Table of Contents
List of Figures and Tables vii
Foreword ix
Acknowledgments xiii
Introduction xv
Part I Questions
Chapter 1 The Magic and Power of Questions 3
Part II Performance Conversations
Chapter 2 Performance Conversations Theory and Practice 19
Chapter 3 The Performance Improvement System 35
Chapter 4 The Performance Conversations Method and Techniques 57
Part III The Performance Questions
Chapter 5 Performance Questions: The Magnificent Seven Questions 73
Chapter 6 What Is Going Well? 81
Chapter 7 What Is Not Going Well? 85
Chapter 8 What Else Is Going On? 89
Chapter 9 What Is the Status of Your Goals, Action Plans, and Follow-Up Items? 93
Chapter 10 What Can I Do for You? 99
Chapter 11 How Are Your Professional Relationships Going? 103
Chapter 12 How Are You? 107
Chapter 13 Did You Have a Question? 113
Part IV The Performance Conversations Checklist
Chapter 14 Checklists: The Tool to Use for Important Matters 123
Chapter 15 Performance Conversations Checklists: Putting the Technique into Action 131
Part V A Thirty-Minute Conversation
Chapter 16 A Thirty-Minute Conversation: Can We Talk about Our Work Together? 147
Chapter 17 A Final Question 163
Part VI Appendices
Appendix A Questions to Ask Your Manager 169
Appendix B Questions for All Performance Improvement Occasions 170
Appendix C Performance Questions for Different Situations 172
Appendix D Questions to Ask Yourself (for Managers) 174
Appendix E Questions to Ask in Preparation of a Performance Conversation (for Managers) 176
Appendix F Questions for Difficult Conversations and Difficult Employees 178
Appendix G Questions to Ask Myself (for Employees) 180
Appendix H Performance Questions Instrument: Magnificent Seven (Sample) 182
Appendix I Performance Questions Instrument: Big 3 (Sample) 183
Appendix J Performance Questions Instrument: My Work (Sample) 184
Appendix K Performance Questions Instrument: Prep (Sample) 185
Appendix L Performance Questions Instrument: Sales Prep (Sample) 186
Appendix M Performance Questions Instrument: Customers (Sample) 188
Appendix N Performance Conversations Checklist: Priorities (Sample) 189
Appendix O Performance Conversations Checklist: Magnificent Seven (Sample) 190
Appendix P Performance Conversations Checklist: Sales (Sample) 191
Appendix Q Performance Conversations Checklist: Needs (Sample) 192
Appendix R Performance Conversations Checklist: Topics (Sample) 194
Endnotes 195
References 199
Index 201
About the Author 207
