Communicate in style

With Dr. Arayan Richard Jenkins.
Ph.D. Educational Administration.
Masters: Behavioural Sciences – Neurolinguistics – Sociolinguistics
Master Practitioner NLP Certified
ISO9001:2015 Accredited – Management Mentoring & Coaching
Management&ManagementTeams
Dr. Richard Jenkins
Are you ready to communicate your
needs to the client?
If your just talking and no one is listening, why are
you talking?
Communication is
• 60% Listening with your EYES
• 20% with your EARS
• 15% with your Mind (Annunciation) + (Enunciation)
• 5% with your MOUTH
The More you say the less you
understand
The Divergence of
Creative Minds & Critical Discussions
Communication
At its
Best

COMMUNICATION MATRIX
Before I start to use my Mouth, I must
engage my Brain.
Before my Brain knows what, it confirms
with my Ears.
Before my Brain confirms what, it hears,
it must hear with the Eyes.
The Trick is to have all working in
Synchronicity and together.
Information
Matrix Analytic
Information
Gathering
Information
Confirmation Tool
Information
Matrix Creative
Information
Dispatchment Tool
DR JENKINS:
WHATSAPP - +60123474064

Communication
At its
Best
Business Communication
requires you to be.
Effective
&
Influential
Let’s have a close look at
The
8
Influential habits
DR JENKINS:
WHATSAPP - +60123474064

The 8 Influential Communication habits
Be ProactiveHabit #1
Know your OrientationHabit #2
Have a BeginningHabit #3
Build a WIN-WINHabit #4
Understand by ListeningHabit #5
Tell the Group StoryHabit #6
Involve your AssetsHabit #7
Believe SuccessHabit #8

Communication
At its
Best
ARE YOU
A Creative Communicator, when doing
business?
OR
A Critical Communicator, when doing
business?
90% of all successful communication
has been centered around Creative
Critical Communication - Questioning
The 4 main types of Questioning are
O R I D Questions
• Objective
• Reflective
• Interpretive
• Decisional
C C
C

Objective When you start a conversation, know your OBJECTIVE.
Reflective When you start a conversation, KNOW THE PAST.
Interpretive Be Ready to turn WANT INTO NEED AND BACK AGAIN.
Decisional Know when NO IS A GOOD THING

Communication
At its
Best
Business Today
&
Body Language
Understanding Body Language is a
vital tool is Sales and Marketing these
days.
Getting an edge over a competitor by
understand clients and the secret
messages they transmit, can make or
break the total understanding of what
you’ll say next.

Body Language is nothing more
than
OBSERVATIONAL
VERBALIZATIONS
Body Language Knowledge
Helps you understand your
CLIENTS from Greeting to
Seating.
Body Language will Close the
gap
from
Selling
to the
Sale

Communication
At its
Best
Business Today
&
Verbal Recognition
Understanding what your
client is saying and having
them understand your replies
can help you achieve faster
client confidence and Client
loyalty
DR JENKINS:
WHATSAPP - +60123474064

Verbalization Recognition
Learn to Listen to
Key Words, So, you
can repeat them
back to your Clients
in the form of
Questions
and
Statements

Communication
At its
Best
Do you understand the difference
between
ASSERTIVE
&
AGGRESSIVE
?
Business Today
&
Assertive Behaviour

Being Assertive
is
Knowing what you Want.
Knowing What you can Give.
And
Being
Non Confrontational.
Aggressiveness only
get arguments
Assertiveness

Day 1
Creative Criticality
&
Communication
MAJOR POINT TO KEEP IN MIND
DURING THIS EVENT
CREATIVE CRITICALITY FOR TIME MANAGEMENT
CRITICAL OUTCOME MAPPING
ADAPTIVE MENTAL DEVELOPMENT
BODY LANGUAGE
CREATIVE PROBLEM SOLVING
THE 8 MAJOR COMMUNICATION HABITS
O R I D QUESTIONING METHODOLOGY
WORD ORDER & NEGOTIATIONS
BEING CRITICAL & CREATIVE
Every Module carries a Group
Discussion & Instructional presentation
Some Modules carry Group Exercises
Some Modules Carry Individual
Exercises

Mental Planning & Time Management
NOTImportant
Important
Not urgent
UrgentWhy URGENT
but NOT IMPORTANT
Being
Processed
BeingCompleted
Getting
to
Always UNDERSAND Why you’re doing something
True
Intention
of
Mental
Energy
Time Organized
Decisive Organization
Distractions
Procrastination

Outcome Mapping The NUTSHELL Path
I can see the future
I need to find the way to
get there
PLAN IMPLEMENT MONITOR
achieve
outcome

Adaptive Development
Modify what you already know to
Critically & Creatively Develop and then
lead into the future
Instinct
Taught
Modify
Developed
Difficulty Indicator
MentalDexterityValueIndicator
Critical – what & ?
Critical – What & When
Critical – Creative – What, When & How
Creative – How

The Cognitive Reasoning TEST
QUESTION
???????????????
In the pictures you
just saw.
Were there more
CATS or ANIMALS?
CRITICAL THINKING
ANSWER
There are
MORE ANIMALS.
Because cats are a member of the
Animal Kingdom
CREATIVE THINKING
ANSWER
There are
MORE CATS then ANIMALS.
Because cats are cute and cows are not
The Interesting Thing
about
Criticality
&
Creative Logic
Is
Endurance

Department Heads
Everyone else give your handphone
To
Someone outside to Monitor.

Think of any Creature you’d like to name
your team.
Then turn it into an Acronym with your team.
Department Heads

Dr. Richard Jenkins
The CREATIVE MIND wants to talk and
get ideas across to the client
• UNDERSTAND your client
• LEAD your Client
• TELL Stories.
• Be Heard and understood
• Listen to their story
• Be Prepared to say NO
Let your CLIENT Lead you by holding
their
HANDThe Divergence of
Critical Thinking & Communication
Communicate
With
Creativity

Creative Problem Solving
What is a Problem?
A problem arises when a living creature has a goal but
does not know how this goal is to be reached.
[A problem exists] whenever one cannot go from the given
situation to the desired situation simply by action. [K.
Dunker, On Problem Solving, (1945) p. 1]
What is Problem Solving?
Problem Solving is the process of working out or
discovering how to reach such a goal.
Always remember a problem does not exist without an opportunity to support it

What is creative thinking?
Creative thinking is the process of
generating novel ideas and
alternative courses of action, no
matter how good those ideas and
alternatives might be.

Creative Thinking, Critical Thinking,
and Problem Solving
Creative thinking supports critical
thinking … While critical thinking
focuses on step-by-step, linear
processes aimed at arriving at a
correct answer.

Problem Solving
Is
Self Defeating
Learn to Manage your Problems

Creative Analytical
Problem Management

• People respond to
their experiences
rather than reality
itself.

• Having a choice is
better than not
having a choice.

• People make the
best choice they
can at the time.

• All actions have a
purpose.

