Méthodologie du conseil [ MGEHC2124 ]

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'Communication' part

''Levels of learning

''Presuppositions of communication

''The communication process

''Communication filters (reality is subjective and multiple)

• sensory
• linguistic (the NLP meta model:Generalisations, distortions, omissions)

''Active listening (listening, specific questioning and rephrasing)

''Non-verbal language

• Index computations
• The Mehrabian model

''decoding

''synchronisation

''consistency

''Human relationships or transactions

• The 3 Ego-states  TA (Parent/Adult/Child)
• The TA life positions (OK/OK)
• The TA Drama Triangle (Victim / Persecutor / Rescuer) and the Winner's Triangle (Assertive, Caring, Vulnerable)

''The definition of objectives

''Diagram depicting effective communication

'Drafting technique' part

''Role and tasks of the tax consultant

''Research methods

''Drafting and structuring written advice

''Project management basics

''Characteristics of the client/consultant relationship

On completion of this course, students will be able:

• to actively communicate with the client in the context of a consultation
• to interpret the client's unspoken and nonverbal communication
• to draw up a written consultation on complex issues which is pertinent, documented and secure in terms of liability

Oral or written examination

• Theoretical references: Neurolinguistic programming, Transactional Analysis, the Palo Alto School 
• Role plays

• 'Selling Professional Services' ' Charles H. Green
• " The Relationship is the Customer' ' Charles H. Green
• ' Do you Really Want Relationships?' ' David Maister
• 'The Consultant Role' ' David Maister
• 'The Trusted Advisor' ' David Maister