Consulting psychologists are well-suited to serve as trusted advisors to leaders by applying their expertise in areas like personal insight, motivation, emotional intelligence, decision-making, and managing relationships. As trusted advisors, psychologists focus on understanding clients and helping them make their own decisions, in contrast to merely providing answers or solving problems as experts might. The longest-lasting psychological consulting firm found success by combining transactional assessment services with relationship-building as trusted advisors.
Becoming a trusted advisor - what consultancy really is aboutjenspas
Becoming a trusted advisor - what consultancy really is about
presentation by Jens Pas
april 2009
On how to build trust and how to become a trusted advisor
Are you looking for ways to take your career to the next level? Do you want people inviting you to the conversation rather than you chasing them? Join us to get tips for building trust and become a valued advisor.
Becoming a trusted advisor - what consultancy really is aboutjenspas
Becoming a trusted advisor - what consultancy really is about
presentation by Jens Pas
april 2009
On how to build trust and how to become a trusted advisor
Are you looking for ways to take your career to the next level? Do you want people inviting you to the conversation rather than you chasing them? Join us to get tips for building trust and become a valued advisor.
The Trust Equation - A presentation by Javan Bramhall at Pathway2Grow The Pathway Group
This is the powerpoint slides used by Javan Bramhall from Digital Glue talking about "The Trust Equation" - The presentation was delivered at a Pathway2Grow Business Networking event in August 2015 to an audience of over 60 Business owners
Authentic influencing is about creating results by going knowing and using your own values within the influencing framework. It is also about easy to use tools that can be used in any given influencing situation.
Both communication and negotiation skills are life skills. We negotiate, influence and persuade on a daily basis; as we buy and sell, and deal with our clients, colleagues, managers, suppliers, family and friends... and, many times, we have to be assertive about it.
Successful negotiations require serious collaboration with others and an ability to shift perspective and gain insight into each other’s motivations in order to form a win-win agreement. Having a win-win mentality, however, does not mean lack of assertion. On the contrary, in order for everyone to win, we sometimes have to take very bold steps for their own good.
Our "Utilizing Assertive Communication to Achieve Win-Win Results" course takes a close look at the vital role boldness and assertion play in negotiation and everyday communication. Attendees of this unique course will learn how to “hold their ground” and “hold their own” when negotiating and communicating with others. Having an effective win-win mentality requires advanced assertive communication skills that allow us to define procedures, strategize for mutual gain, create precise plans, listen effectively, and much more.
This program will give participants the proper asserive communication skills to ensure that everyone wins.
OBJECTIVES:
By attending this course, participants will:
1. Determine where emotions stem from
2. Influence emotions to achieve win-win scenarios
3. Understand and appreciate the role of assertion in communication and negotiation
4. Differentiate assertion from aggression
5. Identify your personal goals as well as the goals of the other party when negotiating or communicating
6. Listen and respond to others more effectively
7. Make, refuse and accept requests more effectively
8. Deal with anger and conflict more confidently and professionally
9. Handle inter-personal issues more confidently and effectively
10. Give and receive feedback more effectively
The Trust Equation - A presentation by Javan Bramhall at Pathway2Grow The Pathway Group
This is the powerpoint slides used by Javan Bramhall from Digital Glue talking about "The Trust Equation" - The presentation was delivered at a Pathway2Grow Business Networking event in August 2015 to an audience of over 60 Business owners
Authentic influencing is about creating results by going knowing and using your own values within the influencing framework. It is also about easy to use tools that can be used in any given influencing situation.
Both communication and negotiation skills are life skills. We negotiate, influence and persuade on a daily basis; as we buy and sell, and deal with our clients, colleagues, managers, suppliers, family and friends... and, many times, we have to be assertive about it.
Successful negotiations require serious collaboration with others and an ability to shift perspective and gain insight into each other’s motivations in order to form a win-win agreement. Having a win-win mentality, however, does not mean lack of assertion. On the contrary, in order for everyone to win, we sometimes have to take very bold steps for their own good.
Our "Utilizing Assertive Communication to Achieve Win-Win Results" course takes a close look at the vital role boldness and assertion play in negotiation and everyday communication. Attendees of this unique course will learn how to “hold their ground” and “hold their own” when negotiating and communicating with others. Having an effective win-win mentality requires advanced assertive communication skills that allow us to define procedures, strategize for mutual gain, create precise plans, listen effectively, and much more.