Critical Creative Thinking Elements
All Reasoning
stems from a
problem
All Reasoning
leads to a
conclusion
All Reasoning
has purpose
All Reasoning
is based on
assumptions
The Assumptions we
make help us to draw
conclusions
Reasoning helps us to
handle problems

Purpose of Reasoning
Take the time to state
the purpose
Distinguish the main
purpose from
subsidiary purposes
Always check to stay
on track
Validate Reality
to verify
realistic purpose

Always understand &
identify your assumptions to
determine justification
View Point
Consider how the
assumptions are
colouring your
view point

• Make sure you represent the problem in the
right way!
i. Don’t assume restrictions that aren’t
stipulated
ii. Do represent everything explicit in the
question
iii. Do compare the structure of the problem
with similar ones
Using the purpose of reasoning

Using the purpose of reasoning
• Then generate lots of creative ideas with:
i. Associative techniques
ii. Analytic techniques
iii. Brainstorming
iv. Role-playing

Identify points of view – Yours & Others
Evaluate your point of view against others
Strive to be as fair as possible with all points of view
Strength - Weakness – Attribute Acquisition Analysis - Threat
- Opportunity -

Make claims only supported by verifiable data
Actively search data that opposes your claims
Make sure that all searches are based on clear
relevant information based on the claim
All claims must be based on more than
one source

Always lead with: Every problem
has a solution
Move with solution
based analysis
Deal with solution based
analysis outcomes

The amount of
MISUNDERSTOOD WORDS
would baffle the mind
Paint your picture
And
Watch the body react
• Body language of dishonest or deceptive people
• Body Language of a TRUE buyer
Dr. Richard Jenkins
Body & Words
Let the truth be told
Body Talk
With
Understanding

Emotion always has its roots in the unconscious and
manifests itself in the body.
Body Language & Verbal Ques
It is surprising just how many times we have read the
non-verbal signals correctly, but for some reason we
simply did not say the right thing at the right time.
Interrupting the client can do as much damage as saying
the wrong thing.
Interrupting the client can do as much damage as not
saying the right things.
Call Dr. Jenkins Today!
WhatsApp
+60123474064
https://hrd4my.com
It is Believed
&
is true 100% of the time
AT ANY 1 GIVEN TIME,
THERE
IS
ONLY
1
TRUTH

The Most POWERFUL technique in Cold Reading
is
ECHOING
Used with
Authority
Can seal the deal before you even sell anything

The 4 As of Cold Reading
Authority
Attraction
Affiliation
Acquiescence
Knowing everything about the Subject
Matter and the Client
Creating the Centre of Attention
Knowing that Everyone is there for the
Same Thing
The Ability to have People Accept your
Truth as their Own.
To Accept Something Without Question

Off TOPIC Body Language
Always Keep This In Mind When Talking with Anyone.
• Write Down Ideas and Build the Action.
• Use Self-Humour to gain Attention.
• Use the “Why” – “How” – “Why” Technique.
• Use Body Gestures that are directive.
• See the Good in Everything.
• Do Better Every time.
• Don’t be Afraid to As the Listener for Help

Why Body Language?
Body Language
(55%)
Communications
Tone of Voice
(38%)
Words
(7%)
Telephone Communications
Tone of Voice
(82%)
Words
(18%)

How to Read Body Language
RULE 1
•Read
gestures
in clusters.
RULE 2
•Read
Gestures
in context.

How to Read Body Language
RULE 3
•Spot the
conflicts

Group Exercises
Part 1:
1. Take a sticky note page. Write your name on the sticky side and seal the name, so, it is hidden (Like an envelope)
2. Now place it in this small box here.
Part 2:
1. As the box is past around over the top of your head – Take out 1 piece of paper and secretly reveal the name, so
no one else can see it other than yourself.
Part 3:
1. Now everyone stand up and walk around the table – DO NOT MAKE EYE CONTACT with anyone!
2. (Without touching anyone or making and gestures) Try to get eye contact with the person whose name you
have.
Part 3A:
1. Write down as you’re walking on another sticky note; how you are feeling (one or two words only)
2. On another Sticky Note after you have gained eye contact with the person on the piece of paper; write down
how you feel. (one or two words only)

The Invisible Product – Exercise Body language
With your partner, I want you to sell an invisible product.
Your BUYER will tell you what that product is.
You must then act as if you know everything about that
product, in order to be a
good salesperson.
Unknown
The
Product

Who is the Decision Maker– Exercise Body language
Everyone sit away from the table.
Group 1:
Look at the piece of paper just given you, you can show only your team, no one else.
Teams 2 and 3:
Team 2:
Sell your product to the team opposite you, try to find the Decision Maker.
Team 3:
Just sit back and watch the buyers, see if you can find the Decision Maker, DO NOT SAY
ANYTHING.

SESSION Power
Detect power gestures intended to lower
your status or intimidate you and respond
accordingly

Size
Sitting:
Looking Smaller
Submissive
Look
Upwards

Size
Standing:
Looking Bigger
Dominant
Look
Downwards

SESSION Always Remember
When you decide what the client is saying
make sure you have taken everything into
consideration.

12 Sure Fire Body Language Signals.
When the client looks at you more than 60% of the time.
Watch out for the Stare Down, They want to control the meeting.
When the PUPIL of the eye widens , This means they Believe you.
Watch for the narrowing of the eyes , They think you are trying to cheat them.
Look for the Smile & Nodding, this is agreeance
Watch for TENSION in the neck, This is the first sign of ANGER.
Watch for the hidden hands, this is a sign of holding a secret.
Look at Drumming fingers & OR fidgeting, This is Boredom.
Look for the Sit Back in the chair, The client is relaxed and wants to learn more
Watch out for the resting on one arm of the chair and the lean into that arm, they
want to leave
When the client Turns their body towards you, they believe you are the most interesting person in the room
Watch for the body in your direction and the feet in another This means you are talking but they
are interested in something else

12 Sure Fire Body Language Signals.
(If you can) Look for the bouncing Foot – It indicates, they THINK they have control
This can be a good thing & a Bad thing.
Look for Aligned Shoulders, it’s a sign of Feeling FRESH & Happy.
Slumped Shoulders is “I don’t really want to be here”.
Watch for the raised EYE BROW, it is a sign of suspicion.
Both eyes raised is surprise, this is very brief and fast (Bad thing) long and lasting (Good thing).
If a FEMALE points her foot towards you, She finds you attractive OR likes what your wearing.
When a man points his foot towards you it means he wants to control you.
When your Client walks BESIDE you They think you are EQUAL to Them
When a Client walks BEHIND you They want to be DOMINANT
NO MATTER WHAT THEY LOOK LIKE – Find the person sitting furthest away (Sitting Back) in their chair.
This person is EITHER the most IMPORTANT person OR the LEAST
When a Client walks in FRONT of you They want to be DOMINATED

SESSION
Dealing with People
Who Lie
Recognise and counteract lying
gestures and behaviour

SESSION
Understand
Hand Written Signatures
Seeing the way someone writes their
Signature can tell you a lot about their
personality

SESSION
Understand
Understand:
I am not a handwriting Expert!
The Following Information are simple
pieces of Information I have picked
up along the way

SESSION
Understand

SESSION
Dealing with Difficult
People
Recognise and counteract intimidating
gestures and behaviour

Understanding
The Words
IS AS
IMPORTANT
As
TELLING the Truth
Dr. Richard Jenkins
The Divergence of
Creative Thinking & Verbal Chatter
Verbal Understanding
DR JENKINS:
WHATSAPP - +60123474064

Be ProactiveHabit #1
What does Being Proactive mean?
It’s a Personal response that anticipates
problems, and changes the way you say
anything before problems become a crises. It
is one of the four ways you may choose to
respond to environmental or a clients
problems and their activities that have caused
the reason for them being in your office.

