3.00 credits
7.5 h + 7.5 h
Q2
Teacher(s)
Carlier Charles;
Language
French
Prerequisites
/
Main themes
"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
- Role and tasks of the tax consultant
- Research methods
- Drafting and structuring written advice
- Project management basics
- Characteristics of the client/consultant relationship
Learning outcomes
At the end of this learning unit, the student is able to : | |
| 1 | On completion of this course, students will be able:
|
Teaching methods
- Theoretical references: Neurolinguistic programming, Transactional Analysis, the Palo Alto School
- Role plays
Evaluation methods
Oral or written examination
Bibliography
- 'Selling Professional Services' ' Charles H. Green
- " The Relationship is the Customer' ' Charles H. Green
- ' Do you Really Want Relationship' ' David Maister
- 'The Consultant Role' ' David Maister
- 'The Trusted Advisor' ' David Maister
Faculty or entity
CLSM
