Synthèse Corporate PDF

***[Synthèse Corporate]*** Table des matières {#table-des-matières.En-ttedetabledesmatires} ================== [[Disc :] 3](#disc) [[Vendre ses idées, public speaking :] 5](#vendre-ses-id%C3%A9es-public-speaking) [[Your body :] 5](#your-body) [[Your voice & diction :] 5](#your-voice-diction) [...

***[Synthèse Corporate]*** Table des matières {#table-des-matières.En-ttedetabledesmatires} ================== [[Disc :] 3](#disc) [[Vendre ses idées, public speaking :] 5](#vendre-ses-id%C3%A9es-public-speaking) [[Your body :] 5](#your-body) [[Your voice & diction :] 5](#your-voice-diction) [[Your Message :] 5](#your-message) [[With the Media :] 6](#with-the-media) [[KISS : Keep it short & simple] 6](#kiss-keep-it-short-simple) [[The message house :] 7](#the-message-house) [[Media-training Techniques :] 7](#media-training-techniques) [[Active Listening :] 7](#active-listening) [[Types of listening :] 7](#types-of-listening) [[Rule of thumb: "SOFTEN"] 8](#rule-of-thumb-soften) [[LinkedIn, Job interview & CV video] 9](#linkedin-job-interview-cv-video) [[LinkedIn] 9](#linkedin) [[Job intervieuw] 10](#job-intervieuw) [[Star stories :] 11](#star-stories) [[CV video :] 12](#cv-video) [[Networking :] 12](#networking) [[6 degrees of separation] 12](#_Toc187086372) [[Negotiation :] 14](#negotiation) [[Negotiation strategy :] 15](#negotiation-strategy) [[The Discovery Stratégy :] 15](#the-discovery-strat%C3%A9gy) [[AP,RP,ZOPA,BATNA] 15](#aprpzopabatna) [[Summary negotiation :] 17](#summary-negotiation) [[First offer, below your expectations :] 17](#first-offer-below-your-expectations) Disc : ====== Utilité : Le Disc est un Outil qui : - Décrit comment on se comporte et comment on communique. - Parle de nos comportements en situations observables. Il ne va : - Ni mesurer l'intelligence, - Ni mesurer la personnalité, - Ni mesurer les compétences et valeurs. Les caractéristiques des gens introvertie sera en générale l'inverse des extravertie, par exemple : **Introvertie \-- Extravertie** Silencieux \-- Bavard Obervateur \-- Impliqué Focus intérieur -- Focus extérieur Attentif \-- Franc Prudent \-- Audacieux,... On peut aussi se demandé comment est-ce que l'on prend nos décisions :  Les individus avec bcp d'énergie ROUGE : - Sont actifs et savent où ils vont, - Sont déterminés, - Orientés résultats, - Abordent les autres de manière directe, - Cherchent des résultat concrets. - Lors d'un projet il voudra tout faire sur le moment même. Les individus avec bcp d'énergie JAUNE : - Sont enthousiastes et incitent à la participation, - Ont BESOIN de la compagnie des autres, - Abordent les autres de manière persuasive, - Désirent s'impliquer, - Aiment être valorisés. - Il voudrait plus faire les choses en groupes. Les individus avec bcp d'énergie VERTE : - Ont un sens des valeurs prononcé, - Recherchent l'harmonie et des relations profondes, - Incarnent la détermination tranquille, - Privilégient une approche démocratique respectant l'individu, - S'assurent que tout le monde soit entendu. - Voudra faire les choses en harmonie avec tout le monde. Les individus avec bcp d'énergie BLEUE : - Eprouvent le besoin de comprendre le monde qui les entoure, - Adoptent un point de vue objectif, - Valorisent l'indépendance et les capacités intellectuelles, - Réfléchissent avant d'agir, - Veulent des informations précises et complètes. - Sera plus concentré sur le fait que les tâches doivent être correctement faites. Vendre ses idées, public speaking : =================================== When you speak in public, there are 3 things with who you must take care : ### Your body : 1. the gesture, 2. your facial expression, 3. the eye contact, 4. the breath, 5. etc. ### Your voice & diction : 1. The pace : it's about your speed (how quick or slow your words are delivered) 2. The rhythm : it's like the musical flow that you follow when you speak. The way you talk. 3. Your tone : reflects emotion and attitude A warm, empathetic tone can connect with the audience A harsh tone may alienate the audience 4. Emphasis : the way you accentuate specific words can express something else. ### Your Message : 1. The content : What is your message a. Whith that you need to be sure that : i. You know with who you're speaking ii. You **set expectations** at the beginning and **meet them** at the end iii. SHARE an opinion with your public iv. ADAPT your story to the CONTEXT v. Give them something to take away 2. The storytelling : you need to have b. Situation c. A complication (challenge/obstacles) d. A solution 3. The structure : vi. Introduction vii. Problem statement viii. Solution ix. Market opportunity x. Call to action, e. Clearly define your (key) messages and purpose f. Know your audience, and engage emotionally through storytelling and engaging content g. Strong intro, Logical flow of ideas, Summarize your main points and reinforce your main key-message With the Media : ---------------- ### KISS : Keep it short & simple Because of 3 things : 1. The journalist are overwhelmed with information 2. They know the topic only a few hours before. 