Max Landsberg

Director of the Senior Partners Office
McKinsey & Company.
Supporting personal growth towards a better world



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MASTERING COACHING

This book presents a unique compilation of the best techniques, from neuroscience and beyond, to help you be a master coach and greater leader...

High performing leaders and coaches use a wide variety of tools, borrowed from many different disciplines. Mastering Coaching starts by asking what skills an effective coach must now possess to boost the performance of their team or coachees. In response, it summarises the most important research in areas such as neuroscience, sports psychology and mindfulness, positive psychology, mastery and goal- setting and offers a clear, simple and practical guide to how this new thinking can help coaches and managers to develop their own coaching practices.

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Mastering Coaching launches on October 1, 2015.



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INDEX to Mastering Coaching



16PF 168
70/20/10 ratio 93-4
360° feedback 3, 6, 69, 160,
185-95


a
ABCDE approach to addressing
negative thoughts 61, 65-6,
79
Abuhamdeh, S. 72-3
accommodation 94
Activist (learning style) 103
adrenal glands 219
adrenaline (epinephrine) 219
Advances in Sports Psychology 39
Alchemy of Growth, The 147,
148
alignment 27, 205
Allinson, Christopher W. 102
American Psychological
Association 39, 57, 85
amygdala 20, 218
hijack 16, 18, 35
see also error detection
Andres-Hyman, Raquel 30
anterior cingulate cortex (ACC)
218
anxiety 6, 9, 20, 39, 40, 55, 81,
84, 85, 86, 90, 91
'Application of Goal Setting to
Sports, The' 42
aptitude tests 168-9
Archilocus 138
Aristotle 27, 58
assimilation 94
attachment 32
Authentic Happiness 60
autopsy 15
awareness 12, 44, 71, 81, 83, 88,
90, 100, 197


b
Baby Boomers 209, 214
Baghai, Mehrdad 147
Barnum Effect 169
basal ganglia 22, 100, 218, 219
Baumeister, Roy 62
Beane, Billy 48-9
Beck, Aaron 65
Belbin Team Roles 168
benchmarking 96, 100, 200-201,
203, 204, 207
Bennis, Warren 119
Berlin, Isaiah 139
Best Possible Self 63, 79
Beyond Boredom and Anxiety:
Experiencing Flow in Work and
Play 71
BHAG (Big Hairy Audacious
Goal) 6, 50, 109, 137, 139,
140, 144, 145
board effectiveness 197-207
clear process for the project
199-203, 201
design options 204
group dynamics 198-9
know who your client is 197-8
types of actions 204-6
bonding 27, 32
Brailsford, Dave 50-51, 52
brain
brain-based psychotherapy
30, 32
emotional coding 27-8
energy-saving 17, 21, 25, 27,
35
evolution 16, 21, 35
focus 28-9
and habits 17, 22, 25-7
how it works 13, 15-30, 31
imaging 24, 26, 29
localisation theory 14-15
make schemas and detect
errors 21-4
myelination 17
plasticity 11
responses to tasks 15-16
reward system 12, 16, 24-5, 33
single-/multi-tasking 18, 28
spot threats 18-21
survival instinct 16-17, 18, 35
threat mechanism 18-21, 22,
33, 35
whole 18, 29-30
brain cells 11
BRAIN project 15
Brain That Changes Itself, The 17
brains
biochemistry 219
structures 217-19
Brann, A. 217
British Cycling 50, 51
British Psychological Society 39
Broca, Paulo 15
Buddhism 86, 87
Buddhism psychological model
(BPM) 87-8
Burton, D. 43
Business Coaching 5


