‘If you don’t know what an extrovert is thinking, it’s because you haven’t listened. If you don’t know what an introvert is thinking, it’s because you haven’t asked.’ (Richard Marshall)
Extroverts speak, introverts write. I first noticed this reality whilst studying for a masters’ degree. I enjoyed writing my dissertation immensely because it felt like an exciting journey of discovery. It was like a stream of consciousness, seeing my learning and ideas take shape as I wrote them. I didn’t know what I thought until I wrote it down. By contrast, an extrovert colleague found writing her own dissertation tedious, an administrative task to simply record what she had already talked-through.
‘Extroverts tend to think externally; they need to verbalize their thoughts to think. Thoughts are actually formed as they are verbalized. They don’t know exactly what they are going to say at first, but they know their thoughts will take shape as they speak them. That is, an extrovert will speak it to think it. By contrast, an introvert will sit quietly and ponder, mulling ideas over in her head, looking for the right word and the best description of the ideas that are taking shape.’ (Heather Hollick)
Now, it’s not that extroverts can’t write well or take pleasure in it, or that introverts can’t talk or enjoy conversation. It’s more about a preference or a default. Whereas extroverts sometimes need to remember to listen, I sometimes need to remember to speak. The conversation can be so vivid, so active in my mind that I feel as if I’m engaged in the discussion out loud. I have learned over time that sometimes I need to speak earlier, before my thoughts are fully-formed, to invite others in.
So, what does this mean in practice? If you’re working with an extrovert, speak to them directly and give them chance to speak, to think. Give them time to mull things over by talking out loud until they reach their own conclusions. Conversely, if you’re working with an introvert, give them quiet space to think, to write down, to form their thoughts before speaking. What’s your preference? How do you take preference into account when working with people? Do you prefer to speak or to write?
When teams are under pressure, e.g. dealing with critical issues, sensitive topics or working to tight deadlines, tensions can emerge that lead to conversations getting stuck. Stuck-ness between two or more people most commonly occurs when at least one party’s underlying needs are not being met, or a goal that is important to them feels blocked.
The most obvious signs or stuck-ness are conversations that feel deadlocked, ping-pong back and forth without making progress or go round and round in circles. Both parties may state and restate their views or positions, wishing the other would really hear. If unresolved, responses may include anger/frustration (fight) or disengagement/withdrawal (flight).
If such situations occur, a simple four step process can make a positive difference, releasing the stuck-ness to move things forward. It can feel hard to do in practice, however, if caught up in the drama and the tense feelings that ensue! I’ve found that jotting down questions as an aide memoire can help, especially if stuck-ness is a repeating pattern.
1. Observation. (‘What’s going on?’). This stage involves metaphorically (or literally) stepping back from the interaction to notice and comment non-judgementally on what’s happening. E.g. ‘We’re both stating our positions but seem a bit stuck’. ‘We seem to be talking at cross purposes.’
2. Awareness. (‘What’s going on for me?’). This stage involves tuning into my own experience, owning and articulating it, without projecting onto the other person. E.g. ‘I feel frustrated’. ‘I’m starting to feel defensive.’ ‘I’m struggling to understand where you are coming from.’ ‘I’m feeling unheard.’
3. Inquiry. (‘What’s going on for you?’). This stage involves inquiring of the other person in an open spirit, with a genuine, empathetic, desire to hear. E.g. ‘How are you feeling?’ ‘What are you wanting that you are not receiving?’ ‘What’s important to you in this?’ ‘What do you want me to hear?’
4. Action. ('What will move us forward?’) This stage involves making requests or suggestions that will help move the conversation forward together. E.g. ‘This is where I would like to get to…’ ‘It would help me if you would be willing to…’. ‘What do you need from me?’ ‘How about if we try…’
Shifting the focus of a conversation from content to dynamics in this way can create opportunity to surface different felt priorities, perspectives or experiences that otherwise remain hidden. It can allow a breathing space, an opportunity to re-establish contact with each other. It can build understanding, develop trust and accelerate the process of achieving results.
How would you describe your coaching style? What questions would you bring to a client situation?