What does Orientation mean?
The Major objectives of orientation are to
(1) gain client’s commitment,
(2) reduce his or her anxiety,
(3) help him or her understand yours as well as
their expectations, and
(4) convey what he or she can expect from the
job and the organization.
Know your OrientationHabit #2

What does Beginning mean?
The Beginning is not always the start of a
conversation. The beginning point comes from
the Listening to the clients Needs & Wants.
The beginning may come at the end of the
client’s explanation of need.
Have a BeginningHabit #3

What does WIN-WIN mean?
Always keep in mind,
• That any gained benefit is a win-win.
• That anything above an ROI is a Win-Win.
• Any time the client say “YES” is a Win-Win.
• When you are ready to leave the table
HAPPY.
• When you put money into YOUR account
means you have give the client a WIN-WIN
scenario.
Build a WIN-WINHabit #4

What does Understanding mean?
When you fully understand your client, you
will known them professionally.
• When speaking to the decision-maker know
their likes & dislikes.
• Gain as much Pre-Information as possible.
• Family orientation.
• Business orientation.
• Social orientation.
•When you know as much about your client as
possible, you can then colour your conversation
not your business dealing.
Understand by ListeningHabit #5

What does Group Story mean?
There are Two Group Stories you need to tell.
1. The First is the company story, where it
started and where it’s heading.
2. Your personal Story, why did you get into
this business.
1. What are your personal achievements.
2. What your JOB means to your
PERSONAL involvement.
3. Why you want to help this person to
achieve their dream.
Tell the Group StoryHabit #6

What does Your Assets mean?
Your Assets are your Educated Talents.
Your Assets are your Experiential Talents.
Your Assets are Evolutionary (DREAM)
Talents.
Involve your AssetsHabit #7

What does Believing in Success mean?
The greatest personal FEAR is success, every
time I WIN, I must do BETTER next time.
FAILURE is also a Success as it, tells us WHAT
went WRONG. (Do NOT play the BLAME
GAME)
Remember the BAD ROBOT: “ I made This.”
Believe SuccessHabit #8

Objective When you start a conversation, know your OBJECTIVE.
This is the easiest and the hardest part of any
conversation.
We all know were to start a conversation, an some
people know where to start in order to have others
follow.
However, just starting a conversation can be
devastating to the relationship you ar building with
your client.
When you start a sales conversation, with your
OBJECTIVE in mind, come from an unusual
perspective; start with colours, shapes and sizes or
from a remote area as in what everyone else is
doing in the same situation.

Reflective When you start a conversation, KNOW THE PAST.
Using reflective Questioning is as simple as
knowing the past, for the client.
Asking questions like:
• Why are you not happy with the present design
layout?
• Who created the original design layout.
• What would you like to keep in the original
layout.
• What effect are you trying to create from th
past.
Knowing a few of these answers OR having a
perception of the answers will help you to tailor
your end results more efficiently.

Interpretive Be Ready to turn WANT INTO NEED AND BACK AGAIN.
You’ve got your client talking NOW and you have
used OBJECTIVE & REFLECTIVE questions to gather
relevant information.
Now is the time, to interpret those answers into
tangible realities.
Now you need to ask questions that paint pictures
in the mind of the client.
Good place to start from is:
• IF we came in and did……. How would you feel
about that?
• If we were able to incorporate …….. With a
modern theme ….?

Decisional Know when NO IS A GOOD THING
By the time the client is at this stage, he will be
ready to discuss BUDGET with COST & EFFECT.
• Keep in mind you’ve just painted an elaborate
picture with the help of their imaginations.
• Keep in mind that they might not be able to
afford that picture in its entirety.
• So, when you need to say “NO, it’s outside your
budget.”, be prepared with an alternative,
either design or fabrication changes, so they can
have their dream.

Dr. Richard Jenkins
NEGOTIATIONS
Is
A
WIN – WIN
Game
To negotiate, we must understand what
the opponent really wants and give it to
them.
Know your client!
Understand that your client doesn’t
really know what they want.
Believe you can give them everything.
Creatively Negotiate with Authority
Negotiate
With
Style
DR JENKINS:
WHATSAPP - +60123474064

Any Gain beyond the present state is an advance
What
Is
A
Win - Win
? ?

WordOrder
“This time no last minute
changes and pet projects. Let’s
get it done under budget.”
“Let’s get it done under budget.
This time no last minute changes
and pet projects.”

How does Persuasion Work?
Centre on their Needs
Listen
Understand
Motivate others
Persuade

What are the benefits of my
product/idea to the other person?
What are the risks from their
perspective?
How can I make it easy for them to
agree?

Language Patterns
Detect what style they are using
Match their style with specific
words on your side so you sound as
if you have the same style as them

Big Picture
Style Concept
Detect
Style
Big Picture, generalisations, big ideas,
future
Match
Style
Use phrases that fit into big picture
perspective.
Examples
“Where are we heading?”
“So your general understanding is…”
Chunking

Details
Style Concept
Detect
Style
Detailed, precise, technical, jargon,
accurate
Match
Style
Use specific details in you conversations.
Examples
“Do you mean the CPU gets 10% warmer
when it is 20% faster?”
“Page 22, paragraph 3 should state that
our annual return has increased by 15%”
Chunking
Big Picture
Details

Internal
Style Concept
Detect
Style
Internal, look inside, use own feelings,
responsible for their own life.
Match
Style
Appeal to the person’s feeling and use
his/her perspective.
Examples
“It’s entirely your choice”
“This is the result of our own mistakes”
LocusofControl

External
Style Concept
Detect
Style
External, depend on others, outside
events are the cause.
Match
Style
Use an external perspective
Examples
“We can’t delay the deadline as we have
no more budget”
“Professional people think this is the
best way to do it”
Internal
External
LocusofControl

Motivation Away
Style Concept
Detect
Style
Motivation away, negative, problems,
avoid
Match
Style
Use phrases to take the person away from
the problem
Examples
“By excluding this module from the
design, we have a good chance in
increasing the performance by 20%”
“We don’t have unlimited resources, so
we must be careful with our
expenditure”
Motivation