c
Cambridge Handbook of Expertise
and Expert Performance, The
131
Cambridge Handbook of Human
Affective Neuroscience 21
Campbell, Joseph 132
Cappas, Nydia 30
Carr, A. 78
Center for Creative Leadership
93
Centre of Applied Positive
Psychology (CAPP) 69
cerebral cortex 16
Cézanne, Paul 127
Chair of the board 197-8, 199,
203, 204, 206, 207
Charan, Ram 202
chess 112
chunking 23, 29, 112, 116-17,
118, 121
cingulate cortex 218
clean language 141
Clutterbuck, David 100, 107
Coffield, F.J. 102
cognitive behaviour therapy
65, 86
cognitive neuroscience 15
cognitive reframing 63, 79
Cognitive Styles Index (CSI)
102
cold reasoning 29, 30
Cold Spring Harbor Laboratory:
'Genes to Cognition Online'
15
Coley, Steve 147
Collins, David J. 41
Collins, Jim 6, 51, 109, 137,
138-40, 139, 143, 145
computational neuroscience 15
confidence 39, 42, 45, 46, 55, 64,
70, 105, 187, 213, 215
confidentiality 174, 178, 188,
193, 195, 198, 201, 203, 207
Confucius 94
connectome 15
consistency 23, 24-5
'Coping Strategies Used by U.S.
Olympic Wrestlers' 40
corporate culture, questions
revealing 220-21
cortisol 18, 19, 219
Costa, P.T. 165
Counsilman, James 'Doc' 48
Covey, Stephen 63, 68
CP1260 168
'Create Reframing Mindsets
through Framestorm' 20
creativity/creative 23, 45, 48, 49,
55, 70, 71, 85, 90, 102, 118,
141, 143
credibility 179-80, 187
crucible experiences 119-20, 121
Csikszentmihalyi, Mihaly 58, 71,
72-3, 133
customs 27
Cyberball 22
cycling: British success 50-52


d
Daoism 82
Davidson, Larry 30
Davis, D.M. 85
de Groot, Adriaan 112
de-centring 87
Deci, Edward 77
Delacroix, Ferdinand Victor
Eugčne 127
deliberate practice 6, 9, 29, 112,
117-19, 121
Deming, W. Edwards 95
depression 19, 57, 63, 76, 81, 84,
85, 86, 89, 90, 91, 218
Dewey, John 94-5
dialectical behaviour therapy
(DBT) 90
diffusion tensor imaging 15
Dodson, John 18
Doidge, Norman 17, 217
dopamine 219
Dreyfus, Hubert 96, 98
Dreyfus model 96, 97, 98-100,
107
drive theory 77
Duhigg, Charles 26, 217
Dweck, Carol 67


e
'Effect of a Short-Term PETTLEP
Imagery Intervention on a
Cognitive Task, The' 42
Einstein, Albert 23
Eisner, Michael 149
El Greco (Doménikos
Theotokópoulos) 124, 125,
126, 127, 132
electroencephalogram (ECG)
15
Element-B see FIRO-B
Ellis, Albert 60, 65
emotional coding 27-8
employee turnover 173-5
epigenetics 15
Ericsson, K. Anders 78, 112, 114,
117, 131
Erikson, Erik 78
error detection 16, 22, 24, 27,
35, 218
see also amygdala
Experience and Education 94-5
experiential learning 4, 93-107
70/20/10 ratio 93-4
coaching maturity 100-101
Dreyfus model 96, 97, 98-100
the learning cycle 94-5, 96
learning styles 101-2, 103,
104
measuring impact 105-6
potential and learning agility
104-5
expert performance 2, 6, 28, 29,
111-21
expertise 89-90, 96, 107, 111-
12, 116, 117, 118, 121, 135,
139, 142-3, 144
explanatory style 64


f
'Fair Process: Managing in the
Knowledge Economy' 24
fairness 24, 33
fear 20, 27, 43, 179, 218, 219
feedback 68, 72, 95, 118, 166,
212, 213, 215
development-oriented 28
good 44
negative feedback loops 12
video-ed 28
see also 360° feedback
Feltz, Deborah 39
Ferguson, Sir Alex 47
fight-flight-freeze-fawn 19
fight-or-flight 16, 53, 219
Financial Reporting Council 205
fire-fighting 153
FIRO-B 160, 166, 170
First 90 Days, The 181
First Things First 63
five conversations 179, 183
Flourish 60-61
flow 6, 9, 58, 61, 70-74, 73, 79,
133
fMRI 15
focus 28-9, 72, 82, 85, 135, 137,
138, 155, 199-200, 207
Frames of Mind: The Theory of
Multiple Intelligences 78
'Fundamental Goal Concept,
The' 43


