{"id":7947,"date":"2019-07-18T12:56:07","date_gmt":"2019-07-18T12:56:07","guid":{"rendered":"http:\/\/i-interact.eu\/wordpress\/?p=7947"},"modified":"2019-11-20T08:11:18","modified_gmt":"2019-11-20T08:11:18","slug":"curs-deschis-%e2%80%9cspells-of-influence%c2%a9%e2%80%9d-strategii-tactici-si-metode-de-a-convinge","status":"publish","type":"post","link":"https:\/\/i-interact.eu\/wordpress\/?p=7947","title":{"rendered":"Curs deschis \u201cSpells of Influence\u00a9\u201d &#8211; Strategii, tactici \u015fi metode de a convinge"},"content":{"rendered":"<p><a href=\"http:\/\/i-interact.eu\/wordpress\/?attachment_id=8411\" rel=\"attachment wp-att-8411\"><img loading=\"lazy\" class=\"aligncenter size-large wp-image-8411 img-fluid\" title=\"Wizard of Sales Yes\" src=\"http:\/\/i-interact.eu\/wordpress\/wp-content\/uploads\/Wizard-of-Sales-Yes1-1024x575.png\" alt=\"\" width=\"1024\" height=\"575\" srcset=\"https:\/\/i-interact.eu\/wordpress\/wp-content\/uploads\/Wizard-of-Sales-Yes1-1024x575.png 1024w, https:\/\/i-interact.eu\/wordpress\/wp-content\/uploads\/Wizard-of-Sales-Yes1-300x168.png 300w, https:\/\/i-interact.eu\/wordpress\/wp-content\/uploads\/Wizard-of-Sales-Yes1.png 2002w\" sizes=\"(max-width: 1024px) 100vw, 1024px\" \/><\/a><br \/>\nDespre Spells of Influence\u00a9 <strong><\/strong><\/p>\n<p><em>\u201c- &#8230;pentru c\u0103, Doamn\u0103 Waterford, ave\u021bi influen\u0163\u0103.<\/em><\/p>\n<p><em>\u00a0\u00a0&#8211; P\u00e2n\u0103 la un punct..<\/em><\/p>\n<p><em>\u00a0\u00a0&#8211; <strong>Atunci, muta\u021bi acel punct!<\/strong>\u201d<\/em><\/p>\n<p align=\"right\"><em>Margaret Atwood \/ Bruce Miller \u2013Povestea Slujitoarei<strong><\/strong><\/em><\/p>\n<p>&nbsp;<\/p>\n<p><strong>Facilitator<\/strong>: Ana Maria Gergely<\/p>\n<p><strong>Cost<\/strong>: 450\u20ac +TVA \/participant<\/p>\n<p><strong>\u00censcriere:<\/strong>\u00a0prin email la adresa interact@i-interact.ro<\/p>\n<p>&nbsp;<\/p>\n<p style=\"text-align: justify;\">Lucr\u0103m \u00een echipe, organiza\u021bii, tr\u0103im in familii, cartiere, comunit\u0103\u021bi. Pu\u021bine sunt lucrurile pe care le facem, sau ar trebui s\u0103 le facem singuri. Prin urmare, aproape permanent trebuie s\u0103 \u00eei convingem pe ceilal\u0163i s\u0103 ni se al\u0103ture, s\u0103 ne sus\u021bin\u0103, s\u0103 ne aprobe ini\u021biativele, s\u0103 cumpere de la noi.<\/p>\n<p style=\"text-align: justify;\">Putem alege s\u0103 l\u0103s\u0103m lucrurile la voia \u00eent\u00e2mpl\u0103rii \u015fi s\u0103 ne baz\u0103m pe talente \u00eenn\u0103scute (aceia care le au), sau putem s\u0103 \u00eenv\u0103\u021b\u0103m cum s\u0103 schimb\u0103m puncte de vedere \u015fi percep\u0163ii, cu abilitate \u015fi cu o abordare strategic\u0103 a diverselor situa\u0163ii \u015fi persoane.<\/p>\n<p><strong><\/strong><strong><strong>Spells of Influence\u00a9 abordeaz\u0103 acele strategii \u015fi tactici care ne ajut\u0103 s\u0103 ob\u021binem rezultate \u015fi s\u0103 atingem obiective prin, cu ajutorul, sau cu aprobarea celor de care avem nevoie.<\/strong><br \/>\n<\/strong><\/p>\n<p>Participan\u021bii acestui workshop vor descoperi procesul mental de luare a deciziilor, care sunt factorii care influen\u021beaz\u0103 deciziile, precum \u0219i moduri de evaluare a rapoartelor de putere \u015fi de abordare a diferitelor tipuri de persoane \u015fi situa\u021bii, pentru a maximize \u015fansele de a-\u015fi atinge obiectivele.