Недавно проводила сессию в формате командного коучинга для сотрудников небольшой компании.

В процессе сессии периодически задавала разные вопросы членам команды. И обнаружила, что если первым высказывал свои идеи ее лидер, то после него еще только один член команды озвучивал свое мнение. А остальные просто отвечали, что поддерживают мнение лидера.

Заметив это, я начала пресекать попытки лидера высказаться первым и только после этого началась реальная командная работа на сессии. Люди стали включаться в процесс, предлагать свои идеи и выражать свое мнение.

Почему же так произошло?

Все дело в таком понятии как «референция», применяемом в Нейролингвистическом программировании (НЛП). Референция человека (соответственно внутренняя или внешняя) показывает нам, где человек ищет подтверждения своим словам, мыслям, действиям. Внутриреферентный человек ориентирован больше на свое собственное мнение, позицию, опыт. Для внешнереферентного человека при принятии решений важно услышать мнение окружающих, выяснить существующие объективные результаты, принятые нормы, общественное мнение.

Люди с внутренней референцией легко отстаивают собственную точку зрения, способны оказывать сопротивление манипуляциям и давлению извне. Люди же с внешней референцией часто неуверены в себе и легко поддаются чужому влиянию.

Из нашего кейса можно сделать вывод, что большинство членов команды тяготело к внешней референции. А для таких людей отстаивать свое мнение прилюдно, особенно если до этого высказался их лидер, а их мнение противоречит его мнению, крайне сложно. Поэтому очень важным было дать им возможность высказаться до того, как это сделает тот, чье мнение они считают авторитетным. Что я и сделала.

Внешняя референция – это неплохое качество для командного игрока. Так как чисто внутриреферентный человек часто бывает недостаточно гибким и способен игнорировать мнение окружающих, продавливая свое собственное мнение, что может вредить психологическому климату в команде.

Идеальным же вариантом для работы в команде является смешанный тип референции, когда человек ориентирован и на свое мнение и на мнение окружающих.

Поэтому очень важно понимать, люди с каким типом референции входят в вашу команду, чтобы исходя из полученных вводных данных, строить правильное взаимодействие внутри нее.

референция

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