g
Gallo, Carmine 27
Gallup 69
Gallwey, Tim 2, 44
Galton, Sir Francis 111-12
Gardner, Howard 78
Gates, Bill 27
Gauguin, Paul 125
Geeks and Geezers 119
Gelles, D. 90
Generation X 209, 210
Generation Y 3, 6, 209-215
'Generational Differences in
Work Values' 210
genetics 15, 32
Géricault, Theodore 127
giftedness 78
Giuliani, Rudolph 51
Gladwell, Malcolm 117, 131
GMAT (Graduate Management
Admission Test) 169
goals 26, 29, 40, 52-3, 55, 62,
67, 68, 73, 76, 117, 118, 135,
188-9
goal-setting 6, 9, 39, 42-4, 55,
63, 72, 79
Goldman Sachs 185-6
Goldsmith, Marshall 26, 182
Goleman, Daniel 16
Gould, D. 40
Grabovac, A.D. 87
Grant, Andy 45, 46
Griffith, Coleman 37
Grove, David 141
GROW model 2, 5, 95, 100, 188,
195


h
habit(s) 17, 22, 25-7, 88, 100,
151, 182, 219
Hall, Liz 83
Handbook of Knowledge-Based
Coaching, The 100
H?nh, Thích Nh?t 84
happiness 24, 34, 58, 61, 71, 74
10-point scale 65, 66
Hayes, J.A. 85, 102
health 21, 61-2, 67, 87, 151
Hebb, Donald 17
hedgehog concept 137, 138-41,
139, 143, 145, 147
Hero with a Thousand Faces, The
132
hippocampus 21, 22, 218
Hirst, Damien 130
Hogan, Professors Joyce and
Robert 165
Hogan Development Survey
(HDS) 165
Hogan Personality Inventory
(HPI) 165
Holmes, Paul S. 41
Honey, Peter 102, 103, 104
hope 9, 63, 76-7, 79
hot reasoning 29, 30
Hougaard, E. 85
HPA-axis 18, 74
humanistic theory of motivation
77
hypothalamus 219


i
impact measurement 105-6, 107
incentive theory 77
induction 212, 215
Inner Game of Tennis, The 2, 44
instinct theory 77
insula (gut-interpreter) 24, 218
intuition 12


j
Jung, Carl 167


k
Kabat-Zinn, Jon 82, 84
Kahneman, Daniel 17
kaizen 119
Keen, Peter 50
Kenexa: tests of numerical
ability 169
Kim, W. Chan 24
King, Stephen 142
Kirkpatrick, Donald 105-6, 107
Kolb, David 95, 102
Kolb cycle 95, 96
Kontos, Anthony P. 39
Korn Ferry 104


l
Langerhans cells 19
Lazarus, Richard S. 181
leadership 29, 33, 51, 75-6, 105,
119, 121, 130, 151, 152
learned optimism 61, 63-5
learning 218, 219
effective 21
in first few months 180, 183
fostering 212-13, 215
theory 12
and visualisation 41
see also experiential learning
learning agility 104-5
learning cycle 94-5, 96
learning styles 101-2, 103, 104
Leonardo da Vinci 127, 131, 132
Lewin, Kurt 95
limbic system 218
Linley, Alex 69
Lives of the Artists 130
localisation 14-15
Locke, Edwin 42
Lombardi, Vince 46-7


m
McCall, Morgan 93
McCrae, R.R. 165
McIlvanney, Hugh 47-8
McKinsey & Company 6, 109,
147, 213
marginal gains 50-51, 55
Maslow, Abraham 77
Mauborgne, Renée 24
MBCT (mindfulness-based
cognitive therapy) 84-5, 90
MBSR (mindfulness-based
cognitive therapy) 84, 90
'Mechanisms of Mindfulness' 87
meditation 21, 29, 53, 81, 82,
86, 91
Meditation Programs for
Psychological Stress and Well-
Being 85-6
'Meeting of Meditation
Disciplines and Western
Psychology, The' 89
Megginson, David 100, 107
memory 15, 21, 32, 35, 42, 218,
219
long-term 112, 114, 218
short-term 30, 218
working 85
Mental Health Foundation 90
Michelangelo 125, 126, 127
Mindful Coaching 83
Mindful Work 90
mindfulness 21, 28, 61, 67, 79,
81-91
Mindfulness: A Practical Guide to
Finding Peace in a Frantic World
90
mindfulness
benefits 85-6
defining 82-3
developing expertise 89-90
development in the West 83-5
integrated into coaching 89
meditation and theories of
action 86-9
mindfulness meditation 63, 79,
85, 86
mindfulness-based cognitive
therapy (MBCT) 84-5, 90
mindfulness-based stress relief
(MBSR) 84, 90
mindfulness-based therapies
(MBT) 85-6
Mindset: The New Psychology of
Success 67
Monet, Claude 131
Moneyball (book and film) 49
Montessori, Maria 94
motivated reasoning 30
motivation 6, 9, 30, 39, 42-3,
54, 63, 67, 77-8, 79, 151, 218
Motivation Questionnaire (MQ)
166
MTQ48 168
multi-tasking 18, 28
Mumford, Alan 102, 103, 104
Munch, Edvard 131
myelin 17
Myers Briggs Type Indicator
(MBTI) 167