<\/p>\n<p style=\"text-align: justify;\">Prin discu\u021bii interactive, sesiuni de practic\u0103 \u0219i asimil\u00e2nd no\u021biuni teoretice bazate pe cercetare, participan\u021bii vor \u00eenv\u0103\u021ba cum s\u0103 construiasc\u0103, s\u0103 gestioneze \u0219i s\u0103 evalueze rela\u021bii, s\u0103 fac\u0103 alian\u021be \u0219i s\u0103 utilizeze tehnici pentru a influen\u021ba \u0219i a convinge pe ceilal\u021bi, \u00een scopul atingerii obiectivelor lor.<\/p>\n<p style=\"text-align: justify;\"><strong><span style=\"color: #e21d4c;\">Cui ne adres\u0103m<\/span><\/strong><\/p>\n<p style=\"text-align: justify;\">Abilitatea de a influen\u021ba \u00eenseamn\u0103 a fi convingator \u0219i strateg \u00een acela\u0219i timp \u0219i este o calitate important\u0103 pentru via\u021b\u0103 \u0219i util\u0103 tuturor. \u00centr-o organiza\u021bie, cei care ar beneficia cel mai mult de <strong>Spells of Influence<\/strong><strong>\u00a9 <\/strong><strong><\/strong>sunt<strong>:<\/strong><\/p>\n<ul>\n<li>Manageri<\/li>\n<li>Personalul \u00een direct rela\u021bie cu clien\u0163ii \u015fi furnizorii (v\u00e2nz\u0103ri, customer service, achizi\u0163ii)<\/li>\n<li>Manageri de proiect \u015fi de produs<\/li>\n<li>Persoane din alte departamente \u2013 ex. Marketing, Opera\u021biuni, etc. care interac\u021bioneaz\u0103 cu alte departamente \u015fi sunt implicate \u00een decizii \u015fi situa\u0163ii cu mai multe p\u0103r\u0163i interersate (multiple &#8211; stakeholder decisions and situations)<\/li>\n<\/ul>\n<p><strong><span style=\"color: #e21d4c;\">Obiectivele seminarului:<\/span><\/strong><\/p>\n<ul>\n<li style=\"text-align: justify;\">\u00cen\u0163elegerea \u015fi maparea procesului de luare a deciziilor; factorii care influen\u0163eaz\u0103 (pozitiv sau negativ) deciziile.<\/li>\n<li style=\"text-align: justify;\">Cum func\u0163ioneaz\u0103 creierul uman \u00een situa\u0163ia de a lua decizii, inclusive atunci c\u00e2nd cump\u0103r\u0103 produse sau servicii)<\/li>\n<li style=\"text-align: justify;\">Setarea obiectivelor \u015fi crearea de strategii pentru a le atinge cu ajutorul \u015fi prin intermediul altor persoane<\/li>\n<li style=\"text-align: justify;\">Maparea p\u0103r\u0163ilor interesate (stakeholders), evaluarea rela\u0163iilor \u00een raport cu cele 6 surse de putere<\/li>\n<li style=\"text-align: justify;\">Identificarea diferitelor stiluri de luare a deciziilor \u015fi \u00eenv\u0103\u0163area strategiilor de abordare adecvate<\/li>\n<li style=\"text-align: justify;\">\u00cen\u0163elegerea rela\u0163iilor: cum s\u0103 construi\u0163i, s\u0103 gestiona\u0163i \u015fi s\u0103 evalua\u0163i rela\u0163iile<\/li>\n<li style=\"text-align: justify;\">Cunoa\u015fterea diferitelor tehnici de influen\u0163are \u00a0\u015fi capacitatea de a le aplica \u00een func\u0163ie de situa\u0163ie<\/li>\n<li style=\"text-align: justify;\">Etica influen\u0163\u0103rii \u015fi cum s\u0103 v\u0103 proteja\u0163i de \u00eencerc\u0103ri manipulative<\/li>\n<\/ul>\n<p><strong><span style=\"color: #e21d4c;\">Agenda<\/span><\/strong><\/p>\n<p><strong>Concepte: <\/strong>influen\u0163are \u0219i persuasiune (fa\u0163\u0103 de manipulare)<\/p>\n<ul>\n<li>Diferen\u0163e majore<\/li>\n<\/ul>\n<p><strong>Procesele de luare a deciziilor \u015fi de cump\u0103rare:<\/strong><\/p>\n<ul>\n<li>Cum func\u0163ioneaz\u0103 creierul \u2013 procesul decizional<\/li>\n<\/ul>\n<ul>\n<li>Declan\u015farea procesului de luare a deciziilor \u015fi