videotaped you on the job performing these tasks, and then we sat down and watched the tape, what would we actually see you doing?” This time every person gives a similar answer: ...

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