This program will give participants the proper asserive communication skills to ensure that everyone wins.
OBJECTIVES:
By attending this course, participants will:
1. Determine where emotions stem from
2. Influence emotions to achieve win-win scenarios
3. Understand and appreciate the role of assertion in communication and negotiation
4. Differentiate assertion from aggression
5. Identify your personal goals as well as the goals of the other party when negotiating or communicating
6. Listen and respond to others more effectively
7. Make, refuse and accept requests more effectively
8. Deal with anger and conflict more confidently and professionally
9. Handle inter-personal issues more confidently and effectively
10. Give and receive feedback more effectively
The 4th of the 7 Highly Effectively Habits, it deals primarily with "Attitude".
Dr Steven .R Covey mentioned that there is a reason why the 7 Habits are sequenced in the way that he did. Every one of the Habit builds upon the previous one in a progressive manner.
In his own words, "The relationship & the sequence among the Habits are the key to the overall power."
It is most recommended that one learns all the 7 Habits in order.
So, if you have not yet gone through the 1st Habit - Be Proactive, 2nd Habit - Begin with the End in Mind & Habit #3 - 1st Things 1st, why not go through them 1st?
Here's the link for
Habit #1: http://www.slideshare.net/aoweiyang/habit-1-be-proactive-36473102
Habit #2: http://www.slideshare.net/aoweiyang/habit-2-begin-with-the-end-in-mind-36631027
Habit #3: http://www.slideshare.net/aoweiyang/habit-3-put-1st-things-1st
For you guys who are new to this, you might like to first gain some fundamental ideas via "The 7 Highly Effective Habits Foundational Principles" deck before all else.That will definitely help strengthen your concept of what the whole idea is about.
Here's the link: http://www.slideshare.net/aoweiyang/the-7-highly-effective
Overview and details of Peter Block's concepts of Flawless Consulting.The core transaction of any consulting contract is the transfer of expertise from the consultant
to the client. Whatever the expertise, it’s the basis for the consultant’s being in business.
Being a consultant and also teacher, I noticed gaps between what is being taught and what is being practised. These slides are my attempts to close the gaps.
Part 1 is more on the overview and processes while Part 2 will place more emphasis on Consultant's competencies.
Since many have requested for the copy, I have made this presentation downloadable. Thank you for your visits and comments.
Leadership Style Assessment Results
Your assessment results show that you have the characteristics of these types of leaders:
• Ambassador – your score is 21 points out of 25
• Advocate – your score is 19 out of 25
• People Mover – your score is 19 out of 25
• Truth-Seeker – your score 21 out of 25
• Creative builder – your score is 18 out of 25
• Experienced guide – your score is 21 out of 25
See the sections below for more detail on your natural roles and some suggestions for next steps.
Ambassador
Ambassadors instinctively know how to handle a variety of situations with grace. They tend to be the people diffusing nasty situations. The ones getting involved in conflicts on behalf of broad constituencies, as opposed for their own benefit. They are apt to be persistent in a gentle way -- to be persuasive and at the same time respectful.
An Ambassador, for example, might be someone who can introduce a whole host of people-assessment and development frameworks with the result that employees understand and accept the new order easily.
Advocate
Advocates instinctively act as the spokesperson in a group. They tend to be articulate, rational, logical, and persuasive. They also tend to be relentless (in the positive sense of the word), championing ideas or strategic positions. Advocates tend to use both linear and non-linear approaches when they argue a point.
Top managers who are natural Ambassadors may do very well at navigating through rough waters. But for Advocates, being in rough waters is part of the reason they revel in their work. (Many Advocates tend to see things in black and white only. Advocates very often need Ambassadors on their senior management teams -- to help them temper their messages and persuade employees to “buy into” their decisions.)
People Mover
Think: Talent-spotter, career-builder, motivator, someone with parental, nurturing qualities. People Movers instinctively take the lead in building teams. They’re also instinctive mentors. They generally have large contact lists; they are always introducing new people to new ideas and new paths. They’re also generally mindful of their employees’ lives outside of work; they view performance through the larger lens of potential.
There is a certain “holiday card joy” that comes with being a People Mover; when people continue to update you on their progress because they know you’ll care, even if you have nothing in common with them and are effectively out of touch with them, you know you’re a People Mover.
Truth-Seeker
Think: fairness, good judgment, equalizer, level-headed, process-oriented, scrupulous neutrality, objectivity is the high standard. This is the only role for which there is a “prerequisite;” Truth-Seekers are unfailingly competent in their field; their competence is unquestioned.