In my experience, it depends on a whole range of factors including the client, the relationship, the situation and what beliefs and expertise I, as coach, may hold. It also depends on what frame of reference or approach I and the client believe could be most beneficial. Some coaches are committed to a specific theory, philosophy or approach. Others are more fluid or eclectic.
Take, for instance, a leader in a Christian organisation struggling with issues in her team. The coach could help the leader explore and address the situation drawing on any number of perspectives or methods. Although not mutually exclusive, each has its own focus and emphasis. The content and boundaries will reflect what the client and coach believe may be significant:
Appreciative/solutions-focused: e.g. ‘What would an ideal team look and feel like for you?’, ‘When has this team been at its best?’, ‘What made the greatest positive difference at the time?’, ‘What opportunity does this situation represent?’, ‘On a scale of 1-10, how well is this team meeting your and other team members’ expectations?’, ‘What would it take to move it up a notch?’
Psychodynamic/cognitive-behavioural: e.g. ‘What picture comes to mind when you imagine the team?’, ‘What might a detached observer notice about the team?’, ‘How does this struggle feel for you?’, ‘When have you felt like that in the past?’, ‘What do you do when you feel that way?’, ‘What could your own behaviour be evoking in the team?’, ‘What could you do differently?’
Gestalt/systemic: e.g. ‘What is holding your attention in this situation?’ ‘What are you not noticing?’, ‘What are you inferring from people’s behaviour in the team?’, ‘What underlying needs are team members trying to fulfil by behaving this way?’, ‘What is this team situation telling you about wider issues in the organization?’, ‘What resources could you draw on to support you?’
Spiritual/existential: e.g. ‘How is this situation affecting your sense of calling as a leader?’, ‘What has God taught you in the past that could help you deal with this situation?’, ‘What resonances do you see between your leadership struggle and that experienced by people in the Bible?’, ‘What ways of dealing with this would feel most congruent with your beliefs and values?’
An important principle I’ve learned is to explore options and to contract with the client. ‘These are some of the ways in which we could approach this issue. What might work best for you?’ This enables the client to retain appropriate choice and control whilst, at the same time, introduces possibilities, opportunities and potential new experiences that could prove transformational.
It was an energising experience, facilitating a group of leaders this week who are keen to build a new high performing team. We pushed the boundaries of normal ways of working to stimulate innovative ideas in all aspects of the team’s work. We used photos to create an agenda and physically enacted people’s aspirations to avoid falling into conventional patterns of heady, rational conversation.
It felt very different to meeting ‘because that’s what we do’. There was a different dynamic, energy and momentum. Participants leaned actively into the conversation, not leaning back in passivity or boredom. Yet it can be a real challenge to break free from tradition, from norms that trap a team in ways of doing things that feel familiar and safe but, deep down, lack inspiration or effectiveness.
In our meetings, how often do we pause before diving into the agenda to ask, ‘What’s the most important thing we should be focusing on?’, ‘How are we feeling about this?’, ‘What is distracting us or holding our attention?’, ‘What could be the most creative and inspiring way to approach this?’, ‘What do we each need, here and now, to bring our best to this?’, ‘What would be a great result?’
So I presented a simple model to the team with four words: content (what), process (how) and relationship (who) encircled around goal (where). In all my experience of working with individuals and teams, whether in coaching, training or facilitation, whether in the UK or overseas, these four factors are key recurring themes that make a very real difference.
They seem to be important factors that, if we get them right, make a positive impact. They lead to people feeling energised, more alive, more motivated and engaged. Conversely, if we get them wrong, they leave people frustrated, drained of energy, bored or disengaged. Worse still, if left unaddressed, they can lead to negative, destructive conflict that completely debilitates a team.
We can use a simple appreciative inquiry to reflect on this.‘Think back to your best experience of working with another person or team. How did you feel at the time?’, ‘Think back to a specific example of when you felt like that with the person or team. Where were you at the time? What were you doing? What were they doing? What made the biggest positive difference for you?’
One of the things we notice when asking such questions is that different things motivate and energise different people. That is, of course, one of the tricky parts of leading any team. So a next question to pose could be something like, ‘What would it take for this team to feel more like that, more of the time for you?’ and to see what the wider team is willing to accommodate or negotiate.
