Discover and master the manager's toolbox

SESSION 1

A. CREATING A CLIMATE OF TRUST

• Discovery through experimentation of the dilemma between competition and cooperation,

• Operational approach to the principle of reciprocity, the forgiveness process, and situational intelligence,

• Discovery of the importance of reputation, its influences, and how to maintain it,

• Learning techniques to move from competition to cooperation with trust.

B. DEFINING YOUR COMMUNICATOR PROFILE

• Discover the characteristics of the 6 hats (theory of the 6 thinking hats, De Bono),

• Build your own communicator profile,

• Learn to identify other people’s profiles,

• Learn to adapt according to the situation to create a common language with others.

SESSION 2

A. BE INSPIRED AND INSPIRING

• Broadcast of Simon Sinek’s TEDx conference video on the Golden Circles,

• Learning the Golden Circles theory,

• Individual and collective workshops to formalize participants’ Why, How, and What.

B. MASTERING COMMERCIAL COMMUNICATION

• Role-play using a simulation or based on everyday negotiations,

• Sharing and practicing the Benefit/Advantage/Feature triptych,

• Presentation rehearsal exercise of a commercial offer.

SESSION 3

A. PREPARING A NEGOTIATION

• Role-play using a tailor-made simulation,

• Personalized debriefing of participants’ results,

• Discovery of the 10-point preparation grid,

• Preparation of upcoming negotiations based on participants’ proposals.

B. MASTERING ANCHORING IN NEGOTIATION

• Role-play through competition on anchoring,

• Presentation of the value proposition grid,

• Discovering the difference between a high initial position, objective, and fall-back,

• Work on identifying non-negotiable points,

• Building a coherent value proposition.

SESSION 4

A. NEGOTIATING: THE MAJOR PRINCIPLES

• Role-play using a tailor-made simulation,

• Co-construction of the 7 major principles of negotiation based on participants’ results

• Discovering the mechanics of principled negotiation

B. UNDERSTANDING AN INTERLOCUTOR’S MOTIVATIONS

• Define the 7 purchasing motivations,

• Work on keywordsIdentify your own motivations,

• Identify your interlocutor’s motivations,

• Adapt your speech to the interlocutor through a personalized role-play.

SESSION 5

A. ANTICIPATING POSITIONS IN NEGOTIATION

• Role-play using a tailor-made simulation,

• Personalized debriefing of participants’ results,

• Learning the strengths and weaknesses of the 4 positions

B. SUCCEEDING IN UPSELLING AND CROSS-SELLING

• Facilitation of a tailor-made Up Selling/Cross Selling negotiation simulation,

• Discovery of cross and up concepts,

• Work on the ability to identify needs and added-value levers,

• Work on the ability to sell an additional service,

• Work on the ability to sell a higher-quality product or service,

• Role-play based on participants’ daily reality.

SESSION 6

A. KNOWING HOW TO LISTEN

• Role-play in the form of a role-playing game,

• Work on identifying harmful listening behaviors,

• Discovering available room for maneuver in response to harmful listening behaviors,

• Implementation of concrete actions to smooth communication in the face of harmful listening,

• Work on active listening to inspire trust

B. KNOWING HOW TO SAY NO

• Discussion of participants’ everyday situations regarding their ability to assert themselves and oppose,

• In groups, defining the stakes and binary “yes/no” consequences during decision-making and its communication

• Building the Yes <> No axis on the Self-assertion <-> Empathy axis,

• Discovery and work on the 3rd dimension, assertiveness, enabling people to move beyond a binary relationship to build value together,

• Implementation of action steps to listen, convince, and engage their interlocutors.

SESSION 7

A. PREPARING A NEGOTIATION

• Role-play using a tailor-made simulation,

• Personalized debriefing of participants’ results,

• Discovery of the 10-point preparation grid,

• Preparation of upcoming negotiations based on participants’ proposals.

B. BEING CREATIVE IN NEGOTIATION

• Role-play using a tailor-made simulation,

• Personalized debriefing of participants’ results,

• Discovery of the possible agreement zone and work on BATNAs to find creative solutions,

• Preparation of possible alternatives based on participants’ future negotiations.

SESSION 8

A. MANAGING CONFLICTS IN THE HEAT OF THE MOMENT

• Discovery of the 6-point methodology: From emotional to rational.

• Conflict-management role-play.

• Listening and paraphrasing exercise.

B. GIVING CONSTRUCTIVE FEEDBACK

• Discovery of feedforward,

• Discovery of the feedback matrix,

• Practical application using everyday examples.

SESSION 9

A. BUILDING A MAPPING

• Presentation of different mappings of social dynamics and spheres of influence,

• Discovery of infographic mapping tools,

• Collection and organization of information,

• Building a mapping by participants.

B. UNDERSTANDING AND ANTICIPATING SOCIAL DYNAMICS

• Presentation of the socio-dynamic matrix,

• Examples of social dynamics immersing participants in different professional environments,

• Discovery of the influence of strong stakeholders on hesitant stakeholders,

• Possibility to build participants’ own socio-dynamic matrix linked to a current project in their company.

SESSION 10

A. MANAGING YOUR PRIORITIES

• Co-construction of the matrix with participantsIdentification of “polluting” activities based on participants’ feedback,

• Implementation of concrete corrective actions based on participants’ daily reality.

B. BEING “EFFICIENT” WITH THE LAWS OF TIME

• Experimental role-play of the 7 laws of time,

• Definition of the laws and concrete examples based on common situations and those specific to participants’ professions,

• Implementation of corrective actions to counter the influence of the laws of time.