3. They are always in a rush. What's a Key message : - Main points of information you/or companies want people to know ### The message house : Media-training Techniques : --------------------------- - **The bridging :** It allow you to move away from controversial issues and uncomfortable topic. Whith that you can take control and steer a reporter back to relevant topics and back to your key messages (Example : That's an interesting question. It reminds me of,...). - **U-Turn:** The U-Turn technique is a smart way to answer an objection or a criticism without saying \"No, that's not true.\" Instead, you start by showing that you understand the problem and agree that it is important. Then, you explain that you are already doing something to solve the problem. **In simple steps:** - You listen to the other person's concern. - You show that you understand and care about the problem. - You explain that you are already working on fixing it. Active Listening : ================== ### Types of listening : 1. "cosmetic" listening : I pretend to listen but actually, I'm thinking about something else 2. "Conversational" listening : I participate in the conversation, I speak, I listen, I think, I speak. 3. "Profound" listening : I'm more focused on you than on myself. I Don't interact much. **The active listening** is when you're paying attention to what they say and how they say it, I record and ask questions to check if I have understood correctly, I reformulate. This way it demonstrates that empathy and create a deeper connection with the speaker. This listening allow you to discover the needs clients/partners, acquire view of situations a broader of and come to better, more efficient solutions that have more value for stakeholders. It encourage the other party to keep talking. **Ask question :** 1\. Ask open questions to discover the reality of the other person. 2\. Ask closed questions to know his point of view, or invite the person to act. 4\. Ask the right question (to get the right information Strategies: - Use the non-verbal communication to stimulate them - Be comfortable with silences: allow the other person to reflect on his thoughts - Ask probing questions and echo questions - Reformulate, paraphrase and summarize **Conclusion to non-verbale communication :** ### Rule of thumb: "SOFTEN" S =Smile O=Open Arms F =Forward lean T= Touch (careful, only when 100% sure this is appropriate) E=Eye contact N=Nod The silence can help you, you can use it to stimulate the speaker if it's a good silence : - Space to reflect on her/his thoughts - It can stimulate him/her to elaborate **Probing questions** You can ask probing questions to further explore: 1\. the situation 2\. the experience, opinion, intention of the other person (personal perception) 3\. reactions and consequences 4\. the course of development You can also use Echo questions (repeat a part or everything seek confirmation or clarification.) to have what you want or reformulate, paraphrase and summarize ( You briefly try to capture, in your own words, the essence of what the other person just said.). **Advantages:** It allows you to focus better It lets your conversational partner know that you are listening carefully It stimulates your conversational partner to elaborate: (s)he may add something or is stimulated to reflect further It allows you to check whether you understand everything correctly It helps structure the conversation It can bring peace and help calm emotions. LinkedIn, Job interview & CV video ================================== LinkedIn -------- Elements of LinkedIn : - Photo : - Neutral or professional background, - flattering picture, - adapted clothing, - friendly expression. - **Education section :** - Write a **short description** of your studies and specialization - In case you participated in **projects**, mention these as well. When describing projects, use accomplishment statements, power verbs and/or STAR stories. - **Experience section :** Write a short description of your tasks and matching skills, use Star story, power verbs, accomplishment statements. - previous jobs - internships - student jobs Job intervieuw -------------- In a job interview you only mention hobbies if they cast **a positive light** on your personality or achievements and can illustrate interesting soft skills, in line with the job. How much do you expect to earn? : 1. ask a question in return : a. What salary range would someone with my background and qualification typically earn in this position with your company. b. I'm ready to consider your very best offer. 2. Be ready before the job interview about the salary company/position ### Star stories : - **Summary :** - a coherent short text highlighting your most important skills. - Also write your objective (what are YOU looking for?). - Use power verbs (achieved, saved, initiated,...) - Talk about your skills (and soft skills) ### CV video : Networking : ============ *Reason to network :* - People do business with people they know & like - There are hundreds of applicants and piles of CVs for each job advert - Your dream job might not be advertised at all - Your network probably knows of an available job or has a connection to someone who will know of one - 28% of the companies will "Google" you (In 21% of the cases, this leads to immediate refusal!) Your current network : []{#_Toc187086372.anchor}6 degrees of separation** :** The six distinction levels of separation of Pr Karinthy, 1929. You know someone who knows someone etc. for 4,72 degrees of separation (nowadays, with the internet; before: 6 degrees). **[Key to expand your professional network]** 1. When approaching someone, ask about them first 2. Pay attention to body language 3. After making a genuine connection, bring up the topic of jobs 4. Have your business cards & resume on you 5. Introduce other people to each other. Follow up. **[How to approach someone at a networking event?]