Motivation Towards
Style Concept
Detect
Style
Motivation towards, accomplish, finish,
conclude, positive, progress
Match
Style
Use phrases to inspire the person and
move toward the goal
Examples
“If we work 2 hours extra every day, we
can finish the project on time and have a
comfortable summer afterwards”
Motivation Away
Motivation Towards
Motivation

Past
Style Concept
Detect
Style
Past
Match
Style
Use phrases focused on the past
Examples
“10 years ago I was involved in a complex
project…”
“History is full of examples that help us
to…”
TimePreference

Future
Style Concept
Detect
Style
Future
Match
Style
Use phrases focused on the future
Examples
“Next year, we will have our own
laboratory and staff…”
“In 10 years time, the state of the
industry will be…”
Past
Future
TimePreference

Options
Style Concept
Detect
Style
Prefer choice and options. Variety is the
best.
Match
Style
Use phrases with lots of options and
flexibility. Control the flow by adjusting
the options, not eliminating them.
Examples
“This product comes in many sizes,
colours and textures…”
“You can either go ahead and meet the
client or call it a day and move on to
more important issues”
Choice

Rules & Regulations
Style Concept
Detect
Style
Prefer guidelines, rules and regulations to
comply with. Logic and precision is the
best.
Match
Style
Use phrases that emphasise the
importance of a structured approach and
use detailed and precise instructions.
Examples
“We must comply with procedure A.2
provided in the Standards Guidelines”
Options
Rules
Choice

Identity
Intelligence
Influence
know my client
understand my client
nticipate my client
I want you to
make a choice
TODAY!
I will Do what
ever it takes
Build on the
I3 Model

Identity
Build on the
I3 Model
Knowing who you are is a big step into the world of NEGOTIATIONS
Research
Homework
Finding out as much as you can, about your opponent and their company
Matching their Wants and Wishes to their company’s Needs.

Attitude
Enthusiasm
Ethics
Focus
Listening
Networker / Sharing
Persistence
Self Awareness
Self Confidence
Self Disciplined
10 20 30 40 50 60 70 80 90 100
%

Personal SWO/AT Analysis
Positive Attitude – The capacity to stay optimistic and
positive.
Enthusiastic – The possession of intense and eager interest in
a subject or cause. It is an energy that often inspires others.
Ethical – The quality of having and living by a code of sound
moral principles.
Goal Focused – The ability to have clarity on the objectives
that you strive for in your personal and professional life.
Listener – The capacity to suspend your own agenda and
deliberately and empathically allow others to be heard.
Networked – A well developed circle of influence of
interconnected positive relationships.
Persistent – The ability to endure in the face of adversity. It is
a patient and relenting effort to achieve despite difficulties.
Self-Aware – The understanding and knowledge of who you
are including your skills, values, interests, behaviors and
character.
Self-Confident – The firm belief in your abilities. Seek
professional help if this is an area of weakness – it will be
worth it.
Self-Discipline – The ability to control and restrain
impulses. Energy then can be focused and channeled toward
your ambitions.
THE TOP TEN TRAITS OF A GOOD NEGOTIATOR

Build on the
I3 Model
Intelligence Seeing Beyond
the NEEDS
within
BUDGET control
What is:
• A Traffic Area.
• Visual Concern.
• Reliability Need.
• Comfort Factor.
How Can We Modify:
• Form & Function
• Spatial Relationships
• Lighting (Sun-Moon & Artificial)
• Colour
• Motif or Pattern
• Texture

Build on the
I3 Model
Influence
Relationship Building
Create an understand, that YOU are there only for them. They are
members of your family.
Gain an Aire of Familiarity, Friendship & levity.
Transparency Building
Help them to OPEN-UP Being HONEST about every Aspect.
• Decision Maker.
• Budget.
• Wish to Want.
• Want to Need.
• Need to Need Alternatives.

The 7 Elements of Negotiations
According to Harvard Business School
Interest
Legitimacy
Alternatives
Options
Commitment
Communication

Interest Alternatives Commitment Follow-Up
legitimacy Options Communication
Interests are “the fundamental drivers of negotiation,” according to
Patton—our basic needs, wants, and motivations. Often hidden and
unspoken, our interests nonetheless guide what we do and say.
Experienced negotiators probe their counterparts’ stated positions to
better understand their underlying interests.
The quest for a legitimate, or fair, deal drives many of our decisions
in negotiations. If you feel the other party is taking advantage of
you, you are likely to reject their offer, even if it would leave you
objectively better off. To succeed in negotiation, we need to put
forth proposals that others will view as legitimate and fair.
Even as we take part in negotiations, we are aware of our
alternatives away from the table—what we will do if the current
deal doesn’t pan out. Negotiation preparation should include an
analysis of your BATNA, or best alternative to a negotiated
agreement, according to Getting to Yes. For example, a job
candidate may determine that she will start applying to grad schools
if a particular job negotiation falls apart.
In negotiations, options refer to any available choices parties might
consider to satisfy their interests, including conditions,
contingencies, and trades. Because options tend to capitalize on
parties’ similarities and differences, they can create value in
negotiation and improve parties’ satisfaction, according to Patton.
In negotiations, a commitment can be defined as an agreement,
demand, offer, or promise made by one or more party. A
commitment can range from an agreement to meet at a particular
time and place to a formal proposal to a signed contract.
You will take part in a communication process with the other party or parties.
The success of your negotiation can hinge on your communication choices, such
as whether you threaten or acquiesce, brainstorm jointly or make firm
demands, make silent assumptions about interests or ask questions to probe
them more deeply.
Armed with a better understanding of these building blocks of negotiation, you
are positioned to learn more about how to prepare to create and claim value in
negotiations, manage fairness concerns, and reach the best deal possible—both
for you and for your counterpart.
Negotiations never really end after the sale of Goods or Services. The Follow-
Up is one of the most important aspects of Sales or Service agreements ( 3 or 6
months and even a year) Determining the satisfaction and or improvement,
could be your next sale or add-on service.
NEGOTIATIONS
There are many important aspects to any negotiation, however, what do you feel is the
most important and why?
The 7 Elements of Negotiations

Dr. Richard Jenkins
Drink Champagne
on a
Beer Budget.
Fact:
1. Clients always want more than they can afford,
they just DON’T know they can’t afford it.
2. Clients will never be happy until you tell them
they are.
3. Clients Do not know how to match Want to
Need, But you do.
Turn NEED into WANT and Lead your
client to safety
Follow Me
I’ll be
Right
Behind You
DR JENKINS:
WHATSAPP - +60123474064

The Divergence of
Creative Thinking & Critical Thinking
The
Creative
Critical Thinking
Champion
Being Critical is Needed!
Being Creative is Needed!
However
DR JENKINS:
WHATSAPP - +60123474064

We’ll talk about a
few things
Before we start
Perception of Thinking
Critical Path
T I M E
Outcome Mapping
Adaptive Learning
What did you take away with you?

