Course Outline
What is Communication
- Communication styles
- Communication flow
- Framing conversations
- Non-verbal communication: Definitions & principles
- Written communication
- Telephone skills
Exercise/Case Study
Understanding Communication
- Attributes of a successful communicator
- Key qualities of effective communicators
- Defining persuasion and influence
- Self-belief, confidence & assertiveness
- Push and pull styles
- Framing communication
Exercise/Case Study
Communication Style
- Selecting appropriate communication styles based on the context
- Learning to respond rather than react
- Open, leading, and closed questions
- The Funnel technique
- Understanding values
- Questioning techniques to understand values and build relationships
Exercise/Case Study
Overcoming resistance
- Causes of resistance
- Strategies for managing resistance
- A practical six-step guide
- Dealing with conflict
- Navigating difficult situations without emotional reactivity
- Presenting your case with impact while considering others' values
Exercise/Case Study
Poor Communication
- Common examples and reasons for frequent occurrence
- The Ladder of Inference
- Top-down, bottom-up, or 360-degree approaches
- Collaborative versus dictatorial styles
- Selecting the optimal style and understanding its rationale
Exercise/Case Study
Putting it all Together
- Feedback mechanisms
- Questioning & Listening
- Asking powerful questions
- Conveying the key message effectively
- Making effective requests
- Promises – blessing or curse?
- Strategies for continuous improvement in communication skills
Exercise/Case Study
The Art & Skill of Persuasion
Understanding Persuasion
- Characteristics of a successful persuader
- Essential qualities of effective persuasion
- Influencing and persuading: Distinguishing from manipulation
- Defining persuasion and influence
- Principles of effective influencing
- Self-Belief, Confidence & Assertiveness
- Understanding push and pull styles of persuasion
- The psychology of persuasion: The basics
Example/Exercise
Preparing to persuade
- Building Trust
- “Mocking Bird” Theory
- Non-verbal communication
- Building Trust and rapport
- Discovering others' wants or needs through listening and questioning
- Perception: How you view situations and how others perceive you
Example/Exercise
Explore what others want
- Setting clear objectives for the desired outcome
- Effective questioning techniques
- Recognizing the values and motivations of others
- Refining listening skills and overcoming barriers to active listening
- Identifying individual ‘filters’ and strategies to overcome them
- The power of positive thought – preparing for persuasive discussions
Example/Exercise
Communication Style
- Choosing communication styles appropriate to the situation
- Learning to respond, rather than react
- Open, leading, and closed questions
- The Funnel questioning technique
- Understanding values and persuading around them
- Questioning techniques to understand values and build relationships
Example/Exercise
Overcome resistance
- Selecting one of the six levels of assertiveness without compromising others' values
- Applying a practical 6-step Influence Model
- Using FAB to align with needs identified from customers
- Dealing with conflict – managing difficult situations without emotional involvement
- Presenting your case with impact, considering others' values
Example/Exercise
State your case persuasively
- Timing your presentation effectively
- Adopting strategies that suit your style
- Stating your case assertively and convincingly
- Knowing your audience
- Gathering relevant content
- The 10/80/10 rule for structuring the presentation
- Delivering the presentation
Example/Exercise
Handling Objections
- Identifying frequently encountered objections
- Pre-empting objections
- Developing appropriate responses
Example/Exercise
Negotiation Skills for Finance Professionals
Introductions
- The Negotiation Process
- Objectives in negotiation
- Communication Skills of the Effective Negotiator
- Assessing information
- Establishing the parameters
- What is the “win-win” outcome
Case Study/Discussion Point
The “Interests”
- Interests
- The difference between positions and interests
- Identifying and prioritising your interests
- Common mistakes when handling interests
- When is negotiation a good idea?