** 1. Don't overthink. Simply introduce yourself briefly and shake hands. 2. Ask about the other person first 3. Use icebreakers **[How to connect at a networking event?]** - Ask a question that the other person finds genuinely interesting/fascinating. - Adopt an attitude of genuine curiosity (active listening): - Don't just 'take', you should also 'give' **[How to pitch/present yourself at a networking event?]** After asking about your conversation partner first, you can present yourself (60 seconds pitch). 1. Short description - Job/title/area of study 2. Background (area of specialty) - What makes you stand out? What do you specialize in? - OR why you decided to study/do what you do? (*what drives you*?) - OR relevant experience (internships, projects), skills (SEO, data analysis, customer segmentation) 3. What brings you to the networking event/where do you want to go (future wise) Negotiation : ============= **Type of negotiation :** 1. **Win-Win or cooperative or integrative negotiation**: seeking mutual interests; balanced power relations; constructive approach. 2. **. Mixed compromise negotiation:** \"**no winner no loser**\" haggling with a view to \"splitting the difference\"; can evolve into a win-win strategy if the seller is willing to meet the buyer\'s needs. 3. **Conflictual or distributive negotiation**: \"**win/lose**\": power struggle; climate of mistrust; desire to dominate the other, to destabilize him. a. Different types of approaches in this : i. Manipulation ii. Coercion iii. Intransigence iv. Hasty negotiation. The negotiator will choose a strategy based on the situation and parameters. **How to create value :** 1. Make a compromise if it's possible (ex : spilt in half) 2. Try to know each reason 3. Make cookies : elements that you can exchange beside the main variable, that can enhance the value of your nego outcome. You can for ex. Get cookies that are important for you and not for the other parties and you can do the same for cookies that are not important for you but important for him. **Collaboration style** is a negotiation by interests : - It can give higher value - It take more time - Necessary ingredient : trust & good will (but it's not always possible) In a Nego there are various things with who you can negotiate : - Prices, fees & margin - Quantity - Delivery - Contract duration - Payment terms - Product spec ( service/deal) - And other cookies that you can use and creates Negotiation strategy : ---------------------- ### The Discovery Stratégy : - List of open questions to discover the interest and motivation from the other sides - Use the funnel technique - Make sure to understand the other make (reformulate everything) ### AP,RP,ZOPA,BATNA AP : Aspiration point - It's the best case scenario, how it would turn if in your best dream you get every things you want. RP : Reservation Point - It's the contraries of the AP. - It's the bottom line, your limits under were you don't want to go. It's your worst case scenario. ZOPA : Zone of possible agreement - It's the zone between the AP and the RP. - It's the zone between who you could possibly have an agreement. - You have to hope that you share the same ZOPA with the other parties. BATNA : Best alternative to a negotiation agreement - If you don't get at least your RP what's your plan B. What do you do? - It's your plan B - Never go to a negotiation without one. - It can be weak or strong - You can have one or several - But it need to be strong enough to give you some leverage in the negotiation. **Visualization :** **How to find your ZOPA :** - Make a list of all options - Main variable - Cookies **How to find your BATNA :** - Make a list of all the risks - Never reveal your strategy to soon 2 types of BATNA : 1. Negative BATNA (badass BATNA) : a. If used it put an end on the negotiations i. Purpose : 1. Not to use it but have a leverage, 2. To put pressure 3. To make them realize they'd better collaborate and keep negotiations. 2. Positive BATNA : b. Used in last resort, to ensure the negotiation has favorable outcome. ii. Purpose : 4. Give final extra push to the other party 5. Make the outcome even richer for the other party iii. Make sure this last extra bonus close the deal. In a negotiation make the first move only when you're sure that you have enough information to start the reel negotiations. If you don't have enough information let the other party start the negotiations. ### Summary negotiation : ### First offer, below your expectations : 1. Never negotiate with someone who give you a lower price when you know that your offer is to strong , just leave. 2. If you make the offer first : Set a goal that is challenging but not impossible. 3. This is generally the case in a negotiation :