Unconscious
Competence
I don’t know
what I am
suppose to know
I know what I
am suppose to
know I just don’t
know how
Progressive Perception of Thinking
Conscious
Competence
Unconscious
Incompetence
Conscience
Incompetence
Doing
Knowing
Competence
Incompetence
ConscienceUnconscious
3
I am now aware
and I know How
1 2
4
MentalityPerceptionMap
Let’s take a journey from the
Unconscious to the conscious
and back to the unconscious
Now that we understand the Mental Map of Perception and we realize
we’ve taken this journey a million time. Please keep it in mind for the rest
of the time we share together
Muscle Memory – I can do it without thinking about it.

A Mistake OR Deviation is made
Accept ownership Quickly
&
Assess Possible Risks
Are they Potentially Serious
TAKE CORRECTIVE ACTION
&
Inform those affected
SHARE your Discovery to Improve
work processes & learning
TELL
SOMEONE
RESPONSIBLE
Co-Operate Activity
to ensure error is
correctedINVESTIGATE
Critically, WHY the
Mistake happened
R.C.A.
IS there a FLAW in
the System or
process
Organise PROBLEM & SOLUTION, So,
others may learn quickly
NO
YES
NO
YES
YES
What does it mean to,
“Accept Ownership?”
It means:
Taking a Risk.
Report finding Immediately.
NOT accepting BLAME

The Undeniable Truth
Deviations and / or Mistakes are Human Involvement
Mistakes
Mistakes can be FIXED
When a Human makes a
mistakes, they can correct
it and learn from it
However
Deviations
Deviations are a direct cause
from HABITS.
Habits are harder to break.
Some habits are directed by a
disbelief in the process.
On the piece of paper you have in front of you
Write down ONE Habit you’d like to break!

Your T I ME – Your Energy
NOTImportant
Important
Not urgent
UrgentWhy URGENT
but NOT IMPORTANT
Being
Processed
BeingCompleted
Getting
to
Always UNDERSAND Why you’re doing something
True
Intention
of
Mental
Energy
Time Organized
Distractions
Procrastination

Critical Thinking
Effective
C
Mindset
Technological – Information
& Media Fluencies
C3 Thinking
Skills
Problem
Solving
Collaboratively
Contextually
Transparently Inter Disciplined
Project
Based
Learning
build
develop
assess
foster use
teach
are
work
1
2
3
3
Those who Creatively Think understand Critical Need
Ask pointed questions – search online –
talk to colleagues – Get involved.
Use what you know about other
departments – About competitors,
both social & Family.
Don’t hide anything.

What is
Collaborative Critical Thinking
Condition
Thought
Derogatory Obligatory
Question
Consider Disregard
To lessen the merit of Required as a matter of Fact
To come to a Collaborative Agreement
EITHER
AGREE to AGREE
Or
AGREE TO DISAGREE

Let’s make a start.
Creativity
&
Critical
Awareness
Connection
Let’s Move Forward
What we will Discuss today
Will mostly deal with
Your CREATIVITY!
Day
#

I’d like to introduce you to a Mentor
of mine and a dear friend
Sir Ken Robinson
A great man with incredible insight

All Creative People are Biophilia
A love of life and the living world.
Be careful of becoming Panchreston
A proposed explanation intended to
address a complex problem by trying
to account for all possible
contingencies but typically proving
to be too broadly conceived and
therefore oversimplified to be of any
practical use.

EFFECT
There are several effects that happen when Creative
people are allowed to solve problems.
• Multi-faceted solutions.
• Being creative allows problems to be seen from
many angles giving insight to issues faced.
• Multi-Perception viewpoints.
• Everyone sees problems differently, giving a fuller
picture.
• In-depth understanding of an issue at hand.
• The Root Cause may have several levels of urgency.
• An elevated sense of urgency.
• Creativity can be Time-Sensitive, and creative
people can and do understand this.
Barriers
• Critical Thinkers.
• Critical Thinkers believe everything is Time
Sensitive, and often rush towards the end.
• Nay-Sayers.
• Nay-Sayers rarely wait till the end to say NAY and
if they do, they have often, already made up their
minds.
• The BOSS.
• A BOSS is the person who thinks their way is the
only way.
• The Approver.
• An approver will agree, most often before the
solution is tabled and designed.
Enablers
• Critical thinkers help to keep the Creative Mind on
track and focused.
• Stop-Gappers.
• A stop-gappers give band-aid solutions that create
time, to think.
• The Realist.
• Any person that understands the difference
between ‘Imminent & Threatening’.
• The “What IF guy”.
• You don’t need to be creative & see every angle,
however seeing the ‘WHAT IF’ is important.

EFFECT
There are several effects that happen when Creative
people are allowed to solve problems.
• Multi-faceted solutions.
• Being creative allows problems to be seen from
many angles giving insight to issues faced.
• Multi-Perception viewpoints.
• Everyone sees problems differently, giving a fuller
picture.
• In-depth understanding of an issue at hand.
• The Root Cause may have several levels of urgency.
• An elevated sense of urgency.
• Creativity can be Time-Sensitive, and creative
people can and do understand this.

What are the Effects of a CREATIVE MIND
Multi-Faceted
Multi-faceted people are not TWO-FACED!
Multi-faceted people see things from their
emotional standpoint.

Viewpoints
Multi-View~pointed people are not TWO-
FACED!
Multi-View~pointed people see things from
different angles, such as problem / issues
occurring in the business environment.

Understanding
When
Creative people
forms
TEAMS,
It is simply an
amazing, event to
be part of!
CreaTive
Effective
InnovAtive
CoMmunicative

Urgency
Important
Not urgent
Urgent
Why URGENT
but NOT IMPORTANT
Time Organized
Distractions
Procrastination
The
Creative
Mind
The
Critical Logic
Mind
Urgent
&
Important
Same-Same
Urgent
&
Important
NOT Same-Same

Urgency
Urgent
Important
Just keep in mind, Urgent
means TIME SENSITIVE.
Further devastation will
occur if this is not
addressed!
Important things on the
agenda, simple means they
must be addressed.
Important issues may be a
causation to the urgent
issue.

Barriers
• Critical Thinkers believe everything is Time
Sensitive, and often rush towards the end.
• Nay-Sayers.
• Nay-Sayers rarely wait till the end to say NAY and
if they do, they have often, already made up their
minds.
• The BOSS.
• A BOSS is the person who thinks their way is the
only way.
• The Approver.
• An approver will agree, most often before the
solution is tabled and designed.

What are the Barriers to a CREATIVE MIND
Criticality
When you face too many things head-on you
can be overwhelmed by the complexity.
Always remember the differences between:
Urgent: This is TIME SENSITIVE
Important: This just
NEEDS TO BE DONE

NAY
We have an
OLD SAYING
in
WALES.
IF
You STOP
And
THROW STONES
at every
BARKING DOG.
You
Will never get to
your destination
In
Time.
NAY Sayers, can and are very intelligent
people, they just don’t like to be beaten to the
punchline.
Be Careful, sometimes they are right!!

