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Communication & Negotiation Masterclass
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Communication & Negotiation Masterclass

3-Day Training Course: Learn how to make effective communication come naturally. Build & refine your skills as a negotiator & communicator, & your ability to respectfully influence others to deliver organisational & personal objectives.

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Key Learning Objectives

  • Gain an insight into emotional intelligence, human behaviour and team dynamics
    • Acquire a practical framework to help you understand and influence the behaviour patterns of different types of people
  • How to avoid the common mistakes managers make with extrinsic motivators
  • Apply behavioural techniques to help breakdown interpersonal barriers and resolve conflict
  • Acquire convincing motivation, communication and influencing skills
    • Understand why questioning skills are a manager’s number one tool
    • Identifying the various sources of power at your disposal and how you can strengthen them
    • Identify what motivation strategies work best with different people
  • Develop a natural leadership style that gains buy-in and respect
    • Effectively use your personal power, rather than relying on authority, or positional power
    • Understand the relationship between good leadership and good “fellowship”
    • Tactfully provide useful feedback both positive and negative
      • Guaranteed techniques to engender responsibility and accountability


      About the Course

      Regardless of the level of technical expertise your organisation possesses, it will be emotional expertise that takes you to the highest levels of performance.

      The concept of emotional intelligence first broke into mainstream management in the mid 1990s.

      In the last 13 years, there have been major advances. Organisations who have used emotional competencies have demonstrated substantial bottom line improvements as a direct result of these efforts.

      And now, you can do the same.

      You will also learn the essential elements of emotional intelligence, and gain practical understanding of the key emotional competencies, integrating Neuro Linguistic Programming (NLP).

      You will also spend time revising behaviours, beliefs and attitudes and the principles of effective communication to help develop your ability to communicate, negotiate, influence, persuade, lead and motivate others to meet and exceed objectives.

      You will take away a portfolio of realistic, relevant and immediately usable models, techniques and approaches that will dramatically improve your performance as a communicator. They will help create, and maintain productive working relationships with colleagues. It will also help contribute to agile team performance.


      Who Will Benefit

      This course is relevant for all those looking to improve their personal performance, productivity, communication, negotiation and influencing skills in the workplace. This can include managers, leaders, specialists, directors and C level management


Alan Patching is an interesting and inspiring instructor of NLP, and he knows his subject inside out. He uses NLP to teach NLP, effortlessly creating an environment for easy learning that leaves you wanting more. This course was life changing for me and left me with a hunger for all I can learn on the subject.
Marketing Executive, Dubai

Course Outline

Practical opener
Behaviour patterns of different types of people

  • During this session you will acquire a simple yet powerful psychological model which can be used to understand why people behave as they do. There will be an opportunity for discussion on how you can apply this to your specific circumstances


Next, a bit of science
The human brain, emotion and peak performance

  • Basic brain structure – dominant and non-dominant hemispheres, their functions and implications
  • The Reticular Activation System (RAS) – the human success radar –how it works and how we can use it more effectively in leadership
  • The Limbic Hypothalamic System – what it is, its importance for communication, and how to use it
  • Using our understanding of the brain structures and processes to attain higher emotional expertise, better performance, and more effective communication


Self-awareness and self-regulation

  • Understanding the development of emotions and behaviour and learning how to control and adjust them
  • Learning and applying the skills of self-control, particularly in emotion charged business situations
  • Trustworthiness – an essential emotional competence – what is it and how do we develop it?
  • How to develop personal flexibility


The art and science of effective communication
Social awareness, social management and building in Neuro Linguistic Programming (NLP)

  • The art of empathy
  • The art of ‘calibration’
  • The art of advanced sub-conscious rapport building
  • Becoming ‘service orientated’ – a trusted adviser to stakeholders
  • Developing others by sensing what they need and helping them to build their abilities
  • The art of (positive) politics – recognising power relationships and social networks, and using persuasion and complex relationship strategies to build consensus and rapport
  • Communication and networking
  • Instilling a sense of purpose and guiding by example
  • Emotionally intelligent conflict management and managing difficult people using the technique of ‘pacing and leading’
  • The art of replacing compromise with collaboration


Applying effective communication and questioning skills

  • How memory affects communication
  • Understanding learning preferences
  • Adapting your communication style to ensure your message is received
  • Why listening and questioning skills are such a valuable tool


Communication for the application of EI/EC/EE

  • Transactional analysis as a communication, negotiation and corporate relationship building art form
  • The nine principles of Gestalt psychology and how to use them as an effective tool for EI/EC/EE based leadership
  • EC using NLP SDI and relationship awareness theory as advanced tools for enhanced EI


Rapport – the core of all great communication and influence psychology

  • The centrality of rapport to business relationships, effective negotiation, and outstanding selling (to internal and external stakeholders)
  • Advanced NLP for establishing rapport quickly – Mirroring and matching in principle and practice
  • Transactional Analysis to maintain rapport-even in conflict
  • Understanding the difference between warranted and unwarranted conflict – and why one extends rapport and one destroys it
  • Using NSP (Neuro-Semantic Programming) to take business listening skills to the next level
  • What is it/who developed it and why/some of the amazing impacts of its effective use


Motivation and self-motivation

  • The art of maintaining the drive to achievement in oneself and those one leads
  • The four levels of commitment and how to achieve the higher and more effective levels
  • Demonstrating and encouraging initiative to exploit opportunity and achieve beyond expectations, using the New Behaviour Generator
  • The inspiring power of optimism – driving towards the hope of achievement rather than away from the fear of failure


Motivation in action

  • Understanding and applying emotional intelligence in communication scenarios
  • Neutralising negative behaviours and changing attitudes
  • How to avoid the common mistakes managers make with extrinsic motivators
  • Identifying what motivation strategies work best with different people


Don’t forget the customer – a vital stakeholder
Identifying your customers and their needs

  • Defining your role in terms of your customers – whatever the purpose of your organisation
  • Customer focus and purpose
  • Understanding the 6 elements of customer satisfaction


Developing yourself
Developing your personal leadership style

  • Effectively using your PERSONAL power, rather than relying on authority or positional power
  • Understanding the relationship between good leadership and good “fellowship”
  • Developing “fellowship” skills in your staff
  • Motivating and inspiring your team
  • Putting purpose back into work
  • Vision and mission statements – what works and what doesn’t


Using your power and influence to inspire confidence and achieve your objectives

  • How persuasive are you?
  • Identifying the various sources of power at your disposal and how you can strengthen them
  • Building successful interpersonal relationships with your staff, colleagues and superiors


Improving Performance
Effective delegation and managing the performance of others

  • Guaranteed techniques to engender responsibility and accountability
  • Giving instructions and clarifying meaning
  • Who is likely to complete tasks on time, on cost and on performance and why?
  • Selecting appropriate methods of improving performance
  • Developing your own confidence and assertiveness
  • Promoting positive behaviours within your team
  • Encouraging self-reliance


The Final Steps
Examining the enneagram

  • The enneagram is an ancient tool of still currently applicable wisdom. Learn how this is an outstanding tool for understanding human personality differences and developing ourselves to our maximum potential


Bringing it all together – personal action plan

  • Development of a personal action plan – participants will draw upon their responses to the various course exercises, and upon their workload ahead to prescribe a personal action plan for developing specific emotional competencies in the weeks immediately following the course. They will also set personal key performance indicators by which they can measure their own progress against their personal action plan.

On-site & in-house training

Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?

Talk to us about an on-site/in-house & customised solution.


Still have a question?

Sushil Kunwar
Training Consultant
+61 (0)2 9080 4395

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