Course Outline
Module 1
1. Presentation of the objectives and program of the two-day training for government. Establishment of individual objectives by the trainees, in response to questions in the area:
- Problems or issues that occur during communication with contractors and during negotiations, which participants aim to address and develop solutions for during the training.
- Competencies (attitudes, beliefs, knowledge, skills) related to negotiation and communication that participants wish to enhance during the training.
Analysis of the competency portfolio of training participants in the areas of communication and negotiation, using a test.
- Discussion of the test results and correct answers.
- Recall of real-life situations by training participants that are similar to those described in the test questions.
- Planning to change behavior and actions by each trainee to more effective ones in critical communication and negotiation scenarios.
2. Model of effective communication "stairway to heaven" - sequence of events (attunement, contact, contract, dialogue, influence, future arrangements) for achieving effective influence during any interaction, regardless of the communication channel: email, phone, or face-to-face conversation.
Practical training of the model: "stairway to heaven," from "communication hell" (lack of agreement, quarrels, frustration, anger, swollen conflicts, silent wars, disappointment) to "communication heaven" (understanding, agreement, active listening, dignity, respect, distribution of responsibility, clarity of intentions, and criteria). Each trainee will formulate a message to a selected recipient, following the sequence and logic of the "stairway to heaven" model.
3. Contact and contract: Principles for establishing clear contracts and business boundaries in cooperation with contractors, based on principles developed by Carl Rogers.
Determine why managing boundaries and areas of responsibility and establishing clear contracts is important and how to do it effectively.
Practical training in establishing contract rules and distributing responsibility (areas and limits of business responsibility). Each participant will draft a contract with a contractor according to the proposed rules and determine the distribution of responsibilities.
Module 2
1. The language of effective conversation: Identify language structures that hinder reaching an agreement and those that enhance influence, serving as tools for ethical persuasion and significantly increasing the chance of developing a win-win agreement.
2. From positions to understanding: interests, intentions, motives, and true needs. Learning how to conduct conversations and ask questions in a sequence that helps uncover the other person's intentions, interests, motives, and needs, facilitating solution development and agreement.
3. Socratic and Cartesian questions that increase influence on issues or goals, supporting trust-building and win-win agreements in business relationships.
Exercises and skills training using previously learned language structures and sequences of six types of Socratic questions and Cartesian question sequences.
4. Outcome-Based Thinking model: Focusing on the desired outcome, what needs to be achieved, and what is needed. Practical training in exerting influence in communication and negotiations with contractors.
Module 3
1. Managing difficult situations and business relationships: Practice of linguistic structures (verbal communication) for managing challenging situations and relationships. Dynamics exercises (five simulations of difficult-to-manage business scenarios, performed in pairs) are designed to enhance participants' skills in non-verbal communication.
2. "You message" (closing an agreement) vs. "I message" (opening an agreement). Exercise: Reformulating language structures from the "You message" to the "I message."
3. Model of emotional escalation dynamics, which helps understand when to constructively confront issues while maintaining control over emotions and focusing on the issue rather than the person.
4. Constructive confrontation model developed based on Non-Violent Communication (NVC) by Marshall Rosenberg. Practice of real situations involving contractors, classifying them according to three criteria for constructive confrontation and then implementing constructive confrontation in chosen scenarios.
Module 4
1. Reasons for clients' resistance to change and their objections.
2. Develop actions and behaviors that counteract and manage client objections.
3. Training in managing client objections, practicing the ability to "disarm" resistance using language structures and therapeutic techniques for disarming client resistance to establish an agreement.
4. Simulations of conversations with clients, focusing on providing information important to them at different stages of their decision-making process to avoid resistance and objections, followed by the stage of responding to and neutralizing client objections.
5. Prepare an individual plan for implementing learned strategies, tools, and techniques from the training.
6. Summary of the training.
Requirements
No prior knowledge is required for this training for government.
Testimonials (5)
The active sessions.
Monica Bueno Corral - Fundacion Mon Clinic Barcelona
Course - Effective communication skills
SAMART Goal and Negotiation Concept
Withaya - Babcock Power (Thailand)
Course - Negotiation Skills
Clarity of the discussion. Trainer connects to the participants. Pleasant and happy aura of the trainer.
Mona Liza - IT
Course - Effective interpersonal communication with elements of assertiveness
As it was a 1:1, the personalization of the content.
Patricia - Embraer
Course - Influencing and Avoiding Conflict
Excellent trainer, with the speech completely tailorerd to the audience. A lot of content.