BOSS
The BOSS, knows things that maybe the team do
not know!
Listen to the argument
Always remember
they are looking at the big picture – the entire company

Attention
Interest
Responsive
Systematic
Measurable
Attainable
Realistic
Timely
Sometimes people just don’t want to see?!
To align:
• Situation
• Solution
• People
Using SMART is really smart, as it is the first step to presenting your C3 plan.
By using A I R you stand the best chances of success.

Approver
Be very careful of YES MEN – and APPROVERS
YES MEN tend to agree in front and sabotage from unseen quarters.
APPROVERS tend to push your ideas as their own.

Enablers
• Critical thinkers help to keep the Creative Mind on
track and focused.
• Stop-Gappers.
• A stop-gappers give band-aid solutions that create
time, to think.
• The Realist.
• Any person that understands the difference
between ‘Imminent & Threatening’.
• The “What IF guy”.
• You don’t need to be creative & see every angle,
however seeing the ‘WHAT IF’ is important.

Thinkers

Stop-Gappers
We need STOP
GAPS to stem the
tide, until a
permanent solution
is found

Realists
REALISTS CAN TELL • What is happening NOW.
• What will happen if the situation is ignored.
• What will take place if a solution isn’t found.
• Why the situation occurred in the first place.
• Why they need to be listened to.
• Why they are right.
• When the situation started.
• Where the situation originated from.
• Who needs to be part of the solution.

What If
The What If guy • What might be happening NOW.
• What might happen if the situation is ignored.
• What might take place if a solution isn’t found.
• Why the situation occurred in the first place.
• Why they need to be listened to.
• Why they are right.
• The different ways to solve any situation.

Creative Problem Solving & Solutions
Creative Paranoia
Critical Thinkers
Communication

Creative Paranoia
They’ll steal my ideas and I’ll
get no recognition
PROTECT YOURSELF
Communication
Is
The
KEY

Gift Giving & Receiving
Exercise:
• Pick a partner.
• Give them an imaginary gift.
Receiver:
Say what the gift is!
Thank you for this ???????????
Giver:
I knew you always
wanted a _________,
because - - - - - - - - - - - -

PROBLEM SOLUTION BENEFIT
WHAT SO WHAT WHY
WHO
WHY
IMPORTANT
BENEFIT

Critical Thinking
The Creative mind, does
not Critically think.
When the Creative
personality has control, it
is like a DREAM STATE.

What is wrong with these people?
Why don’t they understand!
Communication
That will never work!

It’s the small words that count.
• as
• to
• by
• with
• also
• if
in
out
up
too
why
so
is
are
was
were
will
can
Most of the time we are not listening to the NOW, we are
working on what we will say next! So, we tend to forget
the little words.
Be ever vigilant!

PProbe for understanding.
Please
Tell me more

RReflect on what is said.
Is this what
you mean?
So
what I’m
hearing is

OOne thing at a time.
I must focus on
Responding to
this question

SSummarise, repeat back
for comprehension.
Yes it’s true
what you say.

PPause, listen to what was
said back in your head.
I can understand
what they said.

O
Observe, Non-Verbal
behaviour.
It made sense
I should say
this.

LLet the Listener finish.
?????????
It’s very difficult to catch a
moving train!
So, it is said about recapturing
an idea
ListenFor
KeyWordIndicators

A
Acknowledge, let it
known you heard.
What do you
think might
happen if?

Can you identify K.W.Is in this sentence
We need to reevaluate the entire floor plan,
Individual access to each other must be
Communal & Selective.
Knowledge Word Indicators

The KING
The Speaker is
KING
The ONE
Stay Focused on one
thing at a time
The EYE
Stay Focused on the
speaker
The Chinese
got it right
and put it in
#1 symbol
The EAR
Listen with the
intention to respond
Maximum
Heart
聽
Or ting
听

Be In The Moment
Be Here NOW
Don’t just LISTEN – Slow Down & LISTENSPELL
IT
• Find your partner.
• Tell them what you will do today after you leave here.
• Don’t say the words, - - - - SPELL THEM OUT!

I
Wonder
Never
Underestimate
The
Possibilities
Until all have been explored

We need to sell coffee to tea drinkers
Greatest Place to Start:
If I am trying to sell a Drinkable Liquid in the marketplace; Any other drinkable liquid is a competitor!

What
Is
Self - Doubt
Children do not have SELF DOUBT!
We adults give it to them.
Just below the surface we end up
with
the
SECRET
The
What If
Exercise:
1. Take away your chairs and kneel
on the floor.
2. Say 5,4,3,2,1 – Write down
exactly what you’re thinking right
now.

Defining Creative Planning
Creative Planning does not define
the organisation and should never
replace, Strategic Thinking

Critical, Creative & CompetitiveC Thinking
C & C Plan
3
Be Critical of your Creativity
The
CREATIVE
MIND
The
CRITICAL
MIND
The
CRITICAL & CREATIVE
MIND
These are known factors

To be Critical of your
Creativity.
THINK
1. What do I know about my company?
2. What are the major K.R.As of the company?
3. What would be a GOOD performance Indicator?
1. What do I know about my competitor?
2. What is their strongest K.R.A.?
3. What performance Indicator do we need to improve to beat them?

Staff Assessment
By Dr. Arayan Richard Jenkins
World Renown Staff Development Guru
Dr. Arayan Richard Jenkins.
P.hD, Educational Administration.
Masters, Sociolinguistics & Neurolinguistics.
ISO 9001:2015 Administrative Development.
ISO 9001:2015 Change Management Training.
Master Practitioner Neuro Linguistic programming

Visual
Auditory Digital - Hearing
Auditory - Listening
Kinesthetic - Touch
Memorize by seeing
pictures and are less
distracted by noise.
They learn by
listening and
can repeat back
quiet easily
Often talk slowly.
They memorize by
walking through the
procedures.
They want to know the
process makes sense.
They memorize by being
told the steps
Which one
are you?

Answer these questions scoring each one 4-3-2-1
Question 1
1. I make important decisions based on:
_____ gut level feelings
_____ which way sounds the best
_____ what looks best to me
_____ precise review and study of the issues
2. During an argument, I am most likely to be influenced by:
_____ the other person’s tone of voice
_____ whether or not I can see the other person’s point of
view
_____ the logic of the other person’s argument
_____ whether or not I am in touch with the other person’s
true feelings
Question 2

3. I most easily communicate what is going on
with me by:
_____ the way I dress and look
_____ the feelings I share
_____ the words I choose
_____ my tone of voice
Question 3
4. It is easiest for me to:
_____ find the ideal volume and tuning on a
stereo system
_____ select the most intellectually relevant
point in an interesting subject
_____ select the most comfortable furniture
_____ select attractive color combinations
Question 4

5. Which statement best describes me...
_____ I am very attuned to the sounds of my
surroundings
_____ I am very adept at making sense of new
facts and data
_____ I am very sensitive to the way articles of
clothing feel on my body
_____ I have a strong response to colors and to
the way a room looks
Question 5

1. _____ K 2. _____ A 3. _____ V 4. _____ A 5. _____ A
_____ A _____ V _____ K _____ Ad _____ Ad
_____ V _____ Ad _____ Ad _____ K _____ K
_____ Ad _____ K _____ A _____ V _____ V
Transfer your scores to the table below
Q Q Q Q Q
Total for Auditory ______
Total for Auditory-Digital ______
Total for Kinesthetic ______
Total for Visual ______

Personality Perception Preferences
Questionnaire
Determine your preferences
For
being who you are.

