October
Corporate Etiquette & Professional Image Workshop
The Gentle Art of Getting your Own Way
   
 November
Time Mastery
Change Management Skills for Implementing Knowledge and Innovation Strategies in China
Strategic Management Programme
Asia Pacific Advanced Management Programme
Accounting and Finance for Non-Financial Managers
   
The Gentle Art of Getting your Own Way
This seminar is about creating and maximising communication success. It presents powerful methods, concepts and techniques designed to win agreement and prompt action from others.
 Details
     
Date: 31 October 2007
Time: 9.00 a.m. - 5.30 p.m.
Fee: $330(subject to prevailing GST of 7%)
  (Lunch and Refreshments will be provided)
Venue: Le Meridien Hotel
Enquiries:
For more information, please call Lynn at
68611000 or email us at learning@jobsdb.com.sg
   
   
     
  Payment must be made before the commencement of the workshop. No cancellation is allowed 7 days prior to workshop.
 
 Objectives
   
In straightforward terms this programme sets to:

Demonstrate the nature of communicating persuasively, and show how it can be approached successfully and how any difficulties can be overcome.

Review the techniques of persuasive communication and focus on key aspects of the process in which the right approach makes being successful more likely

Highlight techniques to differentiate you and allow you to create a powerful case.
   

The ideas are presented in an accessible way that links easily to many everyday situations. And with techniques being valid in both work and non-work situations (and examples from both).

Communication can be difficult and misunderstandings occur all too easily. Communicating effectively must be done with some care, if you want to do more than inform – to be persuasive and win people to your point of view – the process can become still more demanding. Often there are no second chances and no second prizes. This programme sets out the basis for success and can increase the likelihood of your achieving agreement.

   
   
 Outline
   
Introduction
   
Persuasion defined

What the process entails and how it works and key principles that assist in overcoming common difficulties.

   
The concept of “helping people to decide”
The personal approach to help you maximise your persuasive effectiveness – tailoring your approach and manner to different people/circumstances.
   
Preparing for action

Before you communicate (“engage brain before mouth”) – action to create a favourable situation for yourself – thinking through what you want – picking up and linking to other peoples’ expectations (and prior knowledge/image of you and what you represent) – assembling and using
the facts.

   
First impressions last

Starting as you mean to go on – creating a credible and persuasive profile – setting the scene and engaging each individual’s interest in a unique way – building rapport and being seen as confident professional/authoritative

   
Everyone is different
Understanding other people – assessing their situation and adopting the manner and approach that will suit them, and work with them, best.
   
Identifying other peoples’ situation
What others want – identifying their needs – questioning techniques (and listening skills) to provide a building understanding designed to allow the communication to move in the right direction.
   
The persuasive core of the communication
Presenting your case and making it powerful -ensuring what you say is clear and understandable, attractive and well matched to the individual, and that it sounds, and is, credible.
   
Managing the discussion

Proceeding logically and in a way that carries people with you – keeping control.

   
Seeing is believing
The effective use of visual elements to enhance a persuasive case.
   
Responding to the “buts” (objections)
Taking a positive view of, and dealing effectively with, objections – prevention and cure – the route to additional opportunities, a creative approach -the specifics of handling particular objections (and the link to negotiation).
   
Gaining a commitment

Watching for “agreement signals” and ensuring an effective “close” at the right moment – different types of commitment and follow up action to move to specific agreement.

   
Follow through action
Action to create continuity and set the scene for securing interest and generating positive relationships and ongoing agreement – ongoing communications tactics that utilise a range of methodology (from telephone to e-mail and letters).
   
The way ahead
Key attitudes and actions to maximise success, maintain skills and ensure your persuasiveness continues and develops over time.
   
EXAMPLES: the programme is designed to help people in a plethora of different communications situations, for example:

With your boss (e.g. to get agreement to a project or involvement – or a pay rise)

With work colleagues, to obtain cooperation or support

Sitting on a committee or chairing/participating a meeting: to put over a  plan or point for which you want support

In fact, putting over any case that needs to be persuasive and about which you want to secure agreement.
   
 Facilitator

 

Patrick Forsyth runs Touchstone Training & Consultancy, an independent firm based in the U.K. specialising in the development of marketing, sales, communications and management skills.

 

He has visited and worked throughout South East Asia for many years, working for both individual companies and bodies including management institutes. (He has worked widely internationally: in countries as far apart as Argentina and Kenya, Australia and Borneo and throughout continental Europe.

 

He is also a prolific writer and commentator on business matters. His books include: Communicating with Customers (Orion), Powerful Reports and Proposals and Marketing on a Tight Budget (Kogan Page), and The Management Speakers’ Handbook (How to Books). His book Managing in the Discomfort Zone will be published in Singapore by Marshall Cavendish in June 2005. He also writes articles, corporate publications and training materials.

 

His writing has prompted positive reviews, for instance: Patrick has a lucid and elegant style of writing, which allows him to present information in a way that is organised, focused and easy to apply. (“Professional Marketing” magazine).

 

He has worked for a number of management institutes: The Chartered Institute of Marketing, The Chartered Institute of Management and other organisations such as The City University Business School and the London Chamber of Commerce; and in SE Asia for the Singapore Institute of Management and The Malaysian Institute of Management. Delegates rate his courses highly and stress the practical nature of his approach. In the U.K. the National Training & Consultancy Index said: Patrick is an old friend of the Index, and has enjoyed a first-class reputation as a trainer for over twenty years.

 

Other clients have included:

The British Council
The British Broadcasting Corporation
The London Metropolitan University
Book House Training Centre
Chartered Institute of Management Accountants
Institute of Chartered Secretaries and Administrators
Europe/Japan Centre

 

He has worked with companies large and small, those offering products and services ranging from architects to oil companies and including such as:

Amazon, Intercontinental Hotels, Informatics, Thai Airways, Cyan Communications and IRIS Group Limited.



 


 
 
For more information, please call Lynn at
68611000 or email us at learning@jobsdb.com.sg

 

 
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