Effective presentation and skillful negotiation

The training "Effective Presentations" prepares the participants for any kind of presentation - this can be a lecture in front of an expert audience or a presentation of results as a team at the customer's site. We also address the topic of "Pitch". During the training, the participants also learn how to use their body as an instrument and how to reduce stage fright and fears. This can also be useful in other situations.

In the training "Dealing with "difficult" interlocutors" we jointly examine the dynamics that make interactions with customers and colleagues "difficult" in the first place. The participants themselves bring in typical situations from everyday work life, which can then be practiced and experienced anew in simulations. In this way, the tools and insights from the training are directly implemented and applied in practice.

First of all, it is important to understand that the effect of a presentation does not depend on the perfect slides, the sparkling content or the styled body language, but is rather created within us. Because the way we are inwardly positioned and set up, that's how we work. Presence is composed of both visible components (voice, language, appearance, body language) and invisible aspects (posture, emotion, clarity, enthusiasm, etc.). The goal is therefore the greatest possible authenticity paired with professionalism and sovereignty. My goal is that each participant improves his or her authentic expression. For this reason I give a lot of individual feedback and avoid 'one-size-fits-it-all' solutions and advice.

In this sense, it is not always easy to give general tips. However, there is one thing that actually always applies - at every presentation there is a chance for a second first impression, this is the moment when we enter the "stage" and our presentation begins. We must not give this moment away, with thoughtless sentences, hectic running back and forth, or even worse - apologies and lengthy greetings. At the beginning of a presentation, the attention of the audience or the customer is at its highest - this is where we need to score. With a clear beginning - it may be creative, surprising or even a little irritating. We also practice this in training. And then there is the moment when the presentation is over. Here, too, the last impression remains - how consciously is a clear call-to-action set here again? How do I leave the stage? These are small things, but they make a big difference if they are taken into account.

Here, too, I attach importance to first of all investigating why conflicts and irritations occur at all in the coexistence. Here, both our individual perception plays a role, as well as the issue of rank. How our brain works is also interesting in this context - because as Vera Birkenbihl said so beautifully: "The brain thinks, the reptile steers! What this is all about is part of the training. And then, of course, there are the many different levels of communication on which we may or may not meet. Because as we all know from our private lives, it is usually not about what is being argued about. We often believe that in a business context emotions and sensitivities have no place and we therefore try to meet an angry customer with objective solutions to the "problem". In itself a sensible idea - but unfortunately it doesn't work if the customer doesn't feel emotionally taken away first. Because in the end we are all just people and want to be heard. And an angry person is just not in the condition to lead an objective discussion. So what can help at this moment is to mirror the other person's emotion by saying: "Oh I can tell you're really angry right now. And only then, after a pause, to go further, e.g. with a question: "What exactly are you so dissatisfied with right now?" The concretisation question "what exactly" brings the neocortex (our thinking brain) back onto the scene and enables a more purposeful discussion afterwards. This is only a small example. When it comes to the topic of communication and relationship, it is always important to first of all work on yourself - to question your own perception, to get to the bottom of your own trigger points and to develop the ability to listen and communicate on different levels (by this I mean beyond the content).

Many thanks for the exciting interview Kathrin Fox.

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