Convince and negotiate

Objective
To provide the knowledge and skills required to prepare and successfully conduct negotiations.

Target audience
Managers, leaders and any person that has to negotiate in their daily functions.

Prerequisites
None.

Topics covered

• The negotiator in me: my style, my apprehensions, my weaknesses, my strengths
• Types of negotiation: conflict, cooperation, sales related
• Negotiating styles: dictator, dreamer, objectives oriented, stimulator and visionary
• The 3 Ps: preparation, precision and perception
• Emotional intelligence in negotiation: recognizing manipulation and the impact of your beliefs
• The 3 Ds (Desires, Data and Doubts): ensuring that you are in control of all the elements
• Knowing yourself and the opposing party: establishing the profile of your opposing party and adjusting yourself strategically
• Key steps of a negotiation: solution-oriented objectives, logical levels of change and motivation modes
• Communication in the negotiation process: verbal and non verbal, asking the right questions and calibrating reactions
• How to handle tense situations efficiently

Accredited course.
12 PDU

Objective
To provide the knowledge and skills required to improve your powers of persuasion, your performance and your productivity in order to increase revenues and enhance relationships with your clients.

Target audience
Sales personnel, advisors.

Prerequisites
None.

Topics covered

• Tools for building client relationships: communication and non-verbal language (physical, environmental, positional, etc.)
• Making effective use of the voice to better guide the client: speed, diction, pauses, intonation, etc.
• Efficient listening: the key to discover and define the client's needs in order to improve persuasive impact
• Efficient observation: another key for understanding the client
• Establishing rapport and sizing up the client
• Using the verbal and non-verbal language of influence: visual, auditory, kinesthetic
• The language of advantages: advanced techniques for representatives
• Techniques for overcoming objections: verbal and non-verbal
• Tools for discovering the personality profile of the client and using language appropriate for the profile
• Concentrating on your objectives, and the impact on your own motivation
• Motivating the client to include yourself in his/her own plans
• Preparing and following up meetings with a client: before, during and after
• Steps to follow during a client meeting

Accredited course.
12 PDU

Objective
To provide the knowledge and skills required to use the power of influence to succeed as a manager and to exert influence without explicit appeal to power structures.

Target audience
Managers.

Prerequisites
None.

Topics covered

• The evolution of organizations: the five eras and their influences
• The heritage of the industrial era
• The whole person: a new paradigm
• Three criteria for influence and their applications
• The win/win approach: a viable and realistic model
• Genuine delegation
• Physical, emotional, intellectual and spiritual intelligence
• Relationship pitfalls: saviour, victim, executioner
• Four qualities of leadership, and their applications
• Responsibility
• My personal action plan

Accredited course.
12 PDU

Objective
To provide the knowledge and skills required to use your appearance, your voice and your verbal and non-verbal language to present an image that is appropriate for your targeted goals when meeting new contacts for the first time.

Target audience
Managers

Prerequisites
None.

Topics covered

• Overview of the three distinct domains that contribute to the first impression.
• The importance of business attire according to the targeted goal
• The significance of colours, and their impact on others
• The importance of good grooming, from head to toe
• Adapting the use of voice according to the context
• Personal voice coaching
• The art of interpreting non-verbal language
• Using the body to better communicate
• Practical exercises

Accredited course.
6 PDU

Objective
To provide the knowledge and skills required to identify the origins of a conflict situation, to assess its type and severity, to control and efficiently manage one's own resources when facing a conflict, and to implement a positive strategy to resolve the conflict.

Target audience
Anyone dealing with conflicts in their work environment..

Prerequisites
None.

Topics covered

• Differences between problems and conflicts
• Conflict management and productivity
• Analysis of the different types and sources of conflicts: structural, inter- or intra-group and interpersonal
• Controlling one's own behaviour: analyzing and breaking down the situation, the role of emotions, values and beliefs
• Understanding the adversary's strategy: frame of reference, nonverbal clues, motivations, interests and potential benefits
• Factors that can help during a mediation
• Achieving a positive resolution for the adversary: positive reformulation, changing the context and win-win repositioning
• Defining the disagreement: assessing the adversary's good faith, thinking of solutions and emphasizing points of agreement
• Implementing new rules and preventing infringements
• Pre-empting conflicts

Accredited course.
12 PDU