Now back to the model with some sample prompts to check out and navigate with a client, group or team. Notice how the different areas overlap and impact on each other. It’s about addressing all areas, not just to one or two in isolation. However, having explored each area in whatever way or level suits your situation, you are free to focus your efforts on those that need
Goal: ‘What’s your vision for this?’, ‘Why this, why now?’, ‘What are you hoping for?’, ‘What would make a great outcome for you?’, ‘What would be the benefits of achieving it or the costs of not achieving it?’, ‘Who or what else is impacted by it and how?, ‘Where would you like to get to by the end of this conversation?’, ‘An hour from now, what would have made this worthwhile?’
Content: ‘What’s the most important issue to focus this time on?’, ‘What is the best use of our time together?’, ‘What is the issue from your perspective?’, ‘How clear are you about what this issue entails?’, ‘What feelings is this issue evoking for you?’, ‘What do we need to take into account as we work on this together?’, ‘Do we have the right information and expertise to do this?’
Process: ‘How would you like to do this?’, ‘What approach would you find most inspiring?’, ‘What might be the best way to approach this given the time available?’, ‘Which aspects to we need to address first before moving onto others?’, ‘What would be best to do now and what could be best done outside of this meeting?’, ‘Could we try a new way that would lift our energy levels?’
Relationship: ‘What’s important to you in this?’, ‘What underlying values does this touch on for you?’, ‘How are you impacted?’, ‘How are you feeling?’, ‘What are you noticing from your unique perspective?’, ‘What distinctive contribution could you bring?’, ‘What is working well in the team’s relationships?’, ‘What is creating tension?’, ‘How could we resolve conflicting differences?’
The versatility of the model is that it can be reapplied to coaching, training and other contexts too. In a training environment you could consider, for instance, ‘What are we here to learn?’ (goal), ‘What material should we cover?’ (content), ‘What methods will suit different learning styles?’ (process) and ‘How can we help people work together well in this environment?' (relationship).
In a coaching context it could look something like, ‘How do you hope to develop through engaging in this coaching experience?’ (goal), ‘What issues, challenges or opportunities would you like to focus on?’ (content), ‘How would you like to approach this together?’ (process) and ‘What would build and sustain trust as we work on these things together?’ (relationship).
I’d be interested to hear from you. Do the areas represented in this model resonate with your own experiences? Which factors have you noticed tend to be most attended to or ignored? Do you have any real-life, practical examples of how you have addressed these factors and what happened as a result? In your experience, what other factors make the biggest difference?
‘What is most important about any event is not what happened, but what it means. Events and meanings are loosely coupled: the same events can have very different meanings for different people because of differences in the schema that they use to interpret their experience.’ These illuminating words from Bolman & Deal in Reframing Organisations (1991) have stayed with me throughout my coaching and OD practice.
They have strong resonances with similar insights in rational emotive therapy and cognitive behavioural therapy. According to Ellis, what we feel in any specific situation or experience is governed (or at least influenced) by what significance we attribute to that situation or experience. One person could lose their job and feel a sense of release to do something new, another could face the same circumstances and feel distraught because of its financial implications.
What significance we attribute to a situation or experience and how we may feel and act in response to it depends partly on our own personal preferences, beliefs, perspective and conscious or subconscious conclusions drawn from our previous experiences. It also depends on our cultural context and background, i.e. how we have learned to interpret and respond to situations as part of a wider cultural group with its own history, values, norms and expectations.
A challenge and opportunity in coaching and OD is sometimes to help a client (whether individual or group) step back from an immediate experience and reflect on what the client (or others) are noticing and not noticing, what significance the client (or others) are attributing to it and how this is affecting emotional state, engagement, choices and behaviour. Exploring in this way can open the client to reframing, feeling differently and making positive choices.
In his book, Into the Silent Land (2006), Laird makes similar observations. Although speaking about distractions in prayer and the challenges of learning stillness and silence, his illustrations provide great examples of how the conversations we hold in our heads and the significance we attribute to events often impact on us more than events themselves. He articulates this phenomenon so vividly that I will quote him directly below:
‘We are trying to sit in silence…and the people next door start blasting their music. Our mind is so heavy with its own noise that we actually hear very little of the music. We are mainly caught up on a reactive commentary: ‘Why do they have to have it so loud!’ ‘I’m going to phone the police!’ ‘I’m going to sue them!’ And along with this comes a whole string of emotional commentary, crackling irritation, and spasms of resolve to give them a piece of your mind when you next see them. The music was simply blasting, but we added a string of commentary to it. And we are completely caught up in this, unaware that we are doing much more than just hearing music.
