Schools That Learn

by Peter M. Senge

이책 제6장 생산적인 대화에 나오는 Balancing Advocacy And Inquiry 절이 대화를 통한 문제해결에는 아주아주 좋은 것 같아서 몇가지 가이드를 뽑아봤습니다. 혹시, 외국인과 일하시는 분의 영어 구사 능력 향상을 위해서 원문을 그대로 올렸다는 -- 라이온 ^^;

1. Protocols for improved advocacy

what to do	what to say
State your assumptions, and describe the data that led to them.	"Here's what I think, and here's how got there"
Make your reasoning explicit.	"I came to this conclusion because ..."
Explain the context of your point of view : Who will be affected by what you propose,how will they be affected,and why. Give examples, even if they're hypothetical or metaporical.	"Imagine that your're 16th-century Spanish exploerer. Here's how this idea would affect you.."
As you speak, try to picture the other people's perspectives on what you are saying.	.
Publicly test your conclusions and assumptions.	.
Encourage others to explore your model, your assumptions, and your data.	"What do you think about what i just said?" Or, "do you see any flaws in my reasoning?"
Reveal where you are least clear in your thinking. Rather than making you vulnerable, this defuses the force of advocates who are opposed to you, and invites improvement.	"Here's one aspect that you might help me thinking through..."
Even when advocating: listen,stay open,and encourage others to provide different view.	"Do you see it differently?"

2. Protocols for improved inquiry
Ask others to make their thinking proccess visible.

what to do	what to say
Gently walk people down the ladder of inference and find out what data they are operating from.	"What data do you have for that statement?" Or, more simply: "What leads you to say that?"
Use unaggressive language, particularly with people who are not familiar with these skill.	Instead of "What do you mean?" or "What's your proof?" say: "Can you help me understnad your thinking here?"
Draw out their reasoning. Find out as much as you can about why they are saying what they're saying.	"What is the significance of that?" or,"How does this relate to your other concerns?"
Explain your reasons for inquiring, and how your inquiry relates to your own concerns, hopes, and needs.	"I'm asking you about your assumptions here because..."

3. Protocols for facing a point of view with which you disagree

what to do	what to say
Make sure you truly understand the other person's viw.	"If I follow you correctly, you're saying that.."
Explore,listen,and offer your own views in open way.	Ask,"Have you considered.."and then raise your concerns and state what is leading you to have them.

4. Protocols for when you are at an impasse

what to do	what to say
Embrace the impasse, and tease apart the current thinking on both sides.	"What do we both know to be true?" Or, "What do we both sense is true, but have no data for yet?"
Look for information that will helppeople move forward.	"What do we agree on, and what do we disagree on?"
Ask if there is any way you might together design an experiment or inquiry that could provide new information.	.
Consider each person's mental model as a piece of a larger puzzle.	"Are we starting from two very different sets of assumptions here? Where do they come form?"
Ask what data or logic might change their views.	"What,then, would have to happen before you would consider the alternative?"
Ask for the group's help in redesigning the situation.	" It feels like we're getting into an impasses and I'm affrid we migh walk away without any better understanding. Have you got any ideas that will help us clarify our thinking?"
Don't let conversation stop with an "aggreement to disagree."	" I don't understand the assumptions underlying our disagreement."