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Course Outline
MODULE I.
- Model "stairway to heaven": The sequence (attunement, contact, contract, dialogue - influence, findings) for effective persuasion, applicable during:
- Any interaction across channels (email, phone, face-to-face)
- Public speaking,
- Presentations to decision-makers (e.g., boards of directors and stakeholders). - Practical application of the "stairway to heaven" model. In groups of four, each participant will present a selected idea or project, following the model's logic and event sequence.
- Contact and contract: Principles for establishing clear contracts and business boundaries, based on Carl Rogers' work.
Understand why managing boundaries and responsibility areas is crucial, and learn how to do it effectively.
Practice establishing contract rules and distributing responsibility. In groups of four, participants will draft a contract conclusion (following proposed work rules) and define responsibility distribution. - Outcome-Based Thinking: Focusing on the desired result—what you want to achieve or obtain. Practice influencing and persuasion for personal/professional goals.
Practice Outcome-Based Thinking: Each participant will individually define, in outcome terms, their business presentation goals (what to persuade toward or away from) for any business communication process.
MODULE II.
- The language of effective conversation. Identify language structures to avoid because they hinder persuasion and understanding, and those to embrace because they increase influence and serve as tools for ethical persuasion, boosting the likelihood of win-win agreements.
- Learn conversational techniques and question sequences that uncover the other party's intentions, interests, motives, and needs, fostering understanding and enabling win-win outcomes.
- Socratic questions to enhance your influence on the subject/target, building trust and win-win dynamics in business. Practice (in pairs) using learned language structures and question sequences.
MODULE III.
- Communication Aikido: Managing difficult business situations. Practice verbal language structures for handling challenges. Pair simulations of difficult business scenarios are designed to improve skills in managing difficult situations or relationships through non-verbal communication dynamics.
- "You" messages (hindering agreement) vs. "I" messages (facilitating agreement). Exercise: Reformulate "You" messages into "I" messages.
- Model of emotional escalation dynamics: Understand when to choose constructive confrontation to maintain emotional control and resolve issues, rather than escalating conflict.
Determine how emotional escalation dynamics and the constructive confrontation model serve to solve problems or fix issues, not to "fix" the person. - Constructive confrontation model based on Marshall Rosenberg's Nonviolent Communication (NVC). Practice with real business partner scenarios: participants will qualify situations (based on three criteria) for constructive confrontation and conduct them.
- Practical application of persuasion laws and Robert Cialdini's six principles of influence, enabling participants to increase effectiveness in influencing, achieving goals, and securing concessions/agreements in quasi-negotiation processes with business partners.
Requirements
No prior knowledge is required for this training
14 Hours
Testimonials (1)
Promoting the interaction between people.