‘Or we are sitting in prayer and someone whom we don’t especially like or perhaps fear enters the room. Immediately, we become embroiled with the object of fear, avoiding the fear itself, and we begin to strategise: perhaps an inconspicuous departure or protective act of aggression or perhaps a charm offensive, whereby we can control the situation by ingratiating ourselves with the enemy. The varieties of posturing are endless, but the point is that we are so wrapped up in our reaction, with all its commentary, that we hardly notice what is happening, although we feel the bondage.’
This type of emotional response can cloud a client’s thinking (cf ‘kicking up the dust’) and result in cognitive distortions, that is ways of perceiving a situation that are very different (e.g. more blinkered or extreme) than those of a more detached observer. In such situations, I may seek to help reduce the client’s emotional arousal (e.g. through catharsis, distraction or relaxation) so that he or she is able to think and see more clearly again.
I may also help the client reflect on the narrative he or she is using to describe the situation (e.g. key words, loaded phrases, implied assumptions, underlying values). This can enable the client to be and act with greater awareness or to experiment with alternative interpretations and behaviours that could be more open and constructive. Finally, there are wider implications that stretch beyond work with individual clients.
Those leading groups and organisations must pay special attention to the symbolic or representational significance that actions, events and experiences may hold, especially for those from different cultural backgrounds (whether social or professional) or who may have been through similar perceived experiences in the past. If in doubt, it’s wise ask others how they feel about a change, what it would signify for them and what they believe would be the best way forward.
What’s your theory of change? What issues are you trying to address? What creates and sustains those issues? What kind of interventions and when are most likely to prove successful? What would success look and feel like, and for whom? What is your overall goal? These are some of the questions we looked at on a Theory of Change workshop I took part in yesterday. Theories of change are becoming increasingly commonplace in the third sector, paralleling e.g. strategy maps in other sectors. There are a number of reasons for this. Charities and NGOs are under increasing scrutiny from supporters and funders to demonstrate how their resources are being used to achieve optimal impact. This has created a whole industry in impact evaluation.
The third sector is maturing too. No longer driven into action by empathy or altruistic instinct alone, organisations in this sector have more experience, more evidence of what works and what doesn’t and more analysis and understanding of why. The issues have turned out to be more complex than some had originally imagined, making significant and sustained progress challenging. Against this backdrop, a theory of change can prove valuable. It aims to clarify goals and outcomes and to work back to activities and other factors that will enable the outcomes to be achieved. In articulating these things clearly and succinctly (often in simple graphic flowchart form), underlying assumptions and causal links can be surfaced, explained and tested.
At heart, a theory of change answers questions such as ‘What are we trying to achieve?’, ‘What is necessary for the goal to be achieved?’ and ‘What’s the rationale behind our intervention strategy?’ In doing so, it makes the organisation’s focus, operations and use of resources transparent, accountable and more open to challenge and improvement as new research and evidence emerges. I find myself particularly drawn to the critical-reflective aspects. For instance, one NGO I worked with conducted a fundamental strategy review starting with these same principles, asking questions such as, ‘Why are people poor?, ‘What causes and sustains poverty?’, ‘What interventions make the greatest difference?’, ‘What is our optimal contribution?’
One of the interesting challenges for a third sector organisation is whose voice is represented in framing and answering such questions, e.g. donors, beneficiaries, trustees, staff, volunteers. A charitable organisation I work with currently conducted a strategy review recently, inviting feedback from beneficiaries using surveys, focus groups etc. to find out what they struggle with and aspire to and what role they would want to see the organisation playing in helping them address or achieve these issues. The needs and aspirations that surfaced have been summarised as ‘I’ rather than ‘we’ or ‘they’ statements in clear and colloquial language, keeping the focus on what each individual as beneficiary wants to experience as a result of the organisation’s actions.