- The elements of an effective negotiation
Case Study/Discussion Point
The “Options”
- Generating and evaluating possible options
- Identifying your ideal outcome
- Common errors when generating options
Case Study/Discussion Point
Understanding Negotiation Outcomes
- Evaluating the options
- Predicting the conclusion
- Determining if there is a “win” or if a compromise is preferable
- Setting clear objectives
- Being prepared to concede when it makes sense
Case Study/Discussion Point
The Negotiating Process
- Making proposals and giving and receiving concessions
- Breaking Deadlock
- Agreeing on a remedy
- Understanding the negotiator’s role
- Key stages of the process
- Giving information
- Reading signals
- Making a plan
- Reviewing assumptions
- Working through the meeting/discussion process
- Probing to develop understanding
- Reaching agreement
Case Study/Discussion Point
Challenges
- Different types of people
- Behavioural approaches & body language
- Deadlocks, Standstills & Concessions
- Tricks, Traps & Tactics
- When & Where to Negotiate – Electronic Media are not ideal
Live Practice
- Simulations
- Debrief
Presentation Skills for Finance Professionals
The Essentials - The Presenter - You
- Carrying out the ‘essential checks’
- Presenting the ‘right’ image
- Using your words, tone and body language
- Working with the qualities of your voice
- Acknowledging and overcoming nerves
- Using relaxation techniques
- Using mannerisms and gestures to enhance impact
- The qualities of a successful presenter
Example/Exercise
The Essentials – The Material – What Are You Going to Say
- Performing a needs analysis
- Writing the basic outline
- Researching, writing and editing
- Establishing a clear purpose
- Using successful information gathering techniques
- Choosing the best route through your material
- Identifying the key points
- Creating strong openings and closings
- Understanding the pros and cons of different visual aids
- Making it big, bold and brilliant
Example/Exercise
The Essentials – The Audience – Who Will You be Saying it To
- Knowing your audience to develop presentations that appeal
- Building rapport
- Getting and keeping them on your side
- Working with questions
- Handling difficult people
- Understanding group dynamics
Example/Exercise
Next Step – Delivery Methods
- Basic methods
- Advanced methods
- Basic criteria to consider
- Choosing from a range of communication styles depending upon the situation
- Listening and Hearing: They aren't the same thing
- Asking questions
- Communicating with power
Example/Exercise
Next Step – Communication Skills
- Defining Communication
- Preparing mentally
- Physical relaxation techniques
- Appearing confident in front of the crowd
- Non-Verbal Communication Skills
- Body language
- The signals you send to others
- It's not WHAT you say, It's HOW you say it
- Presenting your case with impact
Example/Exercise
Perfecting your skills
- Make them laugh a little
- Ask them a question
- Encouraging discussion
- Dealing with questions
- Creating Fantastic Flip Charts
- Creating Compelling PowerPoint Presentations
- WOW your Audience
- Vibrant Videos and Amazing Audio
Example/Exercise
What is Mediation
- Textbook definition
- Mediation in practice
- Good and bad mediation
- A SWOT analysis
- The goals of mediation
- Reaching a compromise
- WinWin – is this always possible
- Plugging the gap between avoidance and formal action
Exercise/Case Study
Understanding Mediation
- The principles of Mediation
- What can it achieve
- When is it appropriate
- Is there ever a time when mediation is inappropriate
- Taking a strategic approach
- Alternative dispute resolution practices
- HR Policies: help or hindrance in conflict situations
Exercise/Case Study
Preparing for Mediation
- Essential skills
- Critical discussions
- Understanding why people behave the way they do in conflict
- What are the issues
- Is there a compromise
- Least worst outcome
- BATNA/WATNA
- Setting the parameters
Exercise/Case Study
Mediation
- Structuring the process
- Creating a “safe” environment
- Building rapport and trust
- Maintaining impartiality
- Assisting with the win-win
- Dealing with destructive conflict
- Dealing with deadlock
- Engaging resistant people in a constructive manner
- Closing the mediation
- Confirming the outcome
- Selecting alternatives
- Follow up and review mechanisms
Exercise/Case Study
Testimonials (3)
The excercises were really fun
Jakub - AXA XL
Course - Business Communication Skills
Charisma of trainer and knowledge.
Bartosz - AXA XL
Course - Business Communication Skills
Open atmosphere without judgment