FI_MU_Seminar_Communication_Skills


Purpose:
  * Increase quality of cooperation with SPP members
  * Increase output of cooperation between FI_MU and SPP members
  * Reduce redundance and save time and money in the cooperation between  FI_MU and SPP members
  * Win new SPP members


Agenda:

2 half day workshops (4 hours each including (a) short break(s)) and some homework


Programme:


Day 1:
  * Introduction
  * A few theoretical aspects
  * Discussion/training on the agenda issues: From „Elements“ to Maintenance“:


Elements:

·         Language

·         Body language

·         Mutual understanding


Goals:

·         Identification of company goals/intentions/wishes

·         Make him/her curious/interested („I'd like to see that myself = visit the faculty/lab)

·         Reverse request direction: From „FI_MU wants company X to collaborate“ To „Company X
wants to collaborate with FI_MU“

·         = Transform your goals into his/her/their goals-and

·         = make him/her want what you want.


Requirements:

·         Solid knowledge and ability to describe FI_MU's activities and intentions

·         from the point of view of the industrial partner

·         Comprehensive knowledge on the collaborating/candidate company and

·         on the interlocutor/contact person (in terms of business but also in terms of private
preferences, i.e. hobbies, food, music, art etc.)


Maintenance = Customer care:

·         Regular contacts

·         „Decent“ degree of private life aspects: Birthday wishes, congratulations to promotions
etc.

·         From official occasions to „let's have a beer together“


         Emotional/personal aspects:


·         Let him/her feel important

·         Let him/her feel you bring him/her something that increases his/her importance

·         Appreciate his/her activities and the company's



  * Discussion of homework:

„Negotiate an issue of your choice with a person of your choice“ (Recording?) or

„Speak in front of the mirror“ (recording?)

„Record yourself on skype/youtube/iphone“

„Sell portable pedestrian crossings“

or a homework of your choice (Think of your most difficult interlocutor/meeting)




Day 2:
  * Practical exercises in 1:1 simulations:

1st part: private 1:1 meeting simulations

2nd part: 1:1 meetings „on stage“

·         Establish contact

·         Arrange meeting

·         Start conversation

·         Lead conversation

·         From conversation to deal

·         Recording/Protocol

·         Reporting/Evaluation of result

·         Further proceeding


  * Evaluation/analysis
  * A bit on presentation skills
  * Final discussion + personal protocols: My weaknesses/strengths and what to do about them