This is a sharp contrast with some experiences I’ve had in the past. In one instance, a third sector organisation I worked with set up a drop-in project providing advice and support for long-term unemployed people. The Local Authority provided funding using ‘number of people using the service’ as its key success criterion. Paradoxically, the more successful the service was in enabling local people to find employment, thereby reducing the number of people who needed to access the service, the more the service was deemed statistically by the Local Authority to be failing. A theory of change can help surface such outcomes and assumptions at an early stage, enabling more constructive dialogue and agreement between agencies and stakeholders.
I believe the potential for theory of change extends beyond third sector organisations aiming to articulate their vision, strategy, plans and reasons behind them. I’ve used similar methodologies to explore and articulate an organisation development strategy within a third sector organisation. We started by exploring a number of questions with diverse stakeholders and groups such as, ‘What kind of organisation are we trying to develop?’, ‘Where are we now?’, ‘Why are things as they are?’, ‘What drives or sustains how things are?’, ‘What matters most to people here?’, ‘Who or what influences change?’, ‘What would it take to achieve the changes?’ This enabled us to create a map showing goals, activities, assumptions and causal relationships.
The same principles can be applied at team and individual levels too, e.g. for leadership, coaching, mentoring, training and counselling purposes. It enables dialogue between different parties and keeps rationale and assumptions explicit. If assumptions are clear to all parties, they can be challenged and revised in light of different preferences, perspectives, realities and evidence. I’ve used adaptations of this approach with people and organisations where Christian beliefs have been held as important and integral, developing the model as a theology of change. A theology of change may surface and articulate e.g. God’s purpose, values, presence and activity in the world, the role of the Spirit and Christians, discerning a sense of ‘calling’.
In my experience, the language and methods of applying theory or change need to be adapted for different purposes and audiences. It represents a logical-rational paradigm that is likely to work well for some people and cultures but not so well for others. Using Honey & Mumford’s learning styles as one possible frame of reference, theory of change (as the name implies) may appeal most to people, teams or cultures with a theorist orientation. Reflectors may be attracted most by its emphasis on surfacing underlying assumptions, activists by the evidential dimensions and pragmatists by its focus on outcomes. Perhaps the key lies in using the principles it embodies flexibly and sensitively in the context of real human dialogue and relationship.
‘Live and let live’ sounds great until someone crosses the line or invades your borders. The man sitting next to me on the train this morning was an example, his feet spreading over into my foot space. I could feel myself tense up with irritation, ‘How could he be so annoying?’ In fact, I really dislike it when anyone crosses into my physical, psychological or emotional space uninvited.
It’s not that I’m an intensely private person. It’s something about protecting my freedom and control. I get stressed when someone plays their music or TV too loud, when kids kick the football against my house wall, when someone tries to manipulate or force me to do something. It’s as if these things feel like infringements on my freedom, my choices, my sense of autonomy.
Khalil Gibran in The Prophet emphasises the value of space as essential for healthy human relationships. Psychologically, it’s about relating independently from a secure base in order to avoid unhealthy co-dependence or confluence. We could compare it recognising the necessary value of spaces between words and musical notes, enabling us to hear the lyrics and melody.
In a work environment it could be about enabling space for people to express their own values, their own creativity, to innovate. It could be about ensuring people have their own desk space or time in their diaries to think. It could be about checking that roles and responsibilities are clearly defined and delineated to avoid confusion. It could be about avoiding risks of micromanagement.
I’m reminded of a group dynamics workshop I co-facilitated with Brian Watts (www.karis.biz). Brian invited participants to stand opposite each other at a distance then slowly to walk towards each other until they felt they wanted to stop. It was fascinating to notice patterns in behaviour, how people felt as they moved towards, where they chose to stop in order to safeguard space.
Typically in that group, women would stop at a greater distance to men than men would to women. In fact, a man would often continue walking towards a woman even after she had stopped, causing her to instinctively step back. Men stopped at a greater distance from other men and women stood closer to other women than they stood to men, or men stood to men.
Personal space is also influenced by culture as well as gender and individual preference. Some cultures view such space as more important than others and people within cultures learn where to move, where to stop, where to place and uphold unspoken boundaries. It can create awkward tensions when people from different cultures navigate the spaces between them.
