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  • French (Fr)
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Workshop title :

Listening & Influencing Skills

Workshop reference :

308 / V1.0

Duration :

2 days

Language :

English, French

Why, Who and What ?

Why learn how to listen? Listening is a major skill in communicating and although it is done everyday, numerous misunderstandings and misinterpretations arise because we thought we heard something while the person who said it, maintained s/he said something else. In working with others, listening can be part of influencing skills. It is considered to be important for exploring other people’s agendas to be able to understand others’ perspectives and expectations.

  • Who? The course is open to all.
  • What? This course is based on a case study. Through out the course participants are invited to practise the newly acquired skills in role plays.

Module

Key Development Areas

Working from strengths

Collaborative model of working together as well as individual change strategies.

The Pull Style of Influencing

Understanding of how the Pull style differs from the Push style and in what situations it is appropriate.

Establishing level of skill

Measuring skill level and effectiveness. Exercise on audiotape.

Exploring

Exercises in development of both listening and summarising behaviours.

Questioning techniques

Exercises in development of both information-seeking and message-checking behaviours. Link to biasing in influencing.

Building on common ground

Relationship building: moving from common interests to common values. Proposing and building differentiators and appropriate use of each.

Openness / Disclosing

Use and benefits in responding to aggressive behaviour or initiating potentially difficult exchanges.

Skill practise and learning review

Transfer of the skills to the work environment. Role-plays linked to real-life situations. Feedback.