The Hill Group offers two programs specific
to The Design and Construction Industry. Both are hands-on,
small group-oriented training programs. Each is a full day.
Details on each can be found below or by following the links.
[ Content
& Delivery Improvement | Negotiations
]
Content
& Delivery Improvement
 |
The Hill Group’s Presentation Skills
Workshop for the Design and Construction Industry is designed
to improve the presentation and demonstration skills of:
- Architects
- Engineers
- Developers & Builders
- Construction Professionals
|
This workshop has a unique structure that lends
itself to learning and improvement no matter the skill level
of attendees. Even the most cynical, jaded, and "know-it-all"
experts enjoy and benefit from the program. That's why we can
recommend this workshop for both the veteran and novice presenters.
Our Presentation Skills Workshop for the Design
and Construction Industry Workshop is based on a peer-coaching
model. This means the attendance has to be small; only 10 people
per day in two small groups of five people each. During the
workshop, every attendee is working all of the time. No one
is just waiting for their turn. When they're not presenting,
they have specific coaching and critiquing assignments so everyone
is engaged, contributing and learning.
Our trainers are world-class presenters in their
own right. They win speaking awards. They speak around the world
to audiences from 10 to 10,000. They're great people; easy to
work with, fun to work with, and they know how to help your
people become better presenters.
Workshop Format
This workshop is constructed with a "feet-to-the-fire"
philosophy. It is fast-paced and demands the full participation
of every presenter. It begins with a best-practices overview
presentation.
Participants work in groups of five people to
hone the design and delivery of a ten-minute version of their
presentations. Everyone delivers this short version of their
presentation twice for their group. Groups works independently,
in separate parts of a large meeting room or in smaller breakout
rooms.
Every participant makes their presentation to
the other people in their group. The "audience" members
each have specific critiquing assignments - one verbal, one
non-verbal, and one content-related. For example: Jim is first
to make his presentation. Mary counts how many "non-words"
(ums, ahs, etc.) Jim uses, how well he makes eye contact, and
how well his presentation content flows logically. Another member
of the group, Mike, reports on his posture, his voice and the
appearance of his visual aids. Other audience members have complementary
assignments. Each verbal/non-verbal/content assignment set is
provided on a handout for the audience members to use as a coaching
and teaching aid.
When Jim is finished, the entire group watches
and comments on the video, then they review his presentation,
with the trainer. Instruction will have been given on providing
constructive criticism so attendees can build skills rapidly.
Members offer feedback relative to their assigned skill set.
Following Jim's debrief, the next person begins his or her presentation,
and so on, until everyone has presented. The second round of
presentations is done with audience members taking on the roles
of the expected "real life" audience. They will interrupt
the presenter for clarification, questions, etc. They also continue
to give feedback on the presenter's verbal and nonverbal skills.
Presentation Skill Set
1.) Presentation Basics
- Clear objectives
- Content-Process model
- Audience participation
|
2.) Presentation Content
- Presentation Structure
- Transitions
- Visual aid development
|
3.) Use of Visual Aids
- Computers and monitors
- Whiteboards
- Handling your products
|
4.) Verbal Skills
- Voice modulation
- Avoiding non-words
- Using pauses
- Contrast
|
5.) Non Verbal Skills
- Where to sit/stand
- How to stand and move around
- Audience dynamics
- Gestures and eye contact
|
6.) Ending Presentations
- Summarizing
- Handling questions
- Asking for understanding
- Closing logistics
|
Each group can have its own small room, or can work in the same
room if the room is big enough. An area large enough for the
entire group to assemble is still needed for parts of the training.
The Hill Group provides video cameras to record the presentations.
Television monitors (RCA capable) should be supplied by your
organization for review of taped presentations.
Download
a brochure
about this program(Adobe Acrobat PDF format)
Check
out the other
brochures available
for more of the Hill Group's training workshops.
Negotiation
A seriously fun workshop that delivers classic negotiation
skills and tactics and puts them to use using custom
role-playing scenarios.
Caution: This can be both fun and educational
|
|
Attendees who would benefit from this workshop
include
· Architects
· Engineers
· Developers & Builders
· Construction
Professionals |
Methodology
Since we believe that people learn best by doing,
not by listening, our methodology is to deliver just the essential
negotiation skills and tactics (that we've identified together)
and then we turn the people loose to use them. So most of the
workshop is spent having the attendees work in small groups
to engage in construction industry specific role-plays. They
put their new knowledge of key negotiation skills and tactics
to use immediately. Here are the benefits of this methodology:
-
Because our delivery is fun and engaging,
the audience embraces even a review of already known information.
-
The use of real-life role playing scenarios
means higher levels of retention and usefulness.
-
Participants practice new skills with their
colleagues in a small group environment, promoting the exchange
of ideas and cooperative learning.
Workshop Format
The training is provided in workshop format,
where the attendees actively participate in the instruction
and facilitation of the program. With this format, the attendees
will learn as much, or more, from each other as they will
from our trainer.
This full day workshop begins with an overview of key
negotiating concepts and techniques. This establishes
a common knowledge base, leading to building of more advanced
skills. The focus is on both the most effective and the
most commonly used negotiation tactics and counter tactics
that are used in your industry.
Then, for the balance of the program, participants break
into small groups (four to six people) and role-play their
new skills.
Negotiation Skills Workshop Course
Modules
Self-Evaluation
A quick quiz that dispels some preconceived notions and
promotes active discussions.
Some Truths About Negotiating
Distilled from our extensive research, these truths are
elegantly simple put ultimately powerful.
Negotiating Power
Knowing who has which of eleven types of negotiating power
will help you realize your own leverage and help you understand
your options when dealing with the other party.
Warm-Up Exercise
The sequence and amount in which you make concessions
can communicate future behavior. This exercise helps attendees
realize what they're saying by what they do.
Before You Negotiate
Thorough planning and preparation results in more effective
outcomes. A successful negotiator must prepare for each
negotiation by selecting positioning strategies and establishing
parameters for compromise - as well as anticipating the
other parties’ strategy.
Establish Business Objectives
Without first establishing clear objectives, negotiations
may end in confusion or loss. This introduces a process
for developing sound business objectives and making accurate
assumptions about the other parties' objectives.
Gather Information
Knowledge is power. This module takes the attendees through
a “strategy grid” to assist in planning negotiation
strategies and tactics.
Plan Your Strategy and Tactics
The final preparation step is to establish (1) opening
positions, (2) bottom lines, and (3) the relative value
of possible concessions. Together, with the information
from the preceding modules, this will help develop an
actionable negotiation plan.
Negotiation Tactics and Counter Tactics
The 12 most common and effective negotiation tactics and
counter tactics, with customized examples of their use,
are presented in this module.
Compromises
This module looks at the elements of a successful compromise
and how it can be achieved.
Gaining Commitments
This module teaches skillful questioning and listening
techniques for discovering the other parties' (1) negotiating
objectives, (2) opening positions, and (3) areas for potential
compromise.
Reviewing Your Negotiations
Learn the value of reviewing each negotiation session
by comparing planned strategies and objectives with actual
results. Understanding what happened and why - and then
using this knowledge to prepare for the next negotiation
session - is key to maintaining a long-term relationship
based on trust and credibility.
Download
a brochure
about this program(Adobe Acrobat PDF
format)
Check
out the other
brochures available
for more of the Hill Group's training workshops.
