Course Outline
Foundations of Communication
- Various communication styles
- Communication flow
- Structuring conversations
- Definitions and principles of non-verbal communication
- Written communication techniques
- Telephone etiquette and skills
Practical Exercises/Case Studies
Deepening Communication Understanding
- Characteristics of successful communicators
- Essential qualities of effective communicators
- Defining persuasion and influence
- Cultivating self-belief, confidence, and assertiveness
- Push and pull interaction styles
- Framing communication strategies
Practical Exercises/Case Studies
Adapting Communication Styles
- Adapting communication styles to suit different situations
- Learning to respond thoughtfully rather than react impulsively
- Utilizing open, leading, and closed questions
- The Funnel technique
- Understanding core values
- Questioning techniques to uncover values and build relationships
Practical Exercises/Case Studies
Managing Resistance
- Identifying the causes of resistance
- Strategies for addressing resistance
- A practical six-step guide
- Conflict management
- Navigating difficult situations without emotional escalation
- Presenting arguments with impact while considering others' values
Practical Exercises/Case Studies
Addressing Poor Communication
- Common examples and causes of frequent communication failures
- The Ladder of Inference concept
- Vertical (top-down, bottom-up) versus 360-degree communication
- Collaborative versus dictatorial approaches
- Selecting the optimal style and understanding its effectiveness
Practical Exercises/Case Studies
Integrating Communication Skills
- Providing and receiving feedback
- Effective questioning and listening
- Asking powerful, insightful questions
- Delivering key messages clearly
- Making effective requests
- The double-edged nature of promises
- Strategies for continuous improvement in communication skills
Practical Exercises/Case Studies
The Art & Skill of Persuasion
Comprehending Persuasion
- Traits of a successful persuader
- Essential qualities for effective influence
- Distinguishing influencing and persuasion from manipulation
- Defining persuasion and influence
- Principles of effective influencing
- Cultivating self-belief, confidence, and assertiveness
- Understanding push and pull persuasion styles
- Basics of the psychology behind persuasion
Examples/Exercises
Preparing for Persuasion
- Building trust
- The “Mocking Bird” Theory
- Non-verbal communication cues
- Establishing trust and rapport
- Discovering others' needs and wants through listening and questioning
- Perception management – how you view situations and how others perceive you
Examples/Exercises
Exploring Others' Desires
- Defining clear objectives for the persuasion effort
- Employing effective questioning techniques
- Recognizing others' values and motivations
- Refining listening skills and overcoming barriers to active listening
- Identifying individual 'filters' and strategies to bypass them
- The power of positive thinking – preparing for persuasive discussions
Examples/Exercises
Communication Style Application
- Selecting appropriate communication styles based on context
- Responding constructively instead of reacting emotionally
- Using open, leading, and closed questions
- Applying the Funnel questioning technique
- Understanding values to persuade effectively around them
- Questioning techniques for value discovery and relationship building
Examples/Exercises
Overcoming Resistance in Persuasion
- Selecting an assertiveness level without compromising others' values
- Applying a practical six-step Influence Model
- Using FAB (Features, Advantages, Benefits) to align with customer needs
- Managing conflict – handling difficult situations calmly
- Presenting compelling arguments while respecting others' values
Examples/Exercises
Persuasively Stating Your Case
- Determining the optimal timing for presentation
- Adopting strategies that resonate with you
- Stating your case with assertiveness and conviction
- Understanding your audience
- Gathering relevant content
- The 10/80/10 rule for presentation structure
- Delivering the presentation effectively
Examples/Exercises
Handling Objections
- Identifying common objections
- Proactively addressing objections
- Developing appropriate responses
Examples/Exercises
Negotiation Skills for Finance Professionals
Introduction to Negotiation
- The negotiation process
- Negotiation objectives
- Communication skills of an effective negotiator
- Information assessment
- Establishing negotiation parameters
- Defining a “win-win” outcome
Case Studies/Discussion Points
Understanding Interests
- Core interests
- Distinguishing between positions and interests
- Identifying and prioritizing your own interests
- Common pitfalls in handling interests
- When negotiation is advisable