Truth-Seekers instinctively level the playing field for those in need. They also help people understand new rules and policies. They act to preserve the integrity of processes. The ...
Master Class Consultancy Fundamentals. Attendants: Young Professionals. Topics: Block, Schein, Drucker, Bazerman, Kubr, French & Raven, Novak, Quinn, Scheepers a.o.
Topic at hand: succession as well as personal branding.
Management MajorMajor WorkshopAgenda• Why a Ma.docxjessiehampson
Management Major
Major Workshop
Agenda
• Why a Management Major?
• Who we are
• Our major
• Where our students & graduates work
• Q&A
Conference Board & DDI
Why a Management Major?
Meeting Companies’ Top Challenges
Pe
rf
or
m
an
ce
S
ki
lls
Department Focus
• What:
• confidence, agility, consciousness, and analytical savviness for
the global business environment.
• How:
• Deep exposure to management knowledge
• mastery of critical analytical skills
• engagement in multiple developmental experiences
• Portfolio of real-world projects
• Result:
• Authentic, 360-degree leaders with a project based portfolio of
achievements
From Coach Billups:
“Going to management classes, learning about
different personality types and learning how to
interact in professional atmospheres … it’s
priceless… I would have never thought being a
business major and focusing on management
would help me become a basketball coach, but I
reflect on things I learned every day.”
Better learners, better leaders, better
stewards of the world – in action
Deep dive into management & leadership
With an emphasis on Consulting and/or
Strategic Leadership
Consulting Track Strategic Leadership Track
Learn AND Apply the latest in management and leadership
For a career anywhere in the world
Seek and Gain Skills such as:
- Self Awareness
- High Performing Teams
- Dispute Resolution & Negotiation
- Strategic Thinking
- Diversity & Inclusion
- Leadership
- Diagnosing Performance Problems
Recent Internships
Recent Full Time Jobs
Please connect …
Aimee Hamilton, PhD
Associate Professor
Daniels College of Business
[email protected]
Office: Daniels 464
mailto:[email protected]
Questions?
Management MajorAgendaSlide Number 3Performance SkillsDepartment FocusFrom Coach Billups: Slide Number 7Better learners, better leaders, better stewards of the world – in actionSeek and Gain Skills such as:Recent InternshipsRecent Full Time JobsPlease connect …Questions?
Rivera 1
Xenia Claribel Rivera
Prof. Lemmond
ENGL 102
04/13/20
Thesis
Prostitution should be legalized in order to have a better system fair for more parties, to prevent hazards to people involved in prostitution and to economically beneficiate from the sex industry.
Annotated Bibliography
Glazer, Sarah. “Decriminalizing Prostitution.” CQ Researcher by CQ Press, (2016,
April 15) library.cqpress.com/cqresearcher/cqresrre2016041500.
The document “Decriminalizing Prostitution” explores the issue of whether buying and selling sex should be legal or not. In it is found and examined a proposal from Amnesty International which suggests with strong statements and evidences that prostitution should be decriminalized worldwide in order to protect the ones involved in it. It also presents the opposing view which explains the cons of prostitution legalization and claims that both selling and buying sex should be penalized. A third approach, “the Nordic model” is defined and explained..
Critical is the analysis of facts to form a judgement. The subject is complex and several definitions exist. It is the ability to think clearly and rationally, understanding the logical connection between ideas. Critical thinking helps to analyse what to do and what to believe.
360HR Knowledge Guide - The Science of SelectionDi Pass
HR and recruitment techniques have changed radically over the last decade, with technology advances and social changes bringing about new recruitment tactics and best practices.
360HR has summarised our most recent and on-the-job experience into this handy knowledge guide. You'll find practical ways to improve your recruitment outcomes and sidestep common HR pitfalls.
smime.p7s
Whole Foods Case study.pdf
Organization Behavior WK 3 reading assignment.docx
Week 3 Lecture 1 “Problems in Person Perception”
Salutations Class! In our personal and professional lives, we all have perceptions which drive our behaviors. Whether we like to admit it or not, we all have both positive and negative perceptions of various things (people, tasks, events). Understanding what’s behind those perceptions will allow you to evaluate, understand, and better appreciate happenings around you.
