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Course Outline

The communications process                                                    Download Course Brochure

Persuasion: elements and ethics

  • What are the skills that we have to master to be effective persuaders?
  • Understanding how these skills can be developed
  • What are beliefs and assumptions we make about persuasion?

Filter systems

  • What happens to information when it comes in to our brain?
  • What happens to information for it to get out!
  • Understanding our Reticular Activating System – how the brain processes information and solves problems

The lens of belief

  • Beliefs, patterns, rules. Understanding how we seek to make sense of our experiences to understand and predict behaviour – a process which usually creates few benefits and many problems
  • Analysis of examples from our own experience
  • The ABCD model – our feelings and reactions are largely created by our belief systems, rather than the events around us, or by the actions of other people
  • How this affects issues such as control and responsibility
  • Beliefs and expectations
  • How to deal with irrational beliefs, both yours and those of other people

Effective communications

  • What makes up effective communication?
  • Gaining commitment from others
  • The skills of advocacy, reflection and inquiry
  • Examining the most effective communication styles
  • Doing your research – know what you are talking about

Connecting with others

  • How to engage with others – building rapport
  • The elements of rapport building
  • Listening and responding – adding value to the conversation
  • Demonstrating your integrity and credibility

Making a contribution

  • Understanding the rule of reciprocation
  • What’s in it for us and what’s in it for them?
  • How to express the benefits so they stick
  • Reframing the argument

Staying focused

  • How to keep our mind on the job and totally present to the outcome

Non-verbal communication

  • The phenomenon of matched behaviour – when it can be observed – how it can be introduced
  • Its effects and role in improving understanding and cooperation
  • Practice at matching behaviour and exploration of its effects
  • Combining matched behaviour with explanations and requests to test its role – applications at meetings and with difficult individuals
  • Techniques and strategies to communicate effectively with people with different systems and styles

    • Understanding others’ motivations, drivers and communication styles
    • Developing communication strategies for these different types
    • Develop a deeper understanding of our own motivation and drivers

    The idea in practice

    • Principles and business applications
    • Putting all this into practice – getting feedback and developing mastery
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