n
Nakamura, J. 72-3
nature and nurture 32, 112
neo-cortex 217, 218
NEO-PIR 159, 160, 164-5, 170
nervous system 15-16
parasympathetic 16
sympathetic 16
neuro-linguistic programming
(NLP) 20, 100
NeuroBusiness Group 34
neuroleadership 33
NeuroLeadership Institute 33
NeuroLeadership Journal 20, 33
neurons 11, 15, 17, 19, 21
mirror 33, 35
neuroplasticity 17
neuroscience 2, 4, 6, 11-35
brain-based psychotherapy
30, 32
branches of 15
history of 14-15
how the brain works 13,
15-30, 31
insights from 12-13
and stress 20-21
further developments 33-4
non-executive directors 198,
199
nucleus accumbens 12


o
Occupational Personality
Questionnaire (OPQ) 164,
165-6
Old Masters 6, 109, 123-32, 135
optimism 21, 57, 58
Owning Up: The 14 Questions
Every Board Member Needs to
Ask 202
Oxford Handbook of Positive
Psychology and Work 76-7
Oxford University 84, 90
oxytocin 20, 21, 219


p
Parry, E. 210
Participation Coaching Curriculum:
A Guide for Governing Bodies of
Sport 45
passion 9, 62-3, 79, 132-4, 139,
144
Passmore, J. 164
pathos 27
patrons 128-30, 135
Pearson correlation coefficient
161
Peifer, C. 74
PEM model 60, 61
performance
expert 2, 6, 28, 29
long-term 139
and stress 18-19, 19
and visualisation 23
Performance Coaching 2
PERMA (Seligman's acronym)
60-63, 79
PET (model of well-being) 15
PETTLEP (Physical,
Environment, Task,
Timing, Learning, Emotion,
Perspective) 23, 41, 55
Piaget, Jean 78, 94, 95
Picasso, Pablo 124, 125, 127
Piet, J. 85
Pillay, Srini 24, 34
Pink, Daniel 78
positive institutions 62, 75-6, 79
positive psychology 2, 21,
57-79, 141
ABCDE of resilience 65-6, 79
Csikszentmihalyi's flow 70-74,
73, 79
hope 76-7
influences 58-9, 59
learned optimism 63-5
motivation 77-8
positive institutions 75-6, 79
a powerful brand 58
relationship interventions 74,
75, 79
resilience and mindsets 66-8,
79
Seligman's PERMA 60-63, 79
strengths 68-70
wisdom and giftedness 78
potential 104, 105
The Power of Habit: Why We
Do What We Do, and How to
Change 26
practice 131-2, 135
Pragmatist (learning style) 103
praise 213
pre-frontal cortex (PFC) 12, 218
Prehn, Anette 20
productivity 130, 135
promotion 148, 157, 168, 170,
173, 177, 199
psychometrics 6, 69, 109,
157-70
aptitude tests 168-9
personality profiling tools
164-8
purpose 158-9
reliability and validity 161,
162, 163, 164
using psychometrics to
enhance coaching 159-61
Psychometrics in Coaching 164
psychophysiology 40-41
psychotherapy 30, 32
'Puzzle of Motivation, The' 78


r
Raphael (Raffaello Sanzio da
Urbino) 130
rater bias 185, 193-4
rational emotive behaviour
therapy 60, 65
Raven's matrices 168-9
re-perceiving 87
Realise 2 (strengths profiler) 69,
70
recruitment 44, 157, 168, 211-
12, 213, 215
Reflector (learning style) 103
reframing 20
reinforcement 27
relationship-oriented
interventions 62, 74-5, 75, 79
relaxation 21, 29, 53, 82, 85
muscle 86
reliability (of psychometrics)
161, 162, 163
Rembrandt van Rijn 128-9
reproducible superior
performance 113, 121
resilience 61, 62, 65-8, 70, 76,
79, 153
rest-and-digest 16, 53
reward 12, 16, 24-5, 26, 33,
218
rituals 27
Rock, Dr David 33
Rogers, Carl 94
role transitions 6, 26, 173-83
building 181-2, 183
employee turnover 173-5
engaging 178-80, 183
preparing 176-8, 183
the two journeys 175-6, 176,
183
Rubens, Peter Paul 127
Ryan, Richard 77