A perception, academically defined in the text on page 121 by Hitt, Miller, and Colella, is the process of sensing various aspects of a person, task, or event and forming impressions based on selected inputs. Within the slide presentation this week, we reviewed the three stages of perception which included sensing, selecting, and organizing. During this lecture, we’ll focus in on what the text calls “Problems in Person Perception”.
We’ll cover four specific terms and give you a bit more insight into each one. Noted below are each topic, how the Hitt, Miller, and Colella text defines each one on page 125, and some specific examples to help you identify each in practice.
Implicit person theories – defined as “personal theories about what personality traits and abilities occur together and how these attributes are manifested in behavior.” An example of this recently surfaced in the workplace. Here’s the scenario…a leader recently had his door shut for the majority of the day for the last couple of weeks. His secretary senses that his door being closed is a reflection of how he feels about her. In other words, subconsciously believes that physical separation and dislike are coupled together. The problem with this is that the leader had his door shut for very valid reasons. He was coordinating an entangled web with human resources and the legal department to terminate an employee for poor performance. How could this problem in person perception be avoided? What could be done the next time around to prevent this misunderstanding?
Halo effect – defined as “a perception problem in which an individual assesses a person positively or negatively in all situations based on an existing general assessment of the person.” Let’s use the all too popular example of a politician on the national level…how about a longstanding member of Congress who has cheated on his tax returns and is facing tax evasion charges. Many folks would generally see that Senator or Congressman as an all-around bad person regardless of any good that individual has done in his or her community.
Projecting – defined as “a perception problem in which an individual assumes that others share his or her values and beliefs.” For this concept, let’s take the manager who values bonuses in the form of money as a motivational tool. The manager’s employees, however, have varied beliefs. Some prefer money but many prefer paid time off to spend with their respective fam.
Inspired by the New York Times bestselling authors’ book “DECISIVE: How to make better decisions” (Heath and Heath, 2013), I will apply the WRAP model to the world of internal auditing. While internal auditors are not the decision maker for what the implementation of remediating actions is concerned, nonetheless, they are taking many decisions regarding their processes and outcomes.
Along the acronym WRAPS *), I will share my perspective on how to improve such decisions when seeking to render effective internal audit services. Thereby, I will, among other aspects, focus on the challenges of “narrow framing” (“Widen Your Options” is recommended) and “overconfidence” (“Prepare to be Wrong” is recommended).
My perspective is based on over 25 years of senior management experience in global organizations and my dive into the world of academia in parallel to my full-time job, performing empirical research about internal audit, too.
*) S added
Understanding emotions is not simple, but once you grasp the basics, you can actually determine what to do with them and identify opportunities to connect with your audience in meaningful ways.
The role of Psychological Safety & Mission Critical Behaviours for organizati...Kye Andersson
A presentation held together with AI Sweden. Focusing on the importance of psychological safety, clear goals and mission critical behaviours to build functioning organizations where individuals can come to their full potential.
The European Unemployment Puzzle: implications from population agingGRAPE
We study the link between the evolving age structure of the working population and unemployment. We build a large new Keynesian OLG model with a realistic age structure, labor market frictions, sticky prices, and aggregate shocks. Once calibrated to the European economy, we quantify the extent to which demographic changes over the last three decades have contributed to the decline of the unemployment rate. Our findings yield important implications for the future evolution of unemployment given the anticipated further aging of the working population in Europe. We also quantify the implications for optimal monetary policy: lowering inflation volatility becomes less costly in terms of GDP and unemployment volatility, which hints that optimal monetary policy may be more hawkish in an aging society. Finally, our results also propose a partial reversal of the European-US unemployment puzzle due to the fact that the share of young workers is expected to remain robust in the US.
how to sell pi coins effectively (from 50 - 100k pi)DOT TECH
Anywhere in the world, including Africa, America, and Europe, you can sell Pi Network Coins online and receive cash through online payment options.
Pi has not yet been launched on any exchange because we are currently using the confined Mainnet. The planned launch date for Pi is June 28, 2026.
Reselling to investors who want to hold until the mainnet launch in 2026 is currently the sole way to sell.
Consequently, right now. All you need to do is select the right pi network provider.
Who is a pi merchant?
An individual who buys coins from miners on the pi network and resells them to investors hoping to hang onto them until the mainnet is launched is known as a pi merchant.
debuts.
I'll provide you the Telegram username
@Pi_vendor_247
how can i use my minded pi coins I need some funds.DOT TECH
If you are interested in selling your pi coins, i have a verified pi merchant, who buys pi coins and resell them to exchanges looking forward to hold till mainnet launch.