16 personalities
4 Dimensions
Extraversion Introversion
Sensing Intuition
Thinking Feeling
Judging Perceptive

Interaction Interaction
Extraversion Introversion
Get energy from people
Develop ideas by discussion
Like having people around
Often seek centre stage
Works well alone
Like to spend time alone
More reserved
Stay with one subject at a time

Remember 5 is the greater and 1 is the least
Get energy from
people
Develop ideas by
discussion
Like having people
around
Often seek centre
stage
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
Are calm
Like to spend time
alone
More reserved
Stay with one subject
at a time
-5 -4 -3 -2 -1
Rate each statement with a value of + / -5 greatest + / -1 being
the least true about you
Q 1
Q 4
Q 3
Q 2
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
Remember 5 is the greatest and 1 is the least

Interaction
Straight-forward speech pattern
More aware of their bodies
Direct & to the point
Remember the past accurately
Interaction
Complex speech pattern
Attracted to creative jobs
Repeat themselves, recap & rephrase
Finish others’ sentences
Sensing Intuitive

1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
Q 1
Q 4
Q 3
Q 2
Straightforward
speech pattern
More aware of their
bodies
Direct & to the point
Remember the past
accurately
Complex speech
pattern
Attracted to creative
jobs
Repeat themselves,
recap & rephrase
Finish others’
sentences
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1

Thinking Feeling
Appears businesslike
Get right to the point
Very assertive
Engaged in jobs of strategy
Act warm
Their feeling are hurt more easily
Engage in social niceties
Are involved in helping jobs

1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
Q 1
Q 4
Q 3
Q 2
Appears businesslike
Get right to the point
Very assertive
Engaged in jobs of
strategy
Act warm
Their feeling are hurt
more easily
Engage in social
niceties
Are involved in
helping jobs
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
Rate each statement with a value of + / -5 greatest + / -1
being the least true about you

Judging Perceptive
Express strong opinion
Often in a hurry
Dress for appearance
Driven to finish projects
Are more casual
Dress for comfort
Enthusiastic about starting projects
Find rules and regulations limiting

1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
1 2 3 4 5
Q 1
Q 4
Q 3
Q 2
Express strong
opinion
Often in a hurry
Dress for appearance
Driven to finish
projects
Are more casual
Dress for comfort
Enthusiastic about
starting projects
Find rules and
regulations limiting
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1
-5 -4 -3 -2 -1

Here are the 4 group types
-Temperaments-
• Traditionalists
• ESTJ, ISTJ, ESFJ, ISFJ
SJ
• Experiencers
• ESTP, ISTP, ESFP, ISFP
SP
• Conceptualizers
• ENTJ, INTJ, ENTP, INTPNT
• Idealists
• ENFJ, INFJ, ENFP, INFPNF
Founded in Fact
Founded in experience
Founded in Theory
Founded in the idea
The way your
mind deals
with and
resolved an
experience

1 - - - Strongly Disagree.
2 - - - Moderately Disagree.
3- - - Moderately Agree.
4 - - - Strongly Agree

Questions 1, 2, 3 & 4
Everyone understands the overall goals and
direction of the organization
+ + + =
Fresh ideas are encouraged and tried out
We often have brainstorming or other creative
workshops
People are trained in creativity and innovation

Question 5, 6, 7 & 8
People are praised and rewarded for being
creative
We deliberately copy and adapt good ideas
from outside our field
We appoint teams from different departments
to solve specific problems
When we are looking to solve a problem we
generate a lot of ideas before choosing one or
two to try
+ + + =

Question 9, 10, 11 & 12
We often build prototypes or pilots to test a
new idea rapidly before a production version
To solve a problem in one department we would
call for ideas and help from other departments
We identify current products and processes that
are due for retirement and replacement
We set goals for innovation including the
introduction of new products and processes

Question 13, 14, 15 & 16
We have a ‘not invented here’ attitude to ideas
from outside
People are scared to take too many risks for fear
of failure
The boss’s ideas carry the greatest weight
We are too busy fixing today’s problems to
spend much time thinking about the future
+ + + + =
New ideas stand little chance of being carried
out if they are not in the budget

Questions 1 through 12
All the questions from question 1 through
to question 12 carry a positive score
Total Score = _____________
Questions from 13 through to question
17 carry a negative score
Total Score = _____________

Total Scores
Total Score = _____________

Scores Over 33
Over 33: you are working in a very enlightened
organization where innovation and
communication levels are high.
25 to 32: there is a good atmosphere for
innovation and new ideas are welcomed but
there is still scope for improvement.

Scores between 24 & 18
18 to 24: you are a little better than average but
there is a long way to go to reach the innovation
levels of the best organizations.
11 to 17: you are below average and need to
work on improving your climate for innovation
and creative problem-solving.

Scores between 10 & 5
5 to 10: significant barriers exist to your
organization coping with change or adapting to
new conditions. This could be dangerous and
needs a major programme to address.
If
You Score is less than 5
You need to do 1 or 2 things.
1. Get out of the business RIGHT NOW!
2. RETHINK about your values and needs!

1 I always seem to find myself rooting for the underdog.
5 4 3 2 1
2 I admire people who are prepared to admit they were wrong.
5 4 3 2 1
3 I feel great sympathy for street beggars.
5 4 3 2 1
4 I believe that there is such a thing as love at first sight.
5 4 3 2 1
5 I always feel some sympathy for celebrities who are having a bad time in the press.
5 4 3 2 1
Donotthinkaboutyouranswer.
Circletherightanswerforyou.
REMEMBER:ThereisNORightorWronganswer

6 I am turned off completely by vulgar jokes and sexual innuendo.
5 4 3 2 1
7 After a serious argument with my partner all I want to do is make up as quickly as
possible
5 4 3 2 1
8 If someone does me a bad turn I don’t waste time thinking of revenge.
5 4 3 2 1
9 My heart rules my head more than my head rules my heart.
5 4 3 2 1
10 I would put in a good word for a work colleague who I thought deserved my
support.
5 4 3 2 1

11 I detest watching movies that contain excessive violence.
5 4 3 2 1
12 I feel very sorry for people who always seem to be the butt of other people’s jokes.
5 4 3 2 1
13 I would encourage anyone to talk over their troubles with me.
5 4 3 2 1
14 I have always ensured that I put aside some quality time to spend with my partner.
5 4 3 2 1
15 I always buy my partner a card or present on St.Valentine’s Day.
5 4 3 2 1