factorii care \u00eel influen\u0163eaz\u0103 pozitiv \u015fi negativ<\/li>\n<\/ul>\n<p><strong>Obiective:<\/strong><\/p>\n<ul>\n<li>Setarea obiectivelor: ce, de ce<\/li>\n<\/ul>\n<ul>\n<li>Obiective clare sau flexibile:<\/li>\n<\/ul>\n<ul>\n<li>C\u00e2nd obiectivele pot fi flexibile;<\/li>\n<\/ul>\n<ul>\n<li>Cea mai bun\u0103 alternativ\u0103 la un acord negociat: BATNA (best alternative to a negotiated agreement)<\/li>\n<\/ul>\n<ul>\n<li>C\u00e2nd rela\u0163ia trebuie s\u0103 precead\u0103 urm\u0103rirea obiectivului<\/li>\n<\/ul>\n<p><strong>Alian\u021be, coali\u021bii \u015fi p\u0103r\u021bi interesate<\/strong><\/p>\n<ul>\n<li>Factori motivatori<\/li>\n<\/ul>\n<ul>\n<li>5 tipuri de deciden\u0163i \u015fi strategii de abordare<\/li>\n<\/ul>\n<ul>\n<li>Ob\u0163inerea de informa\u0163ii:\u00a0 5 tipuri de \u00eentreb\u0103ri<\/li>\n<\/ul>\n<p><strong>Jocuri de putere<\/strong><\/p>\n<ul>\n<li>Cele 5 tipuri de putere \u015fi poten\u0163ialul acestora \u00een influen\u0163are<\/li>\n<\/ul>\n<ul>\n<li>Construirea unei re\u0163ele de \u2018puteri\u2019, \u00eempreun\u0103 cu alia\u0163i \u015fi sus\u0163in\u0103tori<\/li>\n<\/ul>\n<ul>\n<li>Evaluarea rela\u0163iilor (puteri \u015fi dependen\u0163e)<\/li>\n<\/ul>\n<p><strong>Tehnici de influen\u0163are<\/strong><\/p>\n<ul>\n<li>Influen\u0163a social \u015fi 3 factori care \u00eei pot spori eficien\u0163a<\/li>\n<\/ul>\n<ul>\n<li>Cele 6 arme ale influen\u0163ei (Cialdini)<\/li>\n<\/ul>\n<ul>\n<li>Creierul pe pilot automat: 3 predispozi\u0163ii cognitive (cognitive biases) care ne fac susceptibili la influen\u021bare<\/li>\n<\/ul>\n<ul>\n<li>Limbaj, prezen\u0163\u0103 \u015fi temporizare<\/li>\n<\/ul>\n<ul>\n<li>Mesaje care \u2018prind\u2019 \u015fi formule pentru influen\u0163are<\/li>\n<\/ul>\n<ul>\n<li>Influen\u0163a non-verbal\u0103<\/li>\n<\/ul>\n<ul>\n<li>Momentele cele mai potrivite &amp; preg\u0103tire (priming)<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<div>\n<p><strong>Cum ne protej\u0103m <\/strong>de \u00eencerc\u0103ri manipulative nedorite:<\/p>\n<ul>\n<li>Reversarea \/ contracararea tehnicilor de influen\u0163are<\/li>\n<\/ul>\n<ul>\n<li>Reducerea predispozi\u0163iilor cognitive<\/li>\n<\/ul>\n<ul>\n<li>Punerea \u00een context a rela\u0163iilor de putere<\/li>\n<\/ul>\n<\/div>\n<p><strong>Concluzii, planuri, feedback<\/strong><\/p>\n<p>&nbsp;<\/p>\n<p><strong><span style=\"color: #e21d4c;\">Detalii despre seminarul Spells of Influence<sup>\u00a9<\/sup>:<\/span><\/strong><\/p>\n<p>Atelier de grup, deschis sau dedicat unei anumite organiza\u021bii. Con\u021binutul seminarului poate fi personalizat pentru o audienta specifica \u0219i \u00een func\u021bie de obiectivele specifice ale unei organiza\u021bii<\/p>\n<p>Seminarul se poate sus\u021bine in limba rom\u00e2n\u0103 sau \u00een englez\u0103.<\/p>\n<p>Dimensiunea optim\u0103 a grupului: p\u00e2n\u0103 la 12participan\u021bi<\/p>\n<p>Durata interven\u021biei:<\/p>\n<p>&#8211;\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Seminar deschis: 2 zile (09:00 &#8211; 17:00)<\/p>\n<p>&#8211;\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0\u00a0 Corporate: 2 sau 3 zile, \u00een func\u021bie de dimensiunea grupului \u0219i obiectivele organiza\u021biei<\/p>\n<p>&nbsp;<\/p>\n<p>* Acest seminar se poate livra de sine st\u0103t\u0103tor sau ca parte a suitei WIZARD OF SALES<sup>\u00a9<\/sup>,<strong> format\u0103 din 3 ateliere care dezvolt\u0103 abilit\u0103\u021bi