Because the core team has announced that pi network will not be doing any pre-sale. The only way exchanges like huobi, bitmart and hotbit can get pi is by buying from miners.
Now a merchant stands in between these exchanges and the miners. As a link to make transactions smooth. Because right now in the enclosed mainnet you can't sell pi coins your self. You need the help of a merchant,
i will leave the telegram contact of my personal pi merchant below. 👇 I and my friends has traded more than 3000pi coins with him successfully.
@Pi_vendor_247
If you are looking for a pi coin investor. Then look no further because I have the right one he is a pi vendor (he buy and resell to whales in China). I met him on a crypto conference and ever since I and my friends have sold more than 10k pi coins to him And he bought all and still want more. I will drop his telegram handle below just send him a message.
@Pi_vendor_247
Currently pi network is not tradable on binance or any other exchange because we are still in the enclosed mainnet.
Right now the only way to sell pi coins is by trading with a verified merchant.
What is a pi merchant?
A pi merchant is someone verified by pi network team and allowed to barter pi coins for goods and services.
Since pi network is not doing any pre-sale The only way exchanges like binance/huobi or crypto whales can get pi is by buying from miners. And a merchant stands in between the exchanges and the miners.
I will leave the telegram contact of my personal pi merchant. I and my friends has traded more than 6000pi coins successfully
Tele-gram
@Pi_vendor_247
The Evolution of Non-Banking Financial Companies (NBFCs) in India: Challenges...beulahfernandes8
Role in Financial System
NBFCs are critical in bridging the financial inclusion gap.
They provide specialized financial services that cater to segments often neglected by traditional banks.
Economic Impact
NBFCs contribute significantly to India's GDP.
They support sectors like micro, small, and medium enterprises (MSMEs), housing finance, and personal loans.
where can I find a legit pi merchant onlineDOT TECH
Yes. This is very easy what you need is a recommendation from someone who has successfully traded pi coins before with a merchant.
Who is a pi merchant?
A pi merchant is someone who buys pi network coins and resell them to Investors looking forward to hold thousands of pi coins before the open mainnet.
I will leave the telegram contact of my personal pi merchant to trade with
@Pi_vendor_247
Lecture slide titled Fraud Risk Mitigation, Webinar Lecture Delivered at the Society for West African Internal Audit Practitioners (SWAIAP) on Wednesday, November 8, 2023.
how can I sell pi coins after successfully completing KYCDOT TECH
Pi coins is not launched yet in any exchange 💱 this means it's not swappable, the current pi displaying on coin market cap is the iou version of pi. And you can learn all about that on my previous post.
RIGHT NOW THE ONLY WAY you can sell pi coins is through verified pi merchants. A pi merchant is someone who buys pi coins and resell them to exchanges and crypto whales. Looking forward to hold massive quantities of pi coins before the mainnet launch.
This is because pi network is not doing any pre-sale or ico offerings, the only way to get my coins is from buying from miners. So a merchant facilitates the transactions between the miners and these exchanges holding pi.
I and my friends has sold more than 6000 pi coins successfully with this method. I will be happy to share the contact of my personal pi merchant. The one i trade with, if you have your own merchant you can trade with them. For those who are new.
Message: @Pi_vendor_247 on telegram.
I wouldn't advise you selling all percentage of the pi coins. Leave at least a before so its a win win during open mainnet. Have a nice day pioneers ♥️
#kyc #mainnet #picoins #pi #sellpi #piwallet
#pinetwork
What price will pi network be listed on exchangesDOT TECH
The rate at which pi will be listed is practically unknown. But due to speculations surrounding it the predicted rate is tends to be from 30$ — 50$.
So if you are interested in selling your pi network coins at a high rate tho. Or you can't wait till the mainnet launch in 2026. You can easily trade your pi coins with a merchant.
A merchant is someone who buys pi coins from miners and resell them to Investors looking forward to hold massive quantities till mainnet launch.
I will leave the telegram contact of my personal pi vendor to trade with.
@Pi_vendor_247
Yes of course, you can easily start mining pi network coin today and sell to legit pi vendors in the United States.
Here the telegram contact of my personal vendor.
@Pi_vendor_247
#pi network #pi coins #legit #passive income
#US
how to sell pi coins at high rate quickly.DOT TECH
Where can I sell my pi coins at a high rate.
