The parts we are discussing can be expressed at the same time, in which case we perceive an incompatibility within us. We can be overwhelmed by this inner conflict, especially if neither side is strong enough to dominate the other. Sometimes a direction triumphs, but we do not feel at ease; the defeated side lost the battle, but the “war” continues. That part still belongs to us and, even if we minimize it for the moment, it does not let us completely forget that it has needs that must be respected.

In other situations, the parties may alternate – sometimes one of them dominates, then comes the turn of the other, in a desired and sought-after equity, but transformed into short battles with one winner in a row. Then, the incompatibility within us is no longer simultaneous, but consecutive.

Whether they are simultaneous or consecutive, in all these cases where the parties cannot agree, there is a state of internal conflict, called incongruity.

Sometimes, however, spontaneously or following internal negotiations, these parties agree, when we become sure of what we have to do and everything becomes clear and meaningful. There is no conflict, only security, comfort, peace and total trust. This situation defines the state of congruence, the state in which emotions, thoughts, words, non-verbal language and actions complement each other, harmonize and indicate the same direction. Personal congruence occurs when all sides of your personality are in perfect harmony with what you are doing at a certain moment, maximum attention and focus. The result is such a high degree of self-report that what you say transmits strength, attracts and influences others. It is the first step towards authentic communication, effective relationships, long-term sales and successful negotiation.

One of the first things we find out about the surrounding world is that not all people share our point of view, and to understand a situation as a whole you need to have different perspectives on it. Under no circumstances is a completely “correct” perspective; understanding is based on many perspectives and all are partially true, but all are limited.

And then, what could a person do who wants to better understand the reality of others? What if this person is a manager who wants to be a LEADER? First, we show appreciation for understanding the importance of this aspect; Secondly, we invite him into the world of perceptual positions.

”ME” – the first perceptual position

The first perceptual position represents your own reality, your vision of the situation, your own position (through your eyes), which you find only when you are mentally and emotionally associated with your own person. To be as “at home” in this position, it is necessary to know yourself best. It is necessary to identify your cognitive distortions, to explore your personal beliefs and to “cleanse your inner self”: to correct the subconscious mental patterns with which the adult within you no longer agrees. It is important to know how to react natively in certain situations and to find, when necessary, other avenues of action. To look at the situation as fully as possible from this perceptual position means to analyze the triad of emotions – thoughts – actions, discussed at length in a previous chapter.

Attention to the blockages in positions: the blockage in this perceptual position, without continuing with the analysis of the situation from the other two positions, defines the state of self-centeredness.

”YOU” – the second perceptual position

The second perceptual position involves a creative leap of your imagination, so that you can understand the situation from another person’s perspective and be able to think in the way the other thinks. This perceptual position develops your mental capacity to perceive the world seen by the other, but also the emotional capacity to perceive what you might be feeling by putting yourself in his emotional state.

This perceptual position is the basis of empathy and gives you the ability to evaluate the feelings and opinions of the dialogue partner – we are talking about a cognitive and an emotional position. Real empathy, viewed from a psychological point of view, means to understand the emotions, thoughts and actions of the other, viewed at a time when you manage to be no longer “you”, but “he”, with everything he represents: emotional baggage , personal beliefs, thinking filters, emotional management modalities, automatic thoughts and conscious thinking mechanisms, as well as reasons for acting in one direction or another.

However, if you remain stuck in this perceptual position, you will live your life constantly being influenced by the opinions of others, preoccupied mainly with the good of others and sometimes forgetting your own reality and your own interest.

”OBSERVER” – the third perceptual position

The observer position implies a step beyond your perspective, but also of the person with whom you are in dialogue, in order to have a detached vision of the situation. The complete detachment from both perspectives brings you so that you are above them, as a spectator at a play or as an independent observer. This position helps you to analyze the ecology of all positions and to analyze the position of each one equally. There you can see the connection between the two points of view from the previous positions. There is a need to position yourself when negotiating or resolving a conflict in which you are directly involved. There it is good to help position yourself and your team members in a tense situation, for example, just so they can have a complete perspective on the situation (obviously, after they have passed, possibly with your help, through the others). two positions).

Be careful not to get stuck in this third perceptual position – you may become too detached and you will be perceived as insensitive and uninvolved by the people around you.

Of course, there are additional variants, the most known being the one developed by Robert Dilts (one of the founders of the NLP concept), who specified the fourth perceptual position: the “NEW” position, where we associate from the perspective of the entire system from which we belong.

There is not a single right perspective, because understanding and personal development is based on several perspectives and neither should be denied or considered superior to another. It is important to be able to position ourselves consciously as we want in any perceptual position, in order to be able to make the best decision in a given situation.

What are we talking about?

No matter what you propose as a leader – to create strategies or to mobilize the team to act and achieve its goals – your success depends on how you act. Even if you do well in all the other chapters, if the leader fails in this basic task, channeling emotions in the right direction, nothing he does doesn’t work as well as he could or should have. Because the true leader knows how to best impact the team’s mood; he does not just send messages – he transmits force, pure energy, and passion; convey emotion – real, constructive and authentic.

