Part 1: what & why?
-What's the goal? The goal may be the object of shooting, attacking or seeking, or it may be the goal or situation you want to achieve. For the consultant, the consulting goal must be agreed by both the consultant and the caller, which can be the effect to be achieved in this consultation or the consulting goal that the caller hopes to achieve in the future.
Why does our consultation need a clear goal? First of all, clear goals can help us focus on our current behavior. The time for a consultation is limited, and so is our energy with the consultant. Focusing on a clear goal is more conducive to the achievement of the goal. At the same time, clear goals can be our motivation in the short term, even our long-term vision in the future, and then we can work hard in one direction and further focus from a long-term perspective.
Part 2: Eight steps to determine the goal in negotiation
Know what kind of visitors are. This is the basis for us to enter the consulting relationship. The more you know the inquirer, the more you can grasp the inquirer's needs from the bottom, so as to confirm the inquirer's goals more accurately. At the same time, the teacher also gave us some ways to understand the visitors. Evaluation methods: such as MBTI, Dierske, Holland and professional values; At the same time, we can also find the most important part of the visitor's heart from his achievements, pains and failures.
② Understand the long-term wishes of visitors. By bringing visitors into the vision and description of the future beautiful work/life state, we can find the part that visitors care most about. At the same time, our consulting objectives must be consistent with the final vision. Only in this way can we really stimulate the internal drive of visitors and help them get out of their comfort zone and make changes.
③ Understand the questioner's short/medium term goals. Combined with the second point, this is a process of target decomposition and landing. Long-term wishes often look beautiful, but it is easy for visitors to be daunting and difficult to take the first step. Break down the long-term goal into the near future step by step, and set the goal as "making a phone call" and "buying a book", and the caller will have the possibility to achieve it. And we also know that "everything is difficult at the beginning", so the simpler the first step, the easier it is to achieve, the better.
④ the goal under the principle of ④SMART/CUP. A good goal needs to conform to two classic principles-
SMART principle: goals must be specific, measurable and achievable; The goal must be relevant); To other goals; There must be a clear time base.
Cup principle: the goal must be certain, urgent and planned.
Any consulting goal can be measured from these two angles. Unsatisfied projects deserve our repeated consideration, and even the previously set goals should be revised and overturned.
⑤ Understand the caller's difficulties and obstacles. Guiding visitors to consider the problems they may encounter in the process of achieving their goals in advance and setting up backup plans or emergency plans in advance can not only make the consulting goals more comprehensive, but also greatly enhance the possibility of achieving them.
⑥ Understand the real intention of the inquirer. After completing the basic goal setting, we might as well guide the questioner back to the initial heart and see where we set the goal. This bean has been used in previous cases. After returning to my original heart, I suddenly found that my goal deviated. Timely adjustment of the questioner's feedback is "very rewarding"!
⑦ Confirm the target again. Together with the questioner, use SMART and CUP to go over the goals we have set and write them down one by one. This is a sacred sense of ritual. You can't go back on your word if you write it down. We must carry it out.
(8) Action plan. What the hell are we going to do? What is the first step? What is the second step? Who can we call for our plan? Can you pay him a deposit and let him supervise me? How can I feedback my implementation to my supervisor? These questions relate our goals to real life scenes and can be implemented immediately.
The third part: the golden rule of determining the goal.
After setting the goal, you should check it again and again with the five tips given by Liu Jia. At the same time, repeating the goal repeatedly can also help visitors strengthen: "This is my goal, and I want to accomplish it!" "
The (1) goal really motivates the caller. "Look at this goal/plan, what do you think?" When faced with an inspiring goal, visitors will show great ambition and gush; On the contrary, we should consider the improvement of our goals.
② Discharge is preferred. What are the sub-goals of the goal to be completed first? What is more important? When time/energy conflicts, which one should be guaranteed first? Focusing on the goal helps visitors to know more clearly the level of the goal and which sub-goals are closely related to the overall goal, and can also ensure that the goal promotion will not be greatly affected if they cannot take care of both.
③ Smart/Cup Rule. Repeated use, timely use, use everywhere!
(4) write down the goal. Don't forget, let the inquirer go home with this goal.
(5) Make public commitments and reports. Silent execution, giving up the cost is too low. If it has been announced in a high-profile way, "the goal of letting go will be achieved with tears", that is what we want! Help visitors "push themselves" (* ω *)
Although it is only a short 60-minute micro-class, there are too many dry goods mentioned about goal setting! Every point needs to be constantly practiced and honed in every consultation and verified and adjusted in every consultation report. Combine the feedback from visitors to help us improve our sense of "precise goal"! What does it feel like to be "precise"? I think it is probably when we confirm the consulting objectives that we can "feel" whether it is suitable for visitors without verifying the 8-step-5 standard (* ω *) one by one.