16 On occasions my eyes have filled up with tears when watching a movie, be it
happy or sad.
5 4 3 2 1
17 I get very upset and emotional when watching news coverage of real-life
tragedies on television.
5 4 3 2 1
18 I would always go out of my way to help someone who is going through an
emotional trauma.
5 4 3 2 1
19 I would find it extremely difficult to tell anyone some real home truths.
5 4 3 2 1
20 I have never found it difficult to forgive and forget.
5 4 3 2 1

21 I like stroking cats and/or dogs.
5 4 3 2 1
22 I find it difficult to say ‘No’ when asked for a favour.
5 4 3 2 1
23 I am as supportive of others as I am ambitious for my own aspirations.
5 4 3 2 1
24 I often feel happy for other people.
5 4 3 2 1
25 People should be much more concerned about other people.
5 4 3 2 1

90 - 125
65 - 89
- 65
Firstly, you need to reevaluate who you are and know that not every problem is
solvable by yourself.
Secondly, STOP taking everything so seriously and learn that others can help, So,
delegate, share and evaluate only the finished solutions.
WoW, you’re doing okay, although you might take things a little too easy. Always
remember.
Every problem has a difficulty in it, that may need to be addressed by others as well
as yourself.
You have a serious Problem, you’re far too laid back and you’re coasting along
oblivious to the important needs around you.
You may need to reevaluate, who you are and why you’re doing what you’re doing.

This Assessment is for you and you alone
The Management & Staffing Self Assessment tool
Dr. Arayan Richard Jenkins.
P.hD, Educational Administration.
Masters, Sociolinguistics & Neurolinguistics.
ISO 9001:2015 Administrative Development.
ISO 9001:2015 Change Management Training.
Master Practitioner Neuro Linguistic programming

LIAR, LIAR
PANTS ON
FIRE
WHY DO STRANGER LIE TO EACH OTHER?
WHAT IS WRONG WITH THE TRUTH!
1 OUT OF 7 THINGS YOU DO TODAY (VERBAL) WILL BE A
LIE
Fact 1: The most lies we tell are to ourselves.
Fact 2: We lie to strangers because we want them to like us.
Fact 3: We often lie to save money more than anything else.
You can spot lies
IF you attentive.
IF you are aware of their truth
THE FACE TELLS ALL

Three very common expressions done by liars during
Negotiations
FORMAL LANGUAGE
EYE CONTACT
FACE FIDGETING

Negotiations
FORMAL LANGUAGE
Liars have a tendency to forget how to contract words.
They talk in long winded sentences that could be easier said.
They attempt to confuse the listener and then help them to understand

Negotiations
EYE CONTACT
Two things happen when people lie:
1st Thing:
The whole conversation is a lie – constant eye contact but
very little blinking happens when you lie.
2nd Thing
Just a part of it’s a lie – Loss of eye contact –
Attempt to visualize a lie (Left up)
Attempt to use emotions (left down)

NoHUMANcanFakeThisatall.
(Inreallife)
Left Right

Select a
Solution
Problem
Identify
Identify
Cause
Treat the
Cause
Build
Solutions
Enact
Solution
Evaluate
Result
Far to often do we forget the
cause, when identify problems
because we are worried about
blame.
By finding and treating
cause we often stop
problems from
escalating into
disasters.
Thinking of alternative
ways to solve root cause,
gives us creative
solutions.
When the solution is creative we
remember the details more
vividly

Lateral thinking - Exercise
IX
Without using resources
Turn this
Into
6

THE DIFFERENCE BETWEEN DELEGATION &
EMPOWERMENT
•Here is what I need from you
•This is how you do it.
•This is what I want it to look like.
•This is what you need to do next.
•I Own it.
•Toe the Company line.
•What do you need from me?
•This is your role.
•This is where we’re going.
•This is how it fits in the BIG
Picture.
•You own it.
•Pushback is encouraged.
Both sides have merit and should be looked at on their own
232

Increase
productivity and
save money
Improve resource
management
Promote team
work
Benefits of Delegation Organisation
233

• I can’t do everything. Slightly lower
quality for this task isn’t a show
stopper.
I can do it
better
myself
• I may save time this time, but if I
have to do it every time, I will lose
more time in the long run
I can do it
faster
myself
• I can monitor progress to spot
problems early
I am afraid
it may go
wrong
• I can agree to specific details and
expect frequent updates
It should
be done
my way
234

• I can break the task to smaller
pieces and see if they can handle
them
I can’t trust
them
• I can only control so many things,
if I want to get more done I need
to manage my time effectively.
I don’t
want to
lose control
of this
• Delegating a task isn’t the same
as delegating the responsibility.
I am
responsible
for this task
235

• I won’t be able to do many urgent
things at once, I need to be
selective.
It needs to be
done now
• Just because I don’t like to do
something doesn’t mean
someone else doesn’t either.
They may like the challenge,
recognition of skill, sense of
participation and an opportunity
to learn.
I don’t like to
dump
something on
someone
• I can explain the objectives and
expected outcome and walk
through the task to make it
clearer.
I am not sure
exactly how
to make it a
well-defined
task
236

Provide ContextSTEP 1
Explain ObjectiveSTEP 2
Explain the TaskSTEP 3
Delegate Appropriate AuthoritySTEP 4
Present Your Support LevelSTEP 5
Check for UnderstandingSTEP 6
237

Guidelines
Be patient with the delegatee
Allow for mistakes
Be prepared to let go
Accept only finished work
Praise the delegatee for what he has accomplished
238

CAN CREATIVITY BE TAUGHT
YES
239

RIGHT & LEFT
BRAIN
THINKING
240

Right Brained
People
Imagination is the ruler.
Feelings is the court jester.
This person is impetuous, a risk taker, can be a very
loyal person, as well as a great liar. (Negotiator)
241

Left Brained People
Logic is the ruler.
Knowledge is the key .
This person is often right about what they are
taking about but also often very boring. (Conflict
Manager)
242

STEPS TO DEVELOP CREATIVE THINKING
The Four Styles
• Highly directive approach
• Manager owns problem and decides on solutionTELL
• Directive approach
• Manager owns problem, persuades team
member for solution
SELL
• Shared ownership of problem
• Manager and individual collaborate on solutionCOLLABORATE
• Non-directive approach
• Individual owns problem and consults manager
for help
EMPOWER
LowMaturityHighMaturity
243

10 BARRIERS TO CREATIVITY
1. Trying to find the RIGHT answer.
2. Logical Thinking
3. Following the RULES.
4. Being PRACTICAL
5. Thinking PLAY isn’t WORK.
6. That’s not my JOB.
7. Being far to serious.
8. Trying to AVOID AMBIGUITY.
9. Thinking WRONG is BAD.
10.Believing you are not CREATIVE
244

Thank you for attending
The
Communication workshop
Q & A
Do you have any
questions
Go NOW
And
Communicate

Communicate in style

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Similar to Communicate in style

Similar to Communicate in style (20)

Recently uploaded

Recently uploaded (20)

Communicate in style