Description

Our workplaces are changing, and the changes are dramatic, uncertainty is rising. Professionals need to prepare for the workplaces of the future, developing the job skills that will help them succeed and thrive in the new reality: analytical (critical) thinking, co-ordinating with others, interpersonal communication and negotiation skills.

In order to make sound decisions, to perform and to be able to manage uncertainty, we need actionable information – Business & Competitive Intelligence – we need to be able to collect and analyze relevant and accurate information, at the right moment.

In order to suggest innovative solutions and ideas, to solve complex problems using reasoning and logic and evaluate arguments, professionals need to analyze the flow of information from various resources, then rely on logical reasoning rather than emotion, collect the pros/cons of a situation and be open-minded to the best possible solution. They also need the ability to collect and exchange information, to communicate effectively with other persons so that they are able to say the right things, using the right tone of voice and body language, in order to bring their messages across.

Why

This program discusses how to avoid blindspots in the pursuit of professional goals, what to do and what not to do in the verbal or nonverbal communication, how to detect deceptive behavior and how to use elicitation (collection of exclusive information from key individuals, even if they are not willing to communicate it).

Audience

This program adapts concepts, methods and techniques specific to the Business Competitive Intelligence in order to be used by professionals from various domains and level of expertise in their modern role: HR professionals (HR Directors, recruitment, planning, HR Business Partners), management, sales, customer care, business development, marketing, audit, IT , procurement, anti-fraud and internal control, etc.

Objectives

In this workshop, participants:

• will reflect and practice on their own body language in situations such as professional meetings, interviews and negotiations and they will understand how to detect deceptive behavior;
• will understand and apply a set of information collection methods/techniques, from human sources, specific to Competitive Intelligence field, in order to effectively obtain the information they need, including from low motivated people to communicate that information and without them becoming defensive;
• will discover and expose blindspots – the invisible barriers that influence their careers and performance, communication and leadership style (how you communicate, how you interact with clients, how you recruit people, how you evaluate performance, etc.).

Methodology

Facilitation, practical individual and team exercises, role plays, videos & pictures.

Agenda

1. How to be perceived as a trustworthy individual;

• The importance of nonverbal communication – general principles, the impact of nonverbal communication, the deciphering of nonverbal messages, gestures that betray us, use of nonverbal language depending on the context, how to make a god first impression;
• How to correctly interpret the nonverbal behavior of those you interact with (micro-expressions – FBI Method, bodylanguage, paraverbal);
• How to detect a disimulated behavior, including lies – through body language and Content Analysis (CIA methods);

2.Methods and techniques of Elicitation

• Elicitation – a legal and ethical method, specific to the intelligence field, for collecting information from a human source, without him being aware that he’s sharing, in order to report it to decision makers within your business.
• Human vulnerabilities exploited in Elicitation (what makes people talk);
• Counter-Elicitation techniques – how to defend yourself from those which try to exploit you from an informational standpoint;

3. Why do  smart people make stupid mistakes?

• Blindspots – what you don’t know you don’t know, hidden biases, assumptions  and cognitive errors that blur your perception, lead to destructive behaviors and interfere in business and personal decision-making;
• Description of the most widespread cognitive biases;
• How to develop strategies to counteract blindspots and reduce their influence on the way we perform.

Duration

1-Day Module