Discover and master the manager's toolbox
This program is designed to provide all types of managers (from new managers to seasoned managers) with the key skills and tools they need to Excel in their role and become effective, inspiring leaders. They learn how to respond to different stakeholders, define their own profile, and develop their leadership skills to inspire their colleagues. They also complete practical exercises and case studies that encourage them to optimize their negotiation strategy, identify their individual motivations, and develop active listening. To communicate as effectively as possible with their teams, they will work through feedback situations, conflict management, and emergency scenarios.
Who it is for
No prerequisites are required to enroll in the training.
Objectives
- Be able to use the Managers' toolbox
- Learn to develop your teams' skills and take a step back, thanks to these 16 tools
Program
Session01
Creating a climate of trust and defining one’s profile
Creating a climate of trust
- Discovering through experimentation the dilemma between competition and cooperation
- Practical approach to reciprocity, the forgiveness process, and situational intelligence
- Discovering the importance of reputation, its influences, and how to maintain it
- Learning techniques to move from competition to cooperation in trust
Defining one’s communication profile
- Discovering the characteristics of the 6 lenses (Six Thinking Hats theory, de Bono)
- Building one’s own communication profile
- Learning to identify other people’s profiles
- Learning to adapt according to the situation to create a common language with other people
Session02
Being inspired and mastering commercial communication
Being inspired and inspiring
- Screening of Simon Sinek’s TEDx talk video on golden circles
- Learning the theory of golden circles
- Individual and group workshops to formalize participants’ why, how, and what
Mastering commercial communication
- Role play using a simulation or based on everyday negotiations
- Sharing and putting into practice the benefit/advantage/feature trio
- Exercise in repeating an oral presentation of a commercial offer
Session03
Preparation and anchoring in negotiation
Preparing a negotiation
- Role play using a tailor-made simulation
- Personalized debriefing of participants’ results
- Discovering the 10-point preparation grid
- Preparing upcoming negotiations based on participants’ proposals
Mastering anchoring in negotiation
- Role play through competition on anchoring
- Presentation of the value proposition grid
- Discovering the difference between high initial position, target, and fall-back
- Working on identifying non-negotiable points
- Building a coherent value proposition
Session04
Negotiation principles and motivations
Negotiating: the main principles
- Role play using a tailor-made simulation
- Co-constructing the 7 main principles of negotiation based on participants’ results
- Discovering the mechanics of principled negotiation
Understanding the motivations of an interlocutor
- Defining the 7 buying motivations
- Working on key words to identify one’s own motivations
- Identifying the motivations of one’s interlocutor
- Adapting one’s speech to the interlocutor through a personalized role play
Session05
Positions and additional sales techniques
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
Succeeding in an upsell and a cross-sell
- Running a tailor-made simulation of upselling/cross-selling negotiation
- Discovering the concepts of cross-selling and upselling
- Working on the ability to identify needs and value-added levers
- Working on the ability to sell an additional service
- Working on the ability to sell a higher-end product or service
- Role play based on participants’ everyday situations
Session06
Listening and self-assertion
Knowing how to listen
- Role play
- Working on identifying harmful listening patterns
- Discovering the possible room to maneuver in response to harmful listening
- Setting up concrete actions to streamline communication when faced with harmful listening
- Working on active listening to inspire trust
Knowing how to say no
- Discussion of participants’ everyday situations regarding their ability to assert themselves and to oppose
- As a group, defining the stakes and the binary “yes/no” consequences when making a decision and communicating it
- Building the yes <> no axis on the self-assertion <-> empathy axis
- Discovering and working on the 3rd dimension, assertiveness, allowing one to move out of a binary relationship to build value together
- Setting up action plans to listen, persuade, and engage one’s interlocutors
Session07
Advanced strategies and creativity
Preparing a negotiation
- Role play using a tailor-made simulation
- Personalized debriefing of participants’ results
- Discovering the 10-point preparation grid
- Preparing upcoming negotiations based on participants’ proposals
Being creative in negotiation
- Role play using a tailor-made simulation
- Personalized debriefing of participants’ results
- Discovering the zone of possible agreement and working on BATNA to find creative solutions
- Preparing possible alternatives based on participants’ future negotiations
Session08
Conflicts and feedback
Managing conflicts in real time
- Discovering the 6-point methodology: from emotional to rational
- Role play for conflict management
- Listening and paraphrasing exercise
Giving constructive feedback
- Discovering feedforward
- Discovering the feedback matrix
- Putting it into practice with everyday examples
Session09
Mapping and social dynamics
Building a map
- Presentation of different maps of social dynamics and places of influence
- Discovering infographic mapping tools
- Gathering and organizing information
- Building a map by participants
Understanding and anticipating social dynamics
- Presentation of the socio-dynamic matrix
- Examples of social dynamics immersing participants in different professional environments
- Discovering the influence of strong actors on hesitant actors
- Possibility of building participants’ own socio-dynamic matrix linked to a current project in their company
Session10
Time and priority management
Managing priorities
- Co-constructing the matrix with participants, identifying “polluting” activities based on participants’ feedback from experience
- Setting up concrete corrective actions based on participants’ everyday reality
Being “efficient” with the laws of time
- Experimental role play of the 7 laws of time
- Definition of the laws and concrete illustration based on common situations and situations specific to participants’ professions
- Setting up corrective actions to counteract the influence of the laws of time
Before the course
Theoretical content, text excerpts, and examples of communication messages will be shared with participants to ensure they have a minimum knowledge base. Discussions may also take place with the trainers in order to assess each participant’s context and level.
Assessment
Your learning outcomes are assessed through a practical case, a simulation or a questionnaire. You receive a certificate of completion at the end of the course.
Practical information
For terms and deadlines, contact us at least 15 days before the date you have in mind.
Accessible to people with disabilities: a designated disability coordinator follows up on any adaptation request, to be reported before the course.
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A course for your team?
Describe your context and what you want to change. We will point you to the right person.