- Key elements of effective negotiation
Case Studies/Discussion Points
Developing Options
- Generating and evaluating potential options
- Identifying your ideal outcome
- Common errors in option generation
Case Studies/Discussion Points
Analyzing Negotiation Outcomes
- Evaluating the options
- Predicting the endpoint
- Assessing whether a “win” is feasible or if compromise is preferable
- Setting clear objectives
- Knowing when to concede for strategic advantage
Case Studies/Discussion Points
The Negotiation Process
- Making proposals and exchanging concessions
- Breaking deadlocks
- Agreeing on remedies
- Understanding the negotiator's role
- Key stages of the process
- Sharing information effectively
- Reading signals
- Creating a strategic plan
- Reviewing assumptions
- Guiding the meeting/discussion flow
- Probing to deepen understanding
- Achieving agreement
Case Studies/Discussion Points
Addressing Challenges
- Dealing with diverse personalities
- Behavioral approaches and body language
- Managing deadlocks, standstills, and concessions
- Recognizing tricks, traps, and tactics
- Choosing the right time and place – limitations of electronic media
Live Practice
- Simulations
- Debriefing
Presentation Skills for Finance Professionals
The Essentials – The Presenter: You
- Conducting essential pre-presentation checks
- Crafting the right image
- Utilizing words, tone, and body language
- Leveraging vocal qualities
- Managing and overcoming stage fright
- Applying relaxation techniques
- Using mannerisms and gestures to amplify impact
- Qualities of a successful presenter
Examples/Exercises
The Essentials – The Material: What Will You Say?
- Conducting a needs analysis
- Drafting the basic outline
- Researching, writing, and editing content
- Establishing a clear purpose
- Employing successful information gathering techniques
- Selecting the optimal path through your material
- Identifying key points
- Creating strong openings and closings
- Understanding the pros and cons of various visual aids
- Making your content bold and brilliant
Examples/Exercises
The Essentials – The Audience: Who Are You Speaking To?
- Analyzing the audience to tailor appealing presentations
- Building rapport
- Gaining and maintaining audience support
- Managing questions effectively
- Handling difficult individuals
- Understanding group dynamics
Examples/Exercises
Next Step – Delivery Methods
- Basic delivery methods
- Advanced delivery methods
- Key criteria for selection
- Adapting communication styles to the situation
- Listening vs. Hearing – understanding the difference
- The role of questioning
- Communicating with power
Examples/Exercises
Next Step – Communication Skills
- Defining communication
- Mental preparation
- Physical relaxation techniques
- Projecting confidence to the crowd
- Non-verbal communication skills
- Body language dynamics
- The signals you send to others
- It is not what you say, but how you say it
- Presenting your case with impact
Examples/Exercises
Perfecting Your Skills
- Incorporating humor
- Engaging the audience with questions
- Encouraging discussion
- Managing audience questions
- Creating effective flip charts
- Designing compelling PowerPoint presentations
- Wow your audience
- Utilizing vibrant videos and high-quality audio
Examples/Exercises
Defining Mediation
- Standard definition
- Mediation in practice
- Effective vs. ineffective mediation
- SWOT analysis
- Goals of mediation
- Reaching a compromise
- Is “win-win” always achievable?
- Bridging the gap between avoidance and formal action
Exercises/Case Studies
Understanding Mediation Dynamics
- Principles of mediation
- Potential outcomes
- Appropriateness of mediation
- When mediation is not suitable
- Adopting a strategic approach
- Alternative dispute resolution practices
- HR policies: aiding or hindering conflict resolution
Exercises/Case Studies
Preparing for Mediation
- Essential skills required
- Critical preliminary discussions
- Understanding behavioral drivers in conflict
- Identifying core issues
- Exploring compromise possibilities
- Determining the least worst outcome
- BATNA/WATNA analysis
- Setting mediation parameters
Exercises/Case Studies
The Mediation Process
- Structuring the process
- Creating a “safe” environment
- Building rapport and trust
- Maintaining impartiality
- Facilitating win-win outcomes
- Managing destructive conflict
- Overcoming deadlock
- Engaging resistant parties constructively
- Closing the mediation session
- Confirming the outcome
- Selecting alternative solutions
- Follow-up and review mechanisms
Exercises/Case Studies
Testimonials (3)
The excercises were really fun
Jakub - AXA XL
Course - Business Communication Skills
Charisma of trainer and knowledge.
Bartosz - AXA XL
Course - Business Communication Skills
Open atmosphere without judgment