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Chapter 9

COMMERCE 3S03 Chapter 9: Chapter 9

Course Code
Frances L Tuer

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Chapter 9 Coaching, Delegation and Deliberate Practice
What is Managerial Coaching?
Coaching one-on-one interaction between a manager (the coach) and a person being coached,
which we refer to as the coachee, for the purpose of helping the individual improve and enhance
their organizational contribution and career.
o Improving the performance of individuals directly improves the effectiveness and
efficiency of the organization.
o The coach’s role is to actively listen, observe, question, and provide feedback
The coach should not criticize or tell an employee exactly what to do.
o Managerial coaches develop players and the team as a whole to win
Coaching versus Traditional Managing
o Traditional management is telling followers what to do, directing and controller behavior,
judging performance and acting as an authoritative figure
o Coaching empowers followers to explore, helps them understand and learn, and partners
with followers for long-term development.
Directive versus Consultative Coaching
o Directive coaching often fails because it is active for the coach and passive for the
The manager tells the employee what to do.
This may work if individuals being critiqued can be motivated to improve,
especially if they respect and value the manager’s expertise and position
o Non-directive coaching, aka consultative coaching, involves the employee in finding the
They encourage people to learn for themselves in order to improve performance
and correct any weakness.

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The primary approach is to ask key questions, listen and observe the employee’s
Over time, the coachee becomes less dependent on the coach for instruction and
The Coaching Model
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