Coaching & Influencing Skills: 21st century organizations use effective coaching as a competitive business strategy for recruiting and retaining high performing talent. This course allows students to develop core coaching competencies to create an impact on personal growth, leadership effectiveness, and organizational success. The course offers coaching skills to inspire and influence others to excel while maximizing employee productivity and morale. Proven methodologies provide the framework for this course and enable students to develop powerful leadership tools which accelerate their performance and those of others for gaining a competitive advantage. Coaching Best Practices and real world cases are used to anchor coaching methodologies in the business world. Students will apply coaching materials at the individual, team, and organizational level. Prerequisites: MGT 5020 and LED 5630.

( MGT 5020 )
AND ( LED 5630 )

ENTRANCE COMPETENCIES

As students begin this course they bring with them personal knowledge, life experience, and experiences from other graduate courses in leadership that include but are not limited to the following:
1) A definition and applied skills in value-driven management.
2) Assessment skills for determining elements of leadership styles.
3) Knowledge of individual, group and organizational behavior that leaders bring to effective organizations.

EXIT COMPETENCIES

Upon completion of this course students will be able to:

1) Understand the foundations of coaching.
2) Discuss coaching for behavioral change.
3) Recognize the difference between coaching and consultation.
4) Define the many and varied roles that may be taken in a coaching activity.
5) Identify the day-to-day behavior of leaders.
6) Identify the "foundation elements" that are essential in coaching.
7) Examine some of the tried-and-tested practical approaches to coaching.
8) Understand how and why the ability to influence others is essential to getting work done.
9) Describe a powerful system of influence behaviors and strategic thinking.
10) Examine the practice of influence to understand how to build a better long-term rapport.

COURSE OBJECTIVES

To contribute to and improve the understanding of:

1. The importance of coaching as a preferred and tested route to achieving effective leadership;
2. The dramatic impact that can be achieved through coaching;
3. Why managers need to develop into leaders; and
4. How coaching fits in with other techniques and approaches of leadership development.

To school the student in a precise system of behavioral skills that can be used over and over again, to move others to action at work, in personal relationships, and in everyday life.

1. Required Materials


1. Textbooks

The Coaching Manager Developing Top Talent in Business - 2002
Hunt, James A.; Weintraub, Joseph R.
Sage Publications
ISBN: 9780761924197


Influence without Authority - 2.Edition - 2005
Cohen, Allen R.; Bradford, David L.
Wiley
ISBN: 9780471463306


Coaching Process Questionnaire


Notes: Item can only be purchased from NSU Bookstore.

Influence Strategies Excercise/Inventory


Notes: Item can only be purchased from NSU Bookstore.


APA Manual
Effective October 1^st 2009, the 6th edition of the APA Manual is required for all courses.

NSU Bookstore
Textbooks and Case Studies may be purchased from the NSU Bookstore (located in the University Park Plaza) by calling 1-800-509-2665 or online at http://www.nsubooks.bkstore.com.



2. Recommended Materials

1. Allenbaugh, G. (1992). Coaching: A Management Tool for a More Effective Work Performance, Performance Improvement Quarterly, 5(2), 2-12.
2. Aurelio, S. & J. Kennedy, Jr. (1991). Performance Coaching: A Key to Effectiveness, Supervisory Management, 36, 1-2.
3. Creating appreciative learning cultures
Barrett, Frank J. Organizational Dynamics. New York: Autumn 1995. Vol. 24, Iss. 2; p. 36 (14 pages)
4. Bell, C. (1987). Coaching for High Performance, Advanced Management Journal, 52, 26-29.
5. Bielous, G. (1994). Effective Coaching: Improving Marginal Performers, Supervision, 55, 3-5.
6. Evered, R. and J. Selman (1989). Coaching and the Art of Management, Organizational Dynamics, 18(2), 16-32.
7. Fagenson, E. (1992). Mentoring: Who Needs It? Journal of Vocational Behavior, 41, 48-60.
8. Fitgerald, L. & R. Nutt (1986). Division 17 Principles Concerning the Counseling/Pshychotherapy of Women: Rationale and Implementation, The Counseling Psychologist, 14, 180-216.
9. Goldsmith, M. (1996, Fall). Coaching for Behavioral Change, Leader to Leader.
       http://personal.marshallgoldsmith.com/html/marshall/articles.html
10. Judge, W. and J. Cowell (1997, July/August). The Brave New World of Executive Coaching, Business Horizons, 71-77.
11. Kilburg, R. (1996, Spring). Toward a Conceptual Understanding and Definition of Executive Coaching, Consulting Psychology Journal: Practice and Research, 42(2), 134-144.
12. Orth, C. H. Wilkinson & R. Benfari (1987). The Manager's Role as Coach and Mentor, Organizational Dynamics, 15(4), 66-74.
13. Scandura, T. (1992). Mentorship and Career Mobility: An Empirical Investigation, Journal of Organizational Behavior, 13, 169-174.
14. Shore, L. and A. Bloom (1986). Developing Employees Through Coaching and Career Management, Personnel, 63, 34-38.
15. Harvard Business Review Articles:
Coaching the Alpha Male
What can coaches do for you?
Leadership Run Amok: the destructive potential of overachiever
Managing away bad habits
Managing your energy not your time
Decision to trust
How to build your network
How leaders create and use networks


16. Student Resources:
http://www.amanet.org/research/pdfs/i4cp-coaching.pdf
(Coaching Best Practices Study)


http://www.1to1coachingschool.com/faculty.htm
Articles by Zeus & Skiffington: science of coaching, ethics and measuring coaching (free)


http://www.influencewithoutauthority.com/
(cases, articles, learning programs)


Influence without authority website articles:
The Influence Model: Using Reciprocity and Exchange To Get What You Need
Building a Company of Leaders
Complexities in the Feedback Process
Power and Influence in the 21st Century
Leading From The Middle: Issues and Answers On Leadership For Middle Managers


http://www.marshallgoldsmithlibrary.com/
articles: (free)
Coaching for Behavioral Change
Change for the Better
Bad Behavior
Effectively Influencing Decision Makers: Ensuring that your knowledge makes a difference
Helping People achieve new goals
If they don't care, don't waste your time
If they understand, they will do
Let it go
Why coaching clients give up
The Six Question Process
The Success Delusion
Try feed forward instead of feedback
Expanding the value of coaching
To help others develop start with yourself
It's not about the coach


VIDEOS (free):
Feedforward
Leading at Google: 20 bad habits
Coaching successful people
Effectively influencing up


http://www.strategy-business.com/press/freearticle/06207
Article: The Neuroscience of Leadership (free)
        
Weblinks:
http://www.coachfederation.org/


http://www.certifiedcoach.org/


http://topten.org/


http://hbswk.hbs.edu/item.jhtml?id=4853&t=career_effectiveness

The NSU libraries comprise the Alvin Sherman Library, Research, and Information Technology Center, East Campus Branch Library, Health Professions Division Library, Law Library and Technology Center, North Miami Beach Branch Library, University School Library Media Centers, and the William S. Richardson Ocean Science Library. Students are strongly encouraged to visit one of the physical locations and/or take advantage of the vast electronic library available for research. For more information, please visit http://www.nova.edu/library.

Please note that all required and recommended materials should be referenced in APA style.