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Course Outline
MODULE I.
- Model "Stairway to Heaven": The sequence (attunement, contact, contract, dialogue-influence, outcomes) of effective persuasion, applicable to:
- Any interaction regardless of communication channel (email, phone, face-to-face)
- Public speaking
- Presentations to decision-makers such as boards of directors and stakeholders
- Practical application of the "Stairway to Heaven" model. In groups of four, each workshop participant will present a selected idea or project, following the sequence and logic of this model.
- Contact and Contract: Principles for establishing clear contracts and business boundaries, based on Carl Rogers’ work.
Understand why managing boundaries, responsibility areas, and establishing clear contracts is essential in business, and learn how to do so effectively.
Practical exercise in defining contract rules and distributing responsibility. Each participant, working in groups of four, will draft a contract conclusion (following proposed work rules) and determine responsibility distribution. - Outcome-Based Thinking model: Focusing on results—what you want to achieve or obtain. Practical training in influencing and persuasion for "your own reasons".
Practical exercise of the Outcome-Based Thinking model. Each workshop participant will individually describe their desired outcomes (what they want to achieve, persuade, or dissuade) regarding their business presentation or sequence of events in any business communication process.
MODULE II.
- The language of effective conversation. Identify language structures to avoid, as they hinder persuasion, influence, and understanding, and identify structures to use, as they enhance influence, serve as tools for ethical persuasion, and significantly increase the chance of a win-win agreement.
- Learn how to conduct a conversation and use a sequence of questions to uncover the other person’s intentions, interests, motives, and needs, and to understand their thinking and acting patterns, which helps achieve a win-win agreement.
- Socratic questions that increase your influence on the subject at hand or the target, supporting trust-building and win-win outcomes in business relationships. Practice (in pairs) using previously learned language structures and question sequences.
MODULE III.
- Communication Aikido: Managing difficult business situations. Practice verbal language structures for handling difficult scenarios. The dynamics of exercises (simulating challenging business situations performed in pairs) in non-verbal communication have been designed to help participants improve their skills in managing difficult situations or relationships.
- "You" message (hindering agreement) vs. "I" message (facilitating agreement). Exercise: Reframing language structures from "You" messages to "I" messages.
- Model of emotional escalation dynamics, which helps you understand when to choose constructive confrontation to maintain control over emotions and resolve issues, rather than escalating into conflict or attacking the person.
Understand the dynamics of emotional escalation and the model of constructive confrontation aimed at solving the problem or fixing the issue, not the person. - Model of constructive confrontation based on Nonviolent Communication (NVC) by Marshall Rosenberg. Practice real-life situations with business partners. Participants will qualify situations (based on three criteria) for constructive confrontation and then conduct it for scenarios of their choice.
- Practical application of the laws of persuasion and Robert Cialdini’s six rules of influence. This enables workshop participants to develop greater effectiveness in influencing others, achieving goals, and securing concessions and 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.