My own spacial preferences reflect my personal disposition, my personality traits. The cultural dimension suggests that my ideas, experiences and feelings about space are socially constructed too. If I had grown up in a different cultural environment, I may well have learned to experience and negotiate space and boundaries very differently. Once conditioned, it’s hard to change.
I guess the real challenge lies in how to enter and navigate space in a world where people with different values and preferences coexist and continually interact with each other physically or virtually, occupying the same or adjacent spaces. Perhaps it’s about how to create and safeguard the space we need without isolating ourselves, infringing on others’ boundaries or overriding others’ needs.
What are your experiences of space? What are the anxieties and pressures that cause us to avoid or squeeze out space? How can we create space for ourselves and others in our lives, relationships and organisations? What are the psycho-social and spiritual costs of inadequate space? How do we balance space with pace? How can we learn to breathe?
Have you noticed how different people respond differently to change? Some go very quiet, some completely freak out, some bombard with questions, some seem comfortable with the big picture. There are various ways of understanding why and, even better, practical ways to take this into account when planning and communicating change.
Here below are some insights and tips from a friend and colleague, Richard Marshall, drawing on insights from Myers Briggs Type Indicator (MBTI). For more on this tool, check out the Myers & Briggs Foundation (http://www.myersbriggs.org/). The ideas shared here are intended as indicative rather than definitive, suggestive rather than prescriptive.
In MBTI terms, people with an extroverted preference like energetic communication, time to talk about what’s going on, to be spoken with, to have opportunity to share their own views and ideas in conversation, to be involved. People with an introverted preference like written communication, time to reflect, one to one conversations, to be asked for their views.
People with a sensing preference like real data, detailed explanation of what’s happening and why, specific information about what will change and when, a realistic picture of the future and clear guidelines. People with an intuitive preference like to know the overall rationale, a general plan or direction, opportunity to co-create a vision, opportunities to influence.
People with a thinking preference like to know the logic behind decisions, clarity in decision making and planning, a clear view of the goals and structure, fairness and equity in the changes. People with a feeling preference like to know that leaders care, that impacts on people have been recognised, how people will be supported, what values underlie the changes.
People with a judging preference like a clear, concise action plan, defined outcomes with clear goals, a structured timeframe, no new surprises and a commitment to see the changes through to completion. People with a perceiving preference like an open ended plan, general parameters, flexibility with lots of options, room to adjust goals and plans.
The important thing is to remember that every individual is unique. The same person may respond differently in the same kinds of circumstances depending on how he or she is feeling, what else is happening in his or her life etc. As a rule of thumb, check out with the individuals and teams concerned: ‘how would you like us to do this’ before leaping into action.
'That was a great meeting.' 'You're joking, it was terrible!' It's hard to imagine these two were in the same room at the same time. How can different people's experience of the same meeting be so different? I sometimes get asked for advice on good meetings, how to manage good meetings.
It's an interesting challenge. After all, what constitutes a good meeting is highly contextual. In some cultures, relational aspects take precedence over tasks; in others, tasks take precedence over time. In some organisations, formal, structured meetings are preferred. In others, flexible creativity is the norm.
It partly depends on purpose. 'What are we here to do?' or 'What would a good outcome of this meeting look and feel like?'. It's also partly about timing and situation. In a crisis, a short task driven meeting may be appropriate; in other circumstances, spending time getting to know each other may take priority.
But it's not just cultural differences that are significant. People's preferences are personality driven too. So some people prefer meetings to be highly structured, organised. Others in the same meeting may prefer fluidity, an emergent agenda, a 'let's see what happens' approach.
Some people will insist that a good meeting involves circulating an agenda in advance, having fixed timings against item, ensuring the purpose of each item is clear and agreed (e.g. for information, for discussion, for decision), carefully documenting agreed action points to ensure follow-through.
Others will place greater emphasis on ensuring everyone is heard and understood, creating an environment where everyone can be honest about what they are thinking and feeling, addressing agenda items in a way that inspires passion and engagement, ensuring the content feels meaningful.
So the question becomes, 'In light of what we are here to do, how would we like to do it?' This takes openness and a willingness to negotiate. It's about exploring what's possible, what will enable different people to engage and contribute their best, what will ensure the meeting achieves its goal.
I'm a psychological coach, trainer and OD consultant. Curious to discover how can I help you? Get in touch!
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