Pi is not launched yet on any exchange. But one can easily sell his or her pi coins to investors who want to hold pi till mainnet launch.
This means crypto whales want to hold pi. And you can get a good rate for selling pi to them. I will leave the telegram contact of my personal pi vendor below.
A vendor is someone who buys from a miner and resell it to a holder or crypto whale.
Here is the telegram contact of my vendor:
@Pi_vendor_247
1. What Psychologists Can Offer
Best As Trusted Advisors For
Leaders
David Brewer, Ph.D.
Leadership Consulting Group of San Francisco
Ph: (415) 382-6446 - Email: david@jdbrewer.com
2. Let’s have the kind of dialogue that
thought partners have with each other.
Posing questions that are important enough to one or both of us, or
x
to someone or something we care about, that those questions are
worth considering.
Thinking through the questions together
x
Sort out the real issue
Understand the options
Evaluate the options
Identify the option we believe has the greatest net benefit
This is similar to what trusted advisors do with their clients
x
Trusted advisors serve as confidants and thought partners, enabling
x
their clients to make better decisions (and avoid foolish decisions).
This can have great impact on the client’s success.
3. What can psychologists offer best as trusted
advisors for leaders?
How well does the trusted advisor role fit the consulting
x
psychologist's role with clients?
What special competencies of consulting psychologists might they
x
apply in the role of trusted advisor to yield exceptional benefits for
their clients?
How does the value consulting psychologists can add as a trusted
x
advisors contrast with the limitations of serving as quot;expertsquot; or
quot;vendors“?
4. How well does the trusted advisor role fit the
consulting psychologist's role with clients?
5. Common traits of trusted advisors
Seem to understand us, effortlessly, and like us
x
Help us think and separate our logic from our
x
emotion
Criticize and correct us gently, lovingly
x
Challenge our assumptions: help us uncover the
x
false assumptions we’ve been working under
Are always honorable: they don’t gossip about
x
others (we trust their values)
Source: David Maister
5
6. Example: David Axelrod, Barack Obama’s
chief political strategist, is also Mr.
Obama’s trusted advisor.
Mr. Axelrod’s title of chief strategist only hints at the extensive role he
x
has played (as) friend, adviser and confidant, always at the elbow of
Mr. Obama. (Jeff Zeleny, NY Times, 2008.10.27)
Every politician has a guardian angel, and every presidential hopeful
x
has a right-hand dispenser of wisdom.
Mr. Axelrod, in this client-consultant relationship, appears to be
x
something different, with a personal investment in Mr. Obama's
success….
quot;You know, he and I share a basic worldview,quot; Mr. Obama said without
x
hesitation. quot;I trust his basic take on what the country should be and
where we need to move towards - not just on specific policy but how
politics should be able to draw on our best and not our worst.“
Mr. Axelrod: quot;He's not just a client, he's a very good friend of mine.”
x
6
7. Competencies of consulting
psychologists
As our profession continues to evolve, there continues to be a
x
range of services offered by consulting psychologists that is
broad in terms of venues, tools, methods, and other
variations in practice
Yet there is a set of fundamental competencies, often
x
overlooked in the way we define our profession, that is unique
to consulting psychology.
However, two general competency areas, self-awareness/self-
x
management and relationship development, are prerequisites
for all areas of psychological practice. (Guidelines for
Education and Training in Consulting Psychology)
7
8. There are 10 official competencies for
organizational consulting psychologists
Self-Awareness and Self- Multicultural and
x x
Management International Awareness,
Knowledge of Sociopolitical
Relationship Development
x
Background and Cultural
Values and Patterns
Assessment
x
Research Methods and
x
Process Consultation/Action
x
Statistics
Research
Business Operations, Legal,
x
Interventions
x
Industry Regulations,
Technological Advances
Knowledge of Theory, Case
x
Studies, Empirical Research,
Professional Ethics and
x
Applications, Evaluation
Standards.
Methods
8
9. Current Areas of Competence for
I/O Psychologists
(10 of the 25 listed by SIOP are shown here)
Consulting and Business Individual Assessment
Skills (1985 Guidelines Judgment and Decision
purposely excluded quot;personal Making
skillsquot; such as facility at Leadership and
developing interpersonal Management
relationships)
Organization
Attitude Theory,
Development
Measurement, and
Organization Theory
Change
Small Group Theory and
Human Performance /
Team Processes
Human Factors
Work Motivation
9
10. What do clients see as the
distinguishing competencies of
consulting psychologists?
