The faces of resistance in flawless consulting include moralizing, impracticality, except time.

•             Question 1          The faces of resistance in flawless consulting include moralizing, impracticality, except time.

 

                True

 

                False

 

•             Question 2          A consultant shouldn’t take it personally when clients resist.

 

                True

 

                False

 

•             Question 3          Maintaining control is rarely at the center of the value system of most organizations.

 

True

 

                False

 

•             Question 4          Vulnerability or concern that the manager will get hurt is the second major issue that gives rise to most resistance that consultants encounter.

 

                True

 

                False

 

•             Question 5          In understanding resistance sometimes it is not resistance the client just doesn’t want to do the project.

 

                True

 

                False

 

•             Question 6          Common client fears in understanding resistance include helplessness, alienation, and confusion.

 

                True

 

                False

 

•             Question 7          Common consultant fears in understanding resistance include too much information and distance from the client.

 

                True

 

                False

 

•             Question 8          Resistance is an emotional process, not a rational or intellectual one.

 

                True

 

                False

 

•             Question 9          The wish to be the heroic consultant more than anything else leads to taking bad contracts.

 

                                               

 

                True

 

                False

 

•             Question 10        The most effective way to encourage the client to be authentic is for the consultant to also behave authentically.

 

                True

 

                False

 

•             Question 11        For the consultant in dealing with resistance after naming the resistance, the consultant should stop talking. In short the consultant should make the statement about resistance and remain silent.

 

                True

 

                False

 

•             Question 12        Defenses and resistance are signs that a consultant has touched on something important and valuable.

 

                True

 

                False

 

•             Question 13        Internal consultants are often operating more by choice than by mandate

 

                True

 

                False

 

•             Question 14        The triangle contract involves the client, the internal consultant and the internal consultant’s boss.

 

                True

 

                False

 

•             Question 15        If the client has low energy for the project, the first choice as a consultant is to never consider not doing it.

 

                True

 

                False

 

•             Question 16        When a consultant’s contract appears to be starting to change or the client is changing some of the ground rules, the consultant’s leverage on the situation is highest at that moment of the change.

 

                True

 

                False

 

•             Question 17        In navigating a contract meeting the consultant should reassure the Manager that there are solutions to the unique and complicated problem at hand and that the consultant can be of help.

 

                True

 

                False

 

•             Question 18        In navigating the contract meeting an essential want of the consultant is to access key people who have a part in the problem the consultant is being asked to solve.

 

                True

 

                False

 

•             Question 19        A consultant in navigating the contract meeting must be realistic about the limit of what can be promised.

 

                True

 

                False

 

•             Question 20        When a consultant is selling a service he/she should not try to overcome any resistance with pleas for the good of the organization.

 

                True

 

                False

 

•             Question 21        Legal contracts contain two basic elements that apply to consulting relationships: mutual consent  and valid consideration.

 

                True

 

                False

 

•             Question 22        It is essential to be clear on only what the consultant is responsible for and not what the line manager is responsible for.

 

                True

 

                False

 

•             Question 23        No action by a consultant will guarantee results with a client.

 

                True

 

                False

 

•             Question 24        Any view of what makes for effective consultation relies heavily on the assumptions the consultant has about what makes an effective organization.

 

                True

 

                False

 

•             Question 25        Organizations seem to work better when people have an opportunity to influence decisions that have a indirect impact on their work.

 

True

 

                False

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