Знать, что движет конкретным человеком  – мотивация достижения успеха или мотивация избегания неудачи  – имеет принципиально важное значение при работе с клиентом в коучинге.

Так как каждая из данных видов мотивации имеет свои особенности, которые могут отразиться на характере проводимых с клиентом коуч-сесссий.

кТак, клиент с мотивацией достижения, хорошо представляет цель, к которой он хочет двигаться. Ему ничего не стоит визуализировать ее, представить во всех красках и подробностях, что, в конечном счете, и мотивирует его на ее достижение. Однако, концентрируясь на целях, он не замечает препятствий на пути к ним. Поэтому при формулировании целей с клиентом с мотивацией достижения обязательно надо проработать вопрос оценки возможных рисков и препятствий, о которых он сам даже не задумается. И самый главный риск с клиентами такого типа – это то, что они могут понаставить себе столько целей, что, в конечном счете, не смогут достигнуть ни одной из них. Поэтому оценка ресурсов клиента также имеет важное значение.

отЧеловек с мотивацией избегания, наоборот, прекрасно оценивает все риски и иные возможные вмешательства на пути к цели, если, конечно, он сможет ее сформулировать. «Прогулки к видению», всякого рода визуализации даются ему с трудом. Ему легче представить, чего он не хочет видеть в своем будущем, чем то, что в этом будущем должно быть. Отсюда часто при формулировании целей я применяю метод, который называю «переход к «да» через «нет»». Суть данного метода заключается в том, что раз человек испытывает трудности в формулировании своих желаний и целей, можно спросить его о том, что он точно не хочет видеть в своем будущем или чего хотел бы видеть/иметь поменьше. Начиная говорить о своих не-желаниях, они сами того не замечая формулируют и то, что хотят. Например, недавно моя клиентка с мотивацией избегания, говоря о своем будущем и о том, чего она не хочет, сказала, что ей надоела «ее нетворческая работа». Так, мы вышли на то, что она хочет работу творческого характера. Дальше было делом техники выяснить, какую творческую работу она имеет ввиду. Однако уйти со старой работы ее все-таки подтолкнуло не описание всех «прелестей» будущего занятия в «Декартовых координатах», а описание тех «ужасов», которые она сохранит, если не поменяет работу.

Важно также знать, что мотивация избегания по сравнению с мотивацией достижения имеет более краткосрочный характер. Поэтому с такими клиентами надо чаще обсуждать мотивационные аспекты деятельности.

Как видим, легких клиентов не бывает. Но знание особенностей тех или иных типов личности помогает решить многие проблемы в работе с ними.

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То, что люди с мотивацией достижения не видят препятствия, – это в точку! Сам не раз сталкивался с такими

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