2. Purpose:
To improve psychological competence of managers who participate in business communications
Tasks:
• Analyses of effectiveness of business communications with people
determining the result of training participant’s activity
• Shaping the understanding of key differences between business and
personal communication
•
Determining of basic targets of communication between people
•
Determining of factors showing successful communication
• Developing of skills for coming into emotional contact with interlocutor ,
research of needs and interests of a communication partner, search for
mutually acceptable decisions
• Help in assimilation of new technology for stressful and conflict situations’
solving
• Forming of atmosphere of effective cooperation while solving cognitive
tasks in the area of communication psychology .
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3. 4.
3.
Technology of
negotiations
5.
Key skills for effective
cooperation
Nature and prevention
of conflicts
2.
6.
Peculiarities of
business
communication
Technology of
conflicts resolution
1.
Program for
enhancement of
communication
efficiency
7.
Effective
communicator
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Program of personal
communicative
effectiveness’
development
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4. Day 1.
10.00
Introduction into training: coming together, expectations of participants, objective and tasks of training,
rules of the group.
11.30
Coffee break.
11.45
Topic 1. Program for enhancement of communication efficiency
Analyses of business communications’ effectiveness.
“Virtual” team. “Closed” and “open” channels of cooperation
Personal program targeted to improve relationship between colleagues and partners determining the
result of activity.
13.00
Dinner.
14.00
Topic 2. Peculiarities of business communication
Difference between business and personal communication. Objectives of negotiations. Criteria and
stages of successful business communication .
15.30
Coffee break.
15.45
Topic 3. Key skills for effective cooperation
Calibration of emotional states of interlocutor.
Techniques of coming into emotional contact with an interlocutor .
17.15
Coffee break.
17.30
Model Т.О.Т.Е. – art of getting of nonverbal “feed back” and change of emotional state of a partner .
Technique of adding of an emotional resource.
Model of successful communication in NLP: Objective – Sensibility – Flexibility .
Objective : Modeling as a technology of detailing and specification of senses put into words of
interlocutor.
18.30
19.00
Results of the day.
Completion of work.
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5. Name, position
Typical problems in business communication
1.
2.
3.
4.
5.
Typical tasks for enhancement of relationship effectiveness
My expectations for this training
1.
2.
3.
4.
5.
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6. Only one speaks
Ladder
Autumn
Shoulder straps
I - statement
Piece of Pie
Cup of Tea
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31. Higher
“Self”
Assagioli suggested the following approach for achievement of
balanced inner integration, understanding of true “I” and
forming of correct relations with other people:
1. Deep understanding of own
personality.
2. Control of component parts of own
personality.
3. Understanding of own “Higher self”
(see the model) – disclosure or
creation of consolidation center.
4. Psychosynthesis: forming or
reconstruction of personality around a
new center.
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32. Those speak ill of us who are worse than us
Those who are better than us don’t care about us
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37. MIRROR
General topic
Slang
VAK
Adding of a resource
Project
General task
Business trip
Collective recreation
Collective business
Words
Action
Body
Manner
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Pose
Gestures
Breathing
Distance
Intonation
Volume of sound
Pace of speech
Complexity of
sentences
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39.
Model Т.О.Т.Е. is an art of nonverbal “feed back” and change of emotional states of a
partner
ENTER
TEST
ACTIONS
TEST
EXIT
ADDING OF A
RESOURCE
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42. Meta modeling as a technology of detailing and specification of senses put
into words of interlocutor.
Speech
Incomplete sentence
Surface structure
Complete sentence
Deep structure
Recording of experience
VAK
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43. Forms of meta model damage
Examples of speech
distortion
Examples of appropriate
specifying and correcting
questions
1. Nominalization (describing
of a process by a noun)
My depression torments me.
My anxiety makes me crazy
What depresses you?
(Transfer of a noun into a
verb). What makes you
anxious?
2. Nonspecific verb
I experience, I feel
How do you feel this?
3. Absent referent index
This…some feeling
What exactly? What feeling?
4. Simple sensation
Absence of significant
specification
What? Who? When? Where?
5. Universal quantifier
(super-generalization)
Always…never
Really never?
6. Modal operator (supposing
absence of choice)
I must do this. I cannot…
What can happen if you do
not do it? What stops you?
7. Damage of casual-andeffect link
He makes me unhappy
How does he do it to you?
8. “Reading of thoughts”
(differs from intuitive
statement “this could be” by
the fact that “it is really so”)
They must think that I am…
What are the evidences that
they think exactly this way?
9. Lost pre-formation (value
judgment without specifying
of evaluation standard)
I did not do it well enough
Comparing to what (to what
standard)?
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44. Day 2.
10.00
Topic 4. Technology of negotiations
Model “Target oriented cooperation”.
Rapport.
Research of needs and interests of an interlocutor.
11.30
Coffee break.
11.45
Technique of “open” listening and getting of nonverbal “feed back” from an interlocutor.
Cooperative search of mutually acceptable decisions.
Control of emotional state of an interlocutor at the end of communication.
13.00
Dinner.
14.00
Topic 5. Nature and prevention of conflicts.
Kinds of typical conflict situations arising at the place of work and ways of their settlement.
Stages of conflict development. “Open” and “closed” conflicts.
15.30
Coffee break.
15.45
Topic 6. Technology of conflicts resolution.
Factors of possibility of a conflict situation and practice of open confrontation’s prevention.
Technique of constructive solution of open conflict “Problem sac”.
17.15
Coffee break.
17.30
Topic 7. Program of personal communicative effectiveness’ development
Zones for improvement.
Plan of personal skills’ development in successful business communication.
18.30
19.00
Results of the day.
Completion of work.
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45. Topic 4.
TECHNOLOGY OF NEGOTIATIONS
Application of communicative
techniques
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64. To what
extent my
expectations
of the training
were met?
My principal
conclusion
after the
training?
What can I
wish the
training team?
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65. OLEG AFANASYEV
Director of Business Systems,
Managing Partner of Profiles International Ukraine (USA)
Partner of Global Management Ukraine (Portugal)
www.profilesinternational.com
www.profilesinternational.com.ua
www.businessystem.com
www.gmcua.com
www.gmc.in.ua
www.ukrinnovation.com
oooaaa.bs@gmail.com
oleg@profilesinternational.com.ua
(+38067) 401 31 71
skype: oleg.afanasyev2
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