What is exceptional about the value that a
x
consulting psychologist can add as an executive
coach, versus a coach without psychological
expertise?
What distinguishes the expertise of the
x
psychologist is seldom clearly defined, either
among colleagues within our profession, or among
our clientele, aside from the special expertise
psychologists have for assessment.
10
11. Establishing a relationship as trusted
advisor to an executive is a sensitive
matter. (Maister, Green and Galford, 1977)
An advisor's role is to be an expert guide in the process of
x
reasoning through decisions and problems.
The diagnosis and solution of a client problem can never be
x
performed without considering the sensitivities, emotions and
politics of the client situation.
Think of the personal risks (reputation, promotion
x
opportunities, bonuses, perhaps even one’s career) that go
along with the responsibility for choosing (and working with)
any outside provider for a risky or expensive corporate matter.
No matter how technical one's field or discipline, the act of
x
giving advice is crucially dependent on a deep understanding
of the personalities involved, and on the ability to adapt the
advice-giving process to the specific individuals involved.
11
12. Serving effectively as a trusted advisor
requires psychological sophistication.
When hiring an advisor, [an executive is] forced to place their
x
affairs for an uncertain period of time (and cost) into the hands
of a practitioner of an impenetrable art, who often uses
indecipherable jargon and engages in mysterious and
unexplained (but probably expensive) activities.
It is predictable that the average client experiences
x
unwelcome feelings of dependency or loss of control.
Yet …they are, above all, looking for someone who will
x
provide reassurance, calm their fears and inspire confidence.
Your ability to be accepted as a trustworthy guide can be
x
damaged if your client believes that you have already reached
your own inflexible conclusion. As a quick rule of thumb, it is
usually better to try to turn one's assertions into questions:
“Have we looked at all the options? What are the pros and
cons? How would action X be implemented?”
12
13. How does hiring a trusted advisor feel to the
client?
Insecure. I’m not sure I know how to detect which of the finalists is the genius, and which is just good. I’ve exhausted my
x
abilities to make technical distinctions.
Threatened. This is my area of responsibility; even though intellectually I know I need outside expertise, emotionally its
x
not comfortable to put my affairs in the hands of others.
At personal risk. By putting my affairs in the hands of someone else, I risk losing control.
x
x Impatient. I didn’t call in someone at the first sign of symptoms (or opportunity). I’ve been thinking about this for a
while.
Worried. By the very fact of suggesting improvements or changes, these people going to be implying that I haven’t been
x
doing it right up till now. Are these people going to be on my side?
Exposed. Whoever I hire, I’m going to have to reveal some proprietary secrets, not all of which are flattering. I will have
x
to undress.
Ignorant.
x And don’t like the feeling. I don’t know if I’ve got a simple problem or a complex one. I’m not sure I can trust
them to be honest about that: it’s in their interest to convince me its complex.
Skeptical. I’ve been burned before by these kinds of people. You get a lot of promises: How do I know whose promise I
x
should buy?
Concerned that they either can’t or won’t take the time to understand what makes my situation special. They’ll try to sell
x
me what they’ve got rather than what I need.
Suspicious. Will they be those typical professionals who are hard to get hold of, who are patronizing, who leave you out
x
of the loop, who befuddle you with jargon, who don’t explain what they’re doing or why, who ..., who ...., who ...? In short, will
these people deal with me in the way I want to be dealt with?
13
14. What special competencies of consulting
psychologists might we apply in the role of
trusted advisor to yield exceptional benefits
for our clients?
14
15. Consulting psychologists have special
expertise in matters crucial to organizational
effectiveness and success.
Personal and interpersonal Developmental psychology
insight and personal growth
Motivation Behavior change and habit
development
Emotional intelligence
Leadership psychology
Social dynamics of teams and
work groups Persuasion, inspiration, and
influence
Rational vs. irrational decision
making Cooperation and conflict
15
16. Billion Dollar Lessons
Paul Carroll and Chunka Mui enlisted a team of 20
x
researchers to pore over 750 major business failures and
identify the reasons behind them.
Carroll and Mui then derived from that comprehensive
x
analysis the most important methods that executives and
investors can use to avoid flawed strategies.
Their insights are presented in their bestselling book,
x
Billion-Dollar Lessons: What You Can Learn from the Most
Inexcusable Business Failures of the Last 25 Years.
Example: Kodak
x
17. The psychology of strategy formulation
must change to reliably avoid billion dollar
mistakes.
