Pcm

"If you want them to listen to what you say, talk their language." Taibi Kahler, Ph.D.

The Process Communication® Model How to individualise both your management and your communication to get results.

Your professionalism as a Manager or a Salesperson relies both upon your technical expertise and your aptitude to communicate effectively with your collaborators and your partners. PROCESS COMMUNICATION® is a tool for communication and understanding personality: It was developed in the beginning of the 70’s by Dr Taibi KAHLER, Ph.D. PROCESS COMMUNICATION® has numerous applications in management, recruitment, training, sales, negotiation, team building, etc. The basis of this model was awarded the Eric BERNE scientific prize in 1975. The diversity of use of the model ranges from NASA for the recruitment of its astronauts, to Bill Clinton to build his speeches. PROCESS COMMUNICATION® is an invaluable asset for all executives wishing to understand and manage their interpersonal communication effectively.

2. Basic principles of PROCESS COMMUNICATION® Process Communication® is a tool for communication and understanding personality.

PROCESS COMMUNICATION® rests upon 2 basic principles:

For the effectiveness of the message The way we say something is more important than what we say. Process & Content.

Although each individual is unique, we all have 6 characteristics in common. Each of us has a specific combination of these characteristics and knowing this gives us precise tools, to enable us: to develop positive communication skills.

The Process Communication® seminar is built around the study of participants Personal Profile Inventory (PPI) which is received confidentially during the seminar. The PPI gives an objective and non-judgemental image of your personality and psychological needs. With Process Communication®, you get a valuable knowledge of your own dynamic as well as the ability to assess those of your staff.

The Process Communication® seminar can be tailored to your individual needs, for example for managers and/or for salespersons: A manager with their team Typical Objectives:

• Increase individual & team motivation • Conflict Management • Stress Management • Facilitate effective meetings

• • • •

Effective Communication in Selling Typical Objectives : Increase customer loyalty Encourage customers to want to work with you Manage stress to enhance effectiveness Lead commercial negotiations.

Seminars follow a similar structure whilst being specifically focused to meet specific needs

4. Content of the seminar Discover the basic concepts of Process Communication® ž Basic principles : inter-personal communication, Process and Content, different types of Personality

ž The six personality types : Workaholic, Persister, Harmoniser, Dreamer, Rebel, Promoter and their major characteristics ž The structure of personality and its development : the personality condominium and the Base and Phase concepts Work on each individual PPI's with participants.

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Knowing oneself and understanding others ž How each of us perceives the environment relatively to their Type of Personality. ž The visible and physical expressions of the Type of Personality. ž The character strengths of each Type of Personality. ž The psychological needs as the key to personal motivation. How to feed psychological needs? (Key in motivation, influencing and selling

Manage stress behaviours ž Stress as a response to unmet psychological needs ž The different stress behaviours and scenarios ž 3 Degrees of stress: Drivers; Masks & Failure mechanisms. These behaviours are highly predictable for each of us.

Evaluate personality types and adapt your communication style ž The fundamental rule of communication ž The channels of communication: use the right Channel and Perception to be heard. ž Assessment matrix: revealing signs, attitudes and behaviours. ž Preferential styles of management ž Preferential ways to motivate Conclusion Individual action plan, based upon: feeding your psychological needs, evaluation of the personality of others, developing motivation for cooperation, identifing negative stress indicators and gaining awareness of how to restore positive communication …

5. The teaching method As teaching material for the seminar we use the PERSONALITY PATTERN INVENTORY (P.P.I.). Prior to the seminar participants receive and complete the questionnaire which is analysed by computer. The results are presented during the seminar. Your profile is confidential. The teaching method is highly interactive and you will gain: ž awareness of oneself & the effects of personal behaviour, based on the PPI ž working groups, group dynamic ž linkinks between theory and real situations. ž practical exercises, case studies, role plays ž video as support, stories and examples.

Some participants evaluate the seminar: “This is the best program in communication I have ever attended.” “This material will benefit me in all aspects of relationship. Everyone should attend.” "An important added value, an effective support for our business" "I’ve gained an insight about the way I’m dealing with the people I manage.” "I found new ways to manage my direct reports" “I can start using these tools immediately. Thank you.”

PROCESS COMMUNICATION® REFERENCES in Europe AKZO NOBEL ALCATEL LUCENT ROMANIA AIR LIQUIDE ALCATEL ALCA|TEL LUCENT AT&T AXIS COMMUNICATION BANQUE BRUXELLES-LAMBERT BASF BCR ROMANIA BMW BOEHRINGER INGELHEIM BOUCHARA BOUYGUES TELECOM BULL COCA COLA COMPANY COCA COLA HBC COLGATE-PALMOLIVE COMPAREX (BASF) CREDIT AGRICOLE DANONE DASSAULT SYSTEMES D.M.C. E.D.F.-G.D.F. G.M.F. GALERIES LAFAYETTE GB INNO Groupe BOUYGUES Groupe ELIOR HEWLETT PACKARD HUTCHINSON IBM KODAK KRONENBOURG LABORATOIRE SPECIA LABORATOIRES MERCK CLEVENOT LABORATOIRES MONSANTO, LABORATOIRES SMITHKLINE BEECHAM LA POSTE LA REDOUTE L’OREAL LLOYD CONTINENTAL LUFTHANSA MARTIN MARIETTA MATRA TRANSPORTS MICROSOFT NESTLE SUISSE NOKIA PASTEUR VACCINS

PSA PEUGEOT CITROEN RESEAU PERINATAL DE BOURGOGNE RHODIA ROBERT BOSCH ROMTELECOM SANDOZ SAINT-GOBAIN PAM SANOFI-SYNTHELABO S.N.E.C.M.A. SMITHKLINE BEECHAM SWISS TECHNIP TOSHIBA TRUST COMPANY BANK UCB PHARMA UNILEVER UNILOG WIFI ZANUSSI

Kahler Communication Europe offers Process Communication® in Europe, except France and Finland. Exclusive partners manage the business in Austria, Belgium, Finland, France, Germany, Italy, Switzerland, Romania, and The United Kingdom Native certified trainers train PCM® seminars in Nederland, Hungary, Romania, Spain, UK. Teaching material and participant support exists in English, French, German, Italian, Spanish, Dutch, Hungarian and Romanian.

Worldwide, Process Communication® partners develop the model with native trainers in USA, Canada, Puerto Rico, Japan, New Zealand. Contact : www.kahler-pcm.com