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- Establishing Powerful Partnerships
- Identifying Strategic Client Needs
- Speaking the Clients’ Language
- Defining Your Value Proposition
- Bringing Your Value Proposition to Life
- Reframing Objections
- Moving from Resistance to Problem Solving
- Closing the Deal
- Creating Powerful Agreements
- Expanding your Circle of Influence
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- Trust: The Foundation of Deep Partnership
- The Negotiation Matrix
- Power-Based Negotiation
- Scenario Planning for Successful Negotiation
- The Negotiation Table
- Positional Negotiation Tactics
- Counter-Moves to Positional Tactics
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- Gathering Intelligence
- Formulating Strategic Positions
- Challenging Basic Assumptions
- Scenario Planning
- Critical Path Networks
- Conducting a Stakeholder Assessment
- Mapping Key Relationships
- Establishing Meaningful Metrics
- Expanding Your Circle of Influence
- Establishing Working Agreements
- Creating a Change Roadmap
- The Ownership Matrix
- From Objections to Solvable Problems
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- Creating Rapport with the Group
- Creating Buy-In for the Agenda
- Establishing Event Agreements
- The Accelerated Dialogue Facilitation Framework
- Role-Play and Application (Simulated or Real Issues)
- Polling and Decision-Making Techniques
- Keeping the Group on Track
- Dealing with Difficult Participants
- Summarizing Agreements and Action Plans
- Managing the Notes
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- How People Respond to the Change Process
- Removing Resistance to Change
- Synchronicity (Exercise)
- Becoming a Change Champion
- Stakeholder Assessments
- The Ownership Matrix
- Culture Mapping
- Navigating the Journey
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- Understanding the Personality Style Matrix
- Understanding Your Individual Style Graph and Results
- Understanding the Strengths/Development Areas of Your Personality Style
- Action Learning Project in Style Teams
- Group Dialogue between Style Teams (Core Motivators/Demotivators)
- How to Work Successfully with Each of the Other Styles
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- The Foundations of Conflict
- Conflict Resolution Styles - Assessment
- Getting Beneath the Positions
- Establishing Common Ground
- Creating Ownership and Options
- Acquisition Roulette (Simulation)
- Applying the Accelerated Team Dialogue Framework
- Recognizing and Diffusing Defensive Postures
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- Creating Trust and Rapport
- Creating Inspiration and Commitment
- Ownership and Accountability
- Dealing with Defensiveness
- Reframing Limiting Beliefs
- Making it Real
- Games People Play
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- Understanding the Nature of Resistance
- Dealing with Defensiveness
- The Ladder of Inference
- Creating Upward Spirals
- Letting Go of Perfectionism
- Facing Your Projections
- Taking Ownership
- Quit Taking It Personally
- Moving From Righteousness to Results
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