[推荐]向柳传志学习管理方法
<p>这篇文章确实能使我们很多管理人去思考，像大师一样去管理。供家人分享。</p><p style="TEXT-INDENT: 70.25pt; LINE-HEIGHT: 15pt; mso-char-indent-count: 5.0;"><font face="宋体"><b style="mso-bidi-font-weight: normal;"><span style="FONT-SIZE: 14pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">学习柳传志的管理方法</span></b><b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="FONT-SIZE: 14pt; FONT-FAMILY: Arial;"><p></p></span></b></font></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; TEXT-INDENT: 157.5pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify; mso-char-indent-count: 15.0;"><font face="宋体"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">教练式的领导方法——提问</span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><p></p></span></font></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; TEXT-INDENT: 31.5pt; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify; mso-char-indent-count: 3.0;"><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><a href="http://www.ceconline.com/FSSearch.do?origin=ContentInside&keyword=%C1%F8%B4%AB%D6%BE"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial;"><span lang="EN-US"><font color="#000066">柳传志</font></span></span></a></span><font face="宋体"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">用了很多方法</span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><a href="http://www.ceconline.com/FSSearch.do?origin=ContentInside&keyword=%BD%CC%C1%B7"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial;"><span lang="EN-US"><font color="#000066">教练</font></span></span></a></span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">下属，象提到的送书、面谈等只是其中很小一部分。不久前流传的一封柳传志给</span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><a href="http://www.ceconline.com/FSSearch.do?origin=ContentInside&keyword=%D1%EE%D4%AA%C7%EC"><span lang="EN-US" style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial;"><span lang="EN-US"><font color="#000066">杨元庆</font></span></span></a></span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;">的信件，帮助我们学习到教练式领导的重要方法</span></font><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">——</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">提问。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 这封信很短。从信的内容看，它是</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">2004</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">年联想收购</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">IBM</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">个人电脑业务以后写下的。信中对杨元庆多年来的成长和努力表示了认可，并提出了自己对核心领导层的要求。在信的末尾，柳传志表示要多支持杨元庆的工作，建议他进一步找出自己的优点和缺点，明确希望从联想那里得到什么支持，为未来</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">向更高的台阶迈进</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">做好准备。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 信件以两个问题结束：</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> </font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">1</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">，你是不是真有这份心思吃得了苦、受得了委屈，去攀登更高的山峰？</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> </font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">2</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">，你自己反思一下，如果向这个目标前进，你到底还缺什么？</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 可以看到，两个问题都是开放式的，既没有隐含的答案在里面，也不是用简单的</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">是</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">或</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">否</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">就可以回答。实际上，教练式领导最简单和有效的方式就是</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">用问题解决问题</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">，通过提问启发被教练者的心智模式，从而得到解决方案。甚至在提问的时候，教练自己也不知道问题的结果，而只是起到了画龙点睛的作用。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 惠普中国前任总裁孙振耀在谈到自己被教练的经历时曾经讲过这么一个故事。作为销售代表的孙振耀花了三个月的时间争取一个客户的单子，他与客户的相关负责人往来了十几封信，详细介绍了惠普的产品。虽然惠普的产品在几个方面都领先于竞争对手，客户的回信看上去却并不乐观。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 孙振耀的主管经理知道了以后，和他一起回顾了业务推进方式。当知道他和客户主要通过通信保持联系时，主管沉吟片刻：</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">振耀，你认为他是不喜欢你的产品，还是不喜欢你这个人呢？</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">” <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 事后，孙振耀用</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">醍醐灌顶</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">形容当时的感觉。后来的三个星期内，他主动驱车拜见客户，与客户结下了友谊，也如期拿到了单子。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 提问是激发被教练者主动思考的重要工具，不过前提是问对问题。在提问之前，领导者要深入了解被教练者的现状、目标和背景。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p style="TEXT-JUSTIFY: inter-ideograph; LINE-HEIGHT: 15pt; TEXT-ALIGN: justify;"><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体"> 在实际工作中，很多领导在日常的交流中获取被教练者的信息。在联想，柳传志把一些具有可塑性的人才集中到总裁办，把总裁室需要决策的项目拿到总裁办集中讨论。在总裁办，经常可以看到柳传志针对一个问题，不厌其烦地和大家争论，他把这种讨论叫做</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">“</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">把嘴皮磨热</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;">”</span><span style="FONT-SIZE: 10.5pt; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial;"><font face="宋体">。一年中，总裁办成员的多数时间都花在磨嘴皮子上。</font></span><span lang="EN-US" style="FONT-SIZE: 10.5pt; FONT-FAMILY: Arial;"><br/> <p></p></span></p><p></p><p></p><p class="MsoNormal" style="MARGIN: 0cm 0cm 0pt;"><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;"> 提问是一门艺术。在</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">GE</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">中国，所有高管的领导力课堂上都被安排了教练课程，指导这些高管如何做一名成功的教练。课程通过现场演示、角色扮演、案例学习等方式，给高管们展示一些工作中可能发生的情况，比如有员工表示不喜欢现在的工作，想换个工作；有员工觉得现在的工作太难了，有的不知道未来的职业发展方向等。</span><span lang="EN-US" style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;">“</span><span style="FONT-FAMILY: 宋体; mso-ascii-font-family: Arial; mso-hansi-font-family: Arial; mso-bidi-font-family: Arial; mso-bidi-font-size: 10.5pt;">课堂上，高管们也是被教练者，我们把问题提出来，让他们看老师如何解决。在切身体会到教练式领导的好处后，这些高管们就会在工作中也使用这些方式，成为教练式领导的忠实支持者。</span><span style="FONT-FAMILY: Arial; mso-bidi-font-size: 10.5pt;"><br/> </span></p><p></p> 方法是一种手段 一种 为了达成目标而采取的手段 关键是目标是否正确 目标不变 方法千万
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