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Course Outline
MODULE I.
- Model "stairway to heaven" - sequence ( attunement, contact, contract, dialogue - influence, findings) of effective persuasion, which can be used during:
- Any interaction regardless of the communication channel (email, phone, conversation f2f)
- Public speaking,
- Presentations in front of decision makers in the process, e.g.: boards of directors and stakeholders
- Practical training of the model: "stairway to heaven". Each workshop participant, in groups of four, will perform a presentation of a selected idea or project, going through the sequence and logic of events of the "stairway to heaven" model
- Contact and contract, principles of establishing clear contracts and business boundaries, based on the principles developed by Carl Rogers.
Determine why the issue of managing boundaries and areas of responsibility and establishing clear contracts is so essential in business, and how to effectively do.
Practical training in establishing contract rules and distribution of responsibility (areas and boundaries of business responsibility). Each participant workshop, working in groups of four, will establish the conclusion of the contract (according to the proposed rules of work) and determine the distribution of responsibility. - Outcome Based Thinking model - Thinking in terms of the result, what I want to achieve, what I want to get. Practical training in influencing and persuasion for "my own reasons".
Practical training of the Outcome Based Thinking model. Each participant of the workshop, will individually describe, in terms of outcome, (what I want to achieve and obtain, what to persuade, what to dissuade) of their business presentation or sequence of events in any business communication process.
MODULE II.
- The language of good conversation. Determine what language structures we should renounce because they hinder persuasion and influence, hindering understanding, and what structures we should use, because they increase our influence, are tools and instruments of ethical persuasion and significantly increase the chance of developing a win-win agreement.
- Learning how to conduct a conversation and the sequence of questions that, allow you to get to the intentions and interests and motives and needs of the other person and to understand his way of thinking and acting, which helps to achieve a win-win agreement.
- Socratic questions that increase our influence on the matter we have to deal with / on the target, supporting the building of trust and win-win, in business relationships. Practice, (in pairs) using previously learned language structures and question sequences.
MODULE III.
- Communication Aikido. Managing a difficult business situation. Practice language structures (verbal communication) for managing a difficult situation. Dynamics of exercises, (simulation of difficult to manage business situations, which workshop participants, will perform in pairs) in the dynamics of the exercises (simulation of difficult to manage business situations, which the participants will perform in pairs) in the area of non-verbal communication, has been designed in such a way so that participants in the simulation can improve their level of skills, managing a difficult situation or relationship.
- You message (hindering agreement) vs. I message (facilitating agreement). Exercise, reformulation of language structures from You messages to I messages.
- Model of the dynamics of emotional escalation, which allows us to understand when we should decide to confront constructively in order to have control over emotions and get things done rather than escalate into conflict and settle the person.
Determine how the dynamics of escalation of emotions and the model of constructive confrontation that serves the purpose of: solving the problem or fixing the issue and not fixing the person. - Model of constructive confrontation developed on the basis of NVC (non-violent communication) by Marshall Rosenberg. Practice real situations that occur with business partners, which the participants will qualify (according to three criteria) for constructive confrontation and then conduct a constructive confrontation, situations of their choice.
- Practical application of the laws of persuasion and the six rules of exerting influence, described by Professor Robert Cialdini, thanks to which workshop participants will be able to develop, greater effectiveness of exerting influence and achieving goals and obtaining concessions and agreement in quasi-negotiation processes with business partners
Requirements
No prior knowledge is required for this training
14 Hours
Testimonials (3)
Explains well the topic.
Gilbert Pineda - Quartzelec Ltd (Philippines Branch)
Course - Leadership 101
Info about RPA, AI and IoT.
Jubilee Petil - Accenture Inc.
Course - Digital Transformation: Disrupting the Common Delivery of the Common Business Landscape
I generally was benefit from the interaction and flexibility.
