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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

 35 Hours

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