AIA Conference

Subjects: Practical tools to be strong in debate, mediation and negotiation This seminar is set up to make you more persuasive and convincing in professional situations. Along the two day course you build up insight, knowledge en competence on what it takes to win over others for a mutual beneficial proposal. AUDIENCE The seminar is aimed at: Professionals for whom convincing and persuasion are important competences in their everyday work Professionals who engage in debate, mediation and negotiation on a regular bases. A non-limited list of professionals such as: lawyers, mediators, diplomats, managers, business developers, politicians, directors,... ADDED VALUE The lecturer offers a practical overview of essentials principles and techniques in persuasion. Researched models will be applied to the participants situation and personal feedback is offered based on interactive exercises. CONTENT The 3 building blocks of convincing and persuasion Assessment of personal strengths in persuasion How to prepare for a debate Knowing the phases of any convincing process Using different techniques based on power, information and partnership Applying the 6 principles of persuasion of Robert Cialdini FACULTY Jochen Roef is founder and owner of Blinc, a salestraining institute that offers sales development and coaching tools to corporate organisation and enterprises. He has a master degree in psychology and has more than 10 years experience in sales for pharmaceutical and HR service companies. Jochen is author of ‘The salesbook, for every type of client’ and has as clients KBC, GDF Suez, Opel, Johnson & Johnson, Sandoz and Adecco. LEARNING OBJECTIVES The participant knows the cycle of persuasion and is able to use appropriate influencing techniques in the different stages of the process The participant is able to stand his ground and defend himself when tactics are being applied by the counterparty The participant is able to use personal communication as a positive means of communication to convince the other of an mutual beneficial offer The participant has an ethical approach on persuasion and show professional maturity and confidence in debate and mediation The working language of the course will be English. TRAINING METHOD The seminar is a well balanced mix of practical sales models, empirical research data, skill development based on exercises and personal feedback and sharing of knowledge and experience among the participants. COURSE MATERIAL Before the start of the seminar, a syllabus compiled by the lecturer will be handed over to the participants. CERTIFICATION Participants will receive a certificate of attendance from the Brussels Diplomatic Academy of the Vrije Universiteit Brussel.