Target-oriented Communication


Target group

This seminar is not only targeted towards managers whose everyday life includes influencing others through their speech, but also towards every employee who wants to or has to convince others through communication – whether verbal or visual – in order to achieve predefined goals.

In our international working life where teamwork and collegial cooperation are in the foreground, our own priorities sometimes appear to be in contrast to those of others. If this is the case: clearly identify the situation and needs; stress advantages and together find mutually acceptable solutions. This calls for mutual open-mindedness and understanding, communication skills and a convincing approach that generates trust and makes the common goal achievable.


By attending this workshop, you will better understand how you can express your goals clearly and positively influence your counterpart to your own advantage using a well thought out discussion structure, an individualized approach and precise speech. In this workshop you will lean the "how-to" basics. You will learn approaches, listening attentively and communicating your message clearly, convincingly and amicably by applying concepts found in modern neuroscience.


  • We together – a model built on relationships, mutual interests, influencing factors (exchange of ideas)
  • My counterpart – attitude (I'm OK – you're OK), motivators (SCARF, PMA), influence model
  • I – motivation, goals (SMART), intentions (alternatives)
  • The conversation – context, contents, strategy, framing, formulating


Communication – why is it so difficult?

  • The objective and relationship level
  • A matter of attitude – how do I feel about my counterpart and how does that influence my communication
  • The art of listening .... In order to understand and not to answer!

Human motivators

  • What drives our commitment and readiness?
  • Needs and concerns
  • Motivation 2.0


The tennis game of communication

  • The 3 rules of improvisational theater as a philosophy of communication
  • Ask, ask, ask – but do it right
  • React in a dialogue, or " responding without giving in"

Verbalize the same way as your counterpart does

  • Communicate the context and frame it correspondingly
  • Incorporate interests and emphasize advantages
  • Fairness and recognition


  • Technical input
  • group work
  • reciprocal feedback
  • role play
  • practical exercises

Further recommendations on this subject

Constructive Leadership in Conflicts

Communication: Your way to success



Profile as PDF-download


Diagnostic & Feedback Processes, Learning Process Support, International Projects, Leadership


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