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Course Outline

Understanding Ourselves and Others

  • What drives our behavioral patterns?
  • How can we distinguish between acceptable behaviors (those required by our business role) and those that are not?
  • How can we 'adapt' our behavior to prevent conflict triggers or defuse conflicts initiated by others?
  • What constitutes effective communication in both potential and actual conflict scenarios?

Emotional Intelligence

  • The role of emotions and their consequences in creating and managing conflict
  • The importance of understanding our 'EQ' (Emotional Quotient) compared to the more conventional IQ
  • The five stages of Goleman’s Emotional Intelligence model:
    • Self-Awareness
    • Self-Management
    • Motivation
    • Empathy
    • Social Skills

Transactional Analysis

  • Why do we react in specific ways to colleagues and customers?
  • How can we establish rapport with colleagues and customers?
  • What are the advantages of 'True Rapport' in interpersonal relationships?

Customer and Stakeholder Management

  • Meeting stakeholder expectations
  • Stakeholder Analysis: identifying internal and external stakeholders
  • Managing conflict in interactions with customers and/or stakeholders

Assertiveness

  • Aggressive vs. Assertive vs. Submissive behaviors
  • Benefits of Assertive Behavior

Confrontation

  • The Confrontational Model – Fierce Conversations
  • The PRO Model: a framework for planning and successfully executing Fierce Conversations

Handling Conflict

  • Causes of conflict
  • The Phases of Conflict Handling
    • Understanding the conflict
    • Understanding your position and that of the other party in the conflict
    • Resolving the conflict
  • Kilmann’s Five Conflict-Handling Modes – and their application
  • Bridging the Gap
 14 Hours

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