s
samatha 88
SCARF (Status, Certainty,
Autonomy, Relatedness and
Fairness) domains 33-4
schema-making 21-2, 24, 35
schemata 114-15, 118, 121
Schultz, William 166
Schwartz, Jeffrey 11
Scoular, Anne 5
Search Inside Yourself 90
Segal, Zindel 84
Sekida, Katsuki 89
self-determination theory (SDT)
77-8
Seligman, Martin 57-8, 60-65,
69, 79
senior independent director
(SID) 174, 198
serotonin 219
Shapiro, Shauna 87, 89
Shewhart, Walter A. 95
SHL 166, 169
'Six Steps to Mastery' 3-4, 6,
62-3, 109, 123-34
Old Masters and new 123-4,
125
passion 132-4, 135
patrons 128-30, 135
places 125-7, 135
practice 131-2, 135
prior art 127-8, 135
productivity 130, 135
sleep 19, 21, 218
SMART (Specific, Measurable,
Achievable, Relevant, Timedelimited)
42
Smith, Dave 42
Snyder, Charles 'Rick' 76
social facilitation 37, 39
social neuroscience 15
social psychology 24, 37
social support 20-21, 67
sports coach UK 44-5
sports psychology 2, 23, 37-55
input-output issue 54, 55
insights from the academics
39-44
intrinsic-extrinsic issue 53-4,
55
lessons for business coaching
38, 39
lessons from the sports
coaches 44-52
origins 37
tips from the athletes 52-3
Steck, Ueli 52-3, 118
Stein, Jock 47-8
STEN scores 159-60
Sternberg, Robert 78
StrengthsFinder (strengths
profiler) 69
stress
chronic 89
interventions 20-21
and mindfulness 81, 85, 90,
91
optimum level of 14
and performance 18-19, 19
resilience to 70
and role change 181, 183
severe 19-20
and strategies 17
striatum 218
surprise practice 120
sustainability 137-40, 143-4,
148
systems neuroscience 15


t
Talk Like TED 27
Tan, C.-M. 90
Tao of Coaching, The 2
team
building 180, 183
culture 27
dynamics 166
ethos 51-2
habits 27
joining 213-14, 215
resilience 27
roles 70, 213-14
thinking styles 30
trust in 191
Teasdale, John 84
TED talks (Technology,
Entertainment, Design) 27,
67, 71
thalamus 218
Theorist (learning style) 103
thinking styles 30
Thomas, Robert J. 119
Thomas-Killman conflict
resolution 168
thought experiment 23
threat 16, 22, 30, 33, 68
spot threats 18-21, 35
Three Horizons 6, 109, 148-55,
149
Titian (Tiziano Vecelli) 125, 126
Topgrading 173
Triplett, Norman 37
trust/trustable 20, 21, 23, 24, 25,
158, 179, 191, 209, 219
Turner, J.M.W. 125, 132


u
Ulrich, Dave 75-6
Urwin, P. 210


v
validity (of psychometrics) 161,
163, 167, 168, 170
Van Gogh, Vincent 125, 131
Vasari, Giorgio 130
ventral tegmental area (VTA) 12
VIA-IS (VIA-Inventory of
Strengths, previously Values in
Action) 69, 141, 167-8
vipassana 8, 88
visualisation 6, 9, 23-4, 39,
40-42, 53, 63, 79


w
Walsh, R. 89
Walt Disney Company 149-50,
151
Watkins, Michael 179, 181
Watson-Glaser test of critical
thinking 168
waypower 76
wei wu wei ('effortless action')
71-2, 82
Weiss, C. 43
well-being 32, 35, 58, 61, 81
Wernicke, Carl 15
What Got You Here Won't Get You
There 26, 182
White, David 147
Whitmore, Sir John 2
Williams, Mark 84, 90
willpower 76, 77
wisdom 6, 9, 63, 78, 79, 168
Wright, Caroline J. 42


y
Yerkes, Robert 18
Yerkes-Dodson Curve 74
Your Brain and Business: The
Neuroscience of Great Leaders
24, 34


z
Zak, Dr Paul 20-21
zazen 86
Zen Buddhism 86, 88
Zen Training: Methods and
Philosophy 89



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©  Max Landsberg 2015