A general overview of leadership and management, the differences and, traits and the skills you need to build in order to lead a team and its team members to optimal performance

1. Leadership & Management Development Course

2. Intro, welcome
http://amaroaraujo.com
 Hello, Amaro Araujo here. welcome to this short session of
“Leadership and Management” short course.
 This is a quick overview of an existent longer version of the course
available on other channels.

3. Training Objectives - Landing Page
 Difference between a leader and a Manager
 Be prepared to motivate people to achieve goals in easy and challenging
times
 Have an overview over basic leadership tools and styles
 Reflect your own leadership role, attitude and behavior
 Chose the right actions to improve your leadership quality – including communication.
 Master objections, resistance and other difficult situations – confidently and convincingly.

4. Chapter: Lessons
 Leadership in practice
 Successfully working in teams
 Leadership styles and their impact
 Understanding myself
 Understanding others and interacting with others more effectively
 Style flexing
 Communication “basics”
 Feedback

5. Lessons: Leadership in practice
 Act like a leader / Be an example
 Walk the talk
 Optimize the skills of your team members
 Pick people where they are and uplift them with you
 Match people skills/role to have a good balanced team
 Share your vision and clearly inform your team how to get there.

6. Lesson: Successfully working in teams
 Create trust, be reliable
 Take care, give the feeling of safety
 Avoid accidents, give warnings
 Prepare information and communicate
 Share vision and objectives on a Smart level
 Establish parameters
 Ask and give feedback
 Measure, control
 Adjust to the situation
 Appraisal, recognition
 Be aware, be active
 Delegate, Involve
 Make everybody feel part and included
 Celebrate when goals are achieved

7. Lessons: Leadership style and their impact
 Types of authority:
 OF THE POSITION:
 Title
 President
 CEO or VP
 Role/Outfit
 Police
 Doctor
 Fireman
 Parents
OF THE PERSON (natural):
 Expert
 Charisma
 Achievements
 Deeds
 People show respect
 People listen or follow you
THE IDEAL LEADER: To lead with your natural authority, you don’t need to refer to the authority of the position

8. Chapter: Your personal style
Recognition clues – Step 1
BODY
Less Gestures Flowing More
Less Face animated More
More Body movement contained Less
Voice
Less Inflections More
Even Pace varied
High/stable Tone varied
Words
Tasks Orientation on People
Facts Feelings
Where do you see yourself? And the others? (This relates to the previous pictogram left/right – task vs people oriented

9. Chapter: Your personal style
Recognition clues – Step 2
Eye contact more direct Faster pace Expresses opinions easily
Gestures more direct High intensity Tells
Lean forward Loudly
BODY Voice Words
Eye contact less direct Slower pace Express opinions timidly
Gesture less direct Low intensity Asks
Lean backwards Softly
Where do you see yourself? And the others? (This relates to the previous pictogram Up/down – Outgoing vs reserved

10. Style Flexing
(Temporarily adapting to the style of other person)
 I accept the different styles by:
 Being attentive/aware
 Prepare if possible or needed
 Learn/assess
 Ask questions
 Mirror Body language
 Reflective Listening
 Pace voice aspects
 Plan your flexible style according to the interlocutor
 Style & content
 Communicate adapted to his/her style
 Evaluate and adjust along the way

11. Communication basics
This is how we communicate
If people shall trust and believe what we say, the message has to be the same on every
level or signal we transmit, not only with our words.

12. Communication basics
Reflective listening
 Be present, try to understand the situation from hos Perspective
 Don’t rush in conclusions
 Don’t interrupt or complete the other person sentences
 Don’t come up with potential solutions before listening to the whole story
 How to apply reflective listening:
 Once in a while make a summary of what the other person says and ask if that’s correct
 Focus lies on the other person, not on you
 Read between the lines – what is said and what is unsaid
 Reflect on facts and feelings, like
 So you think
 For you it’s important
 So you had the experience… you like…

13. Communication basics
Asking & Giving feedback
 Feedback
 Is a possibility for a group of people or individuals to
gain information about their behaviour and its
impact, on them, on others or on performance.

14. Communication basics
Asking & Giving feedback
 Structure de feedback session:
 Standard situation
 Observation
 Impact (Performance, atmosphere etc)
 We agreed on…
 Our standards at….
 For our teamwork it’s important…
 Our goal is…
 Last time there was a situation…
 I have seen…
 I have noticed…
 I heard you saying…
 As a result…
 That caused…
 As a consequence…

15. Communication basics
Asking & Giving feedback
 Check your mind-set
 Don’t use “YES BUT…”
 Don’t use “HOWEVER…”
 Those expressions have a negative connotation and
take away anything positive said earlier.
 Use instead:
 “YES AND…”
 “I’M WONDERING IF…”
Drive the energy to creative solutions, not deadlocks

16. Communication basics
 Human relations most important expressions:
 6. I admit I made a mistake!
 5. You did a good job!
 4. What is your opinion?
 3. If you please…
 2. Thank you.
 1. We…

17. http://amaroaraujo.com
 You can find me here:
 My website/blog: http://amaroaraujo.com/
 Linkedin: www.linkedin.com/in/amaroaraujo
 Twitter: https://twitter.com/AmaroAlive
 My book in Amazon: https://www.amazon.com/Sale is my passion
 My Youtube channel:
https://www.youtube.com/c/AmaroAraujoInternationalsalesexecutive
 My email address: amaro@amaroaraujo.com
Stay tuned for future topics
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18. Chapter: Intro, welcome