“Numerous psychological studies and extensive examples from the
x
research for the book show that just trying harder won’t prevent
failures. Something has to change about how strategy is set.” ~ Paul
Carroll and Chunka Mui
Executives underestimate the complexity that comes with scale.
x
They overestimate the power that comes with size.
x
They assume loyal customers.
x
They fail to considering all options.
x
They misunderstand or mishandle risk.
x
46% of failures stem from bad strategies — not from bad luck or poor
x
execution.
18. Personality does affect leadership
effectiveness
(Judge, Bono, Ilies & Gerhardt, 2002)
Correlations between leadership and each of the factors in the
x
five-factor model of personality:
Neuroticism = −.24
Extraversion =.31
Openness to Experience =.24
Agreeableness =.08
Conscientiousness =.28
Meta-analysis of 222 correlations from 73 samples
x
Extraversion was the most consistent correlate of leadership.
x
Overall, the five-factor model had a multiple correlation of.48
x
with leadership.
18
19. Motivation To Lead (MTL) may enable
leadership more than cognitive ability
or personality (Chan & Drasgow, 2001)
A large-scale study using 3 samples in different occupational
x
and cultural contexts shows 3 factors underlying MTL,
namely:
affective–identity
noncalculative MTL
social-normative MTL.
MTL is shown to provide incremental validity over other
x
predictors such as general cognitive ability, values,
personality, and attitudes in the prediction of two behavioral
measures of leadership potential.
19
20. Client politics are unavoidable in any
advisory situation.
Even powerful decision-makers tend to involve their CFO,
x
their General Counsel, or other corporate officers before a
final decision is reached.
Each represents a different corporate constituency and brings
x
a different perspective, agenda, and style to the deliberations.
Few professionals are fast enough on their feet to deal
x
impromptu with their diverse objections and concerns, i.e.,
without conferring with all of the key parties in advance.
It is tempting (and probably true) to think that conflicting
x
agendas, priorities and goals are the clients' fault, not yours.
But unless you develop the approaches and skills necessary
x
to deal with client politics, your advice will not be acted upon,
and you will not be seen as a helpful, useful advisor.
20
21. How does the value that consulting
psychologists can add as a trusted advisors
contrast with the limitations of serving as
quot;expertsquot; or quot;vendors“?
21
22. What do trusted advisors do, versus
what “experts” do?
Goal is to be right Goal is to help
x x
Provides Answers Provides Understanding,
x x
Reasoning, Insight
Helps Clients Make Own
Solves Problem x
x
Decisions
An Aide to the Principal
In Charge / In Control x
x
Deals with Logic and Clients’
Deals with Logic x
x
Emotions and Psychology
Proposes
x
Decides
x
Teams with Client throughout
x
Works out of contact with
x
process
client (except at beginning and
end)
22
23. How do relationships compare with
transactions?
Transaction Relationship
Goal: prevail Goal: preserve the relationship
x x
Them / Opposites Us / On the same side
x x
Short-term benefit Long-term benefit
x x
Suspicion Trust
x x
Focus: Make self attractive Focus: Understand the other
x x
Negotiate and bargain Give and be helpful
x x
Style can be impersonal, Style is personal, engaged,
x x
detached, defensive, protective intimate, open, inquisitive
Preparation, Rehearsal In the moment
x x
Listen to what they’re saying Listen to what they’re feeling,
x x
why they’re saying it
23
24. How do the distinguishing competencies of
the consulting psychologist fit the trusted
advisor role?
Example: How do we avoid the risk that our use of
x
a proprietary assessment instrument results in a
transactional role with the client, as mere experts,
rather than in a broader relational role, as trusted
advisors?
We need a fundamental construct of how our
x
special expertise uniquely qualifies us to serve our
clients as trusted advisors, offering our special
knowledge, insights, methods, and tools as
thought partners, not mere vendors.
24
25. Has the longest lasting large psychological
consulting firm in history built and sustained it’s
success by serving as trusted advisors?
Ostensibly Rohrer, Hibler, and Repogle, not long after World
x
War II, began offering transactional “expert” services:
psychological assessments for hiring, promotion, and
succession planning
Were they actually adding to the delivery of that core
x
transactional service their advice and counsel on broader
issues of importance to organizational effectiveness?
Was their firm’s strategy to use assessments as the entre into
x
a client relationship as “experts”, initially, then establish
themselves as trusted advisors?
25