{"id":111,"date":"2021-02-28T11:30:34","date_gmt":"2021-02-28T10:30:34","guid":{"rendered":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/?p=111"},"modified":"2021-04-16T19:34:37","modified_gmt":"2021-04-16T17:34:37","slug":"zuhoeren-die-kunst-der-beratung","status":"publish","type":"post","link":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/zuhoeren-die-kunst-der-beratung\/","title":{"rendered":"Zuh\u00f6ren – Die Kunst der Beratung"},"content":{"rendered":"

H\u00f6ren (hear), Zuh\u00f6ren (listen) , aktives Zuh\u00f6ren, Paraphrasieren – es gibt immer wieder den Hinweis, warum richtiges Zuh\u00f6ren die absolut wichtigste F\u00e4higkeit ist, die ein Berater, Coach, Mediator, Therapeut, Chef, Mitarbeiter, Lebenspartner, Vater, Sohn* haben muss.<\/p>\n

Oder geh\u00f6ren Sie zu den Menschen, die genau dann sagen, das war aber ein tolles Gespr\u00e4ch mit Ihnen, wenn Sie selber einen Redeanteil von 90% und mehr hatten.<\/p>\n

\"\"Eine sehr gute \u00dcbersicht f\u00fcr die F\u00e4higkeiten guter Zuh\u00f6rer und Schw\u00e4chen schlechter Zuh\u00f6rer bietet David H. Maister in seinem Buch The Trusted Advisor<\/a> in Kapitel 11, ab S.97.<\/p>\n

 <\/p>\n

Hier die Zusammenfassung S.211f., der Einfachheit halber in Englisch<\/p>\n

„What Good Listeners Do<\/p>\n

    \n
  1. Probe for Clarification<\/li>\n
  2. Listen for unvoiced emotions<\/li>\n
  3. Listen for the story<\/li>\n
  4. Summarize well<\/li>\n
  5. Empathize<\/li>\n
  6. Listen for what\u00b4s different, not for what\u00b4s familiar<\/li>\n
  7. Take it all seriously (they don\u00b4t say, „You shouldn\u00b4t worry about that“)<\/li>\n
  8. Spot hidden assumptions<\/li>\n
  9. Let the client „get it out of his or her system“<\/li>\n
  10. Ask „How do you feel about that“<\/li>\n
  11. Keep the client talking („What else have you considered“)<\/li>\n
  12. Keep asking for more detail that helps THEM understand<\/li>\n
  13. Get rid of distractions while listening<\/li>\n
  14. Focus on hearing your version first<\/li>\n
  15. Let you tell your story your way<\/li>\n
  16. Stand in your shoes, at least while they\u00b4re listening<\/li>\n
  17. Ask you how you think they might be of help<\/li>\n
  18. Ask what you\u00b4ve thought of before telling you what they’ve thought of<\/li>\n
  19. Look at (not stare at) the client as he or she speaks<\/li>\n
  20. Look for Congruity<\/a> (or incongruity) between what the client says and how he or she gestures and postures<\/li>\n
  21. Make it seem as if the client is the only thing that matters and that they have all the time in the world<\/li>\n
  22. Encourage by nodding head or giving a slight smile<\/li>\n
  23. Are aware of and control their body movement (no moving around, shaking legs, fiddling with a paper clip)<\/li>\n<\/ol>\n

    What Great Listeners Don\u00b4t Do<\/p>\n

      \n
    1. Interrupt<\/li>\n
    2. Respond too soon<\/li>\n
    3. Match the client\u00b4s points („Oh, yes, I had something like that happen to me. It all started…“)<\/li>\n
    4. Editorialize in midstream („Well, that option\u00b4s a nonstarter“)<\/li>\n
    5. Jump to conclusions (much less judgments)<\/li>\n
    6. Ask closed-end questions for no reason<\/li>\n
    7. Give you their ideas before hearing yours<\/li>\n
    8. Judge you<\/li>\n
    9. Try to solve the problem too quickly<\/li>\n
    10. Take calls or interruptions in the course of a client meeting<\/li>\n<\/ol>\n

       <\/p>\n

       <\/p>\n

       <\/p>\n

      *Nat\u00fcrlich sind alle genannten Begriffe auch in der weiblichen Form genauso g\u00fcltig.<\/p>\n\"Facebook\"<\/a>\"twitter\"<\/a>\"linkedin\"<\/a>\"rss\"<\/a>","protected":false},"excerpt":{"rendered":"

      H\u00f6ren (hear), Zuh\u00f6ren (listen) , aktives Zuh\u00f6ren, Paraphrasieren – es gibt immer wieder den Hinweis, warum richtiges Zuh\u00f6ren die absolut wichtigste F\u00e4higkeit ist, die ein Berater, Coach, Mediator, Therapeut, Chef, Mitarbeiter, Lebenspartner, Vater, Sohn* haben muss. Oder geh\u00f6ren Sie zu den Menschen, die genau dann sagen, das war aber ein tolles Gespr\u00e4ch mit Ihnen, wenn […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[14,13,15],"_links":{"self":[{"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/posts\/111"}],"collection":[{"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/comments?post=111"}],"version-history":[{"count":5,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/posts\/111\/revisions"}],"predecessor-version":[{"id":187,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/posts\/111\/revisions\/187"}],"wp:attachment":[{"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/media?parent=111"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/categories?post=111"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.klausolafzehle.de\/zeitmitzehle\/wp-json\/wp\/v2\/tags?post=111"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}