de <\/strong><strong>\u201c<\/strong><strong>a vinde f\u0103r\u0103 a vinde\u201d, prin influen\u021bare \u0219i prin prezent\u0103ri persuasive:<\/strong><\/p>\n<p><strong>Spells of Influence<\/strong><strong><sup>\u00a9<\/sup><\/strong> \u2013 Strategii, tactici \u0219i metode de a convinge<\/p>\n<p><strong>Sales Spells<\/strong><strong><sup>\u00a9<\/sup><\/strong>&#8211; Pitch-uri, discursuri \u0219i prezent\u0103ri care conving, \u0219i<\/p>\n<p><strong>The Order of the Sales<sup>\u00a9<\/sup><\/strong> \u2013 seminar de o zi, despre disciplina \u00een v\u00e2nz\u0103ri: procesul v\u00e2nz\u0103rii, dezvoltarea \u0219i managementul unui \u201epipeline\u201d de oportunit\u0103\u021bi, utilizarea tehnologiilor de management al v\u00e2nz\u0103rilor.<\/p>\n<p><span style=\"color: #e21d4c;\"><strong>Despre facilitator:\u00a0<\/strong><\/span><\/p>\n<p><a href=\"http:\/\/i-interact.eu\/wordpress\/?attachment_id=7969\" rel=\"attachment wp-att-7969\"><img loading=\"lazy\" class=\"aligncenter size-full wp-image-7969 img-fluid\" title=\"1\" src=\"http:\/\/i-interact.eu\/wordpress\/wp-content\/uploads\/12.png\" alt=\"\" width=\"268\" height=\"271\" \/><\/a><\/p>\n<p>&nbsp;<\/p>\n<p>Ana Maria Gergely are o experien\u021b\u0103 \u00een business de peste 20 de ani. A lucrat \u00een mari corpora\u021bii (Xerox, Romtelecom, Orange) \u00een pozi\u021bii na\u021bionale \u015fi interna\u021bionale de management comercial \u0219i ca director general. A co-fondat un start-up \u0219i este mentor pentru alte proiecte aflate la \u00eenceput de drum.<\/p>\n<p>Ana Maria a studiat informatica \u0219i \u0219i-a \u00eenceput cariera ca programator. A absolvit Facutlatea de Matematic\u0103 la Universitatea din Bucure\u0219ti iar \u00een timp ce lucra \u00een Marea Britanie a studiat, post-universitar, Psihologie Organiza\u021bional\u0103 la University of London.<\/p>\n<p>De-a lungul carierei, Ana Maria a \u00eenv\u0103\u021bat continuu \u0219i a absolvit numeroase sesiuni de training \u00een v\u00e2nz\u0103ri, marketing, negocieri, management, leadership, prezent\u0103ri, retoric\u0103 \u0219i design thinking.<\/p>\n<p>Este pasionat\u0103 de psihologie aplicat\u0103 \u00een business, design, human interaction, user experience \u0219i comunicare.<\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Despre Spells of Influence\u00a9 \u201c- &#8230;pentru c\u0103, Doamn\u0103 Waterford, ave\u021bi influen\u0163\u0103. \u00a0\u00a0&#8211; P\u00e2n\u0103 la un punct.. \u00a0\u00a0&#8211; Atunci, muta\u021bi acel punct!\u201d Margaret Atwood \/ Bruce Miller \u2013Povestea Slujitoarei &nbsp; Facilitator: Ana Maria&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[21],"tags":[],"_links":{"self":[{"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/posts\/7947"}],"collection":[{"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=7947"}],"version-history":[{"count":27,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/posts\/7947\/revisions"}],"predecessor-version":[{"id":8413,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=\/wp\/v2\/posts\/7947\/revisions\/8413"}],"wp:attachment":[{"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=7947"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=7947"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/i-interact.eu\/wordpress\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=7947"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}