More specifically, what is the curriculum for this course?

• Neuro-anatomy of management
• Resonant leadership versus dissonant leadership
• Types of leadership Emotional neurology and emotional management
• The Emotional Intelligence of the leader
• Perceptual positions
• Thinking strategies

Who delivers this training?

• Speaker: Clara Nicoleta Necula, Trainer, Coach, CEO Neva Training
• Guest of Honor: Howard Dell, Professional Actor, Motivational Speaker, 8x World Transplant Athletics Champion

What do we get?

• All our knowledge, ideas, passion and involvement
• Graduation diploma
• Course materials
• 2 months weekly follow-up via email
• Easy-pass Academy of Sales & Management Neva Training
• VIP Access Academy Momentum

When and where can we meet?

• January 16, 2020, with course program 10.00 – 18.00
• Included breaks: 2 coffee breaks, one lunch break
• Hotel Marshal Garden 5 *, Dorobanți, Bucharest

We are waiting for you!

That means all the senses through which you perceive the world (visually, auditory, kinesthetic, olfactory, gustatory) have been activated in the direction of that desire, so that you see, hear, feel more aspects related to that desire.

In fact, it is about focus: you focus your attention in the direction of your desire and then things really happen. And not necessarily because the fulfillment of that desire was sent to you from somewhere, but because YOU perceived all the opportunities you hadn’t even noticed before.

And, related to this topic, did you know that there is a #nevatraining Workshop that lasts for 1 YEARS? Within the Time Management course, each participant notes, individually, their goals for the following year. Each one then seals this “WishList” in a beautifully colored envelope, which then receives the warmth and confidentiality of a larger envelope, from the team, sealed again (confidentiality is very important to us; you got the idea, right?) The team envelope remains kept in good stead in a “time capsule” of the NEVA Training office for 1 year, to be unsealed at the end of December, next year! It is wonderful to see how much you have achieved in that year – because you have thought, verbalized, written and used every opportunity!

To as many goals as possible achieved every year!

The most useful tool in evaluating portfolio products is the Boston Consulting Group Matrix (better known as the Boston Matrix or BCG Matrix), which, though invented by Bruce Henderson in 1968, is still useful today. This matrix divides the products of an organization into four categories, depending on the evolution of the product market and the market share of the product in the market compared to the most important competitor.

The use of the BCG matrix allows the analysis and planning of the product portfolio, determining which products are generating profit, which are the ones from which a significant increase in sales can be expected and where the company’s resources will have to be invested.

Each product has its own life cycle and each stage of the product life cycle presents a different risk and profitability profile. In general, a company should maintain a balanced product portfolio, which includes both high-growth and lower-growth, but profit-generating products.

The BCG matrix brings an extra in the analysis of the product mix. By knowing better the company’s product portfolio, managers can make decisions regarding priorities, not only regarding products but also on the strategic units of activity of the company. What are the 4 product categories presented by the BCG matrix:

• Stars: are products in a market with a high growth rate and which have a large market share. These products are leaders in the respective market, but they require large investments to finance their rapid growth. In time, their growth rate will slow down, and under the conditions in which the market share will be maintained, the “stars” will turn into “cash cows”.
• Question marks (dilemmas): are products in a market with a high growth rate, but with a small market share. “Dilemmas” are essentially new products that buyers must discover. The marketing strategy is to stimulate early followers. These products need massive investments and have low returns due to their small market share. They need to gain their market share quickly, otherwise, they can turn into “millstones”. Management needs to think carefully about which of the “dilemmas” they should try to turn into “stars” (and invest a lot) and which ones they should give up.
• Cash cow: These are products with a high market share, which are in mature markets. These are established, successful, highly profitable products that produce plenty of cash, which the company uses to pay their bills and support products that need investment. As a result of the low growth rate, they need less investment to maintain their market share. Therefore, “dairy cows” are the most desired products in a company’s portfolio;
• Dogs (millstones): they are produced with low growth rate and low market share. It is possible to generate enough liquidity to ensure their own survival, but they do not promise to become liquid sources. In general, “millstones” should be avoided and their impact on business minimized. Ambitious investment plans for these products do not produce spectacular results.

Despite the clear way of managing the product portfolio it proposes, the BCG matrix also has some limitations. The first problem arises from the way we define the market and from where we obtain market share data. However, this aspect is successfully prevented in the field of drug marketing, thanks to companies specialized in market research. Another problem arises from the fact that a large market share is not necessarily a profit-generating one, and segments with a reduced market share or “niches” may also be profitable, as sometimes “millstones” may be more profitable than “dairy cows”.

Although market growth is not the only indicator of a market’s attractiveness and this model does not reflect the growth rates of the total market, the Boston Consulting Group matrix remains an important tool for creating a successful marketing strategy.

*Extracted from Product Portofolio Management course.

The brand is the key element in the development process of a company, so it is important that it is used effectively and successfully in the sales process. A positive and powerful brand image is very difficult to create, but especially to be maintained, and the costs are not negligible at all. Brands are those intangible resources that need to be developed daily and maintained with great care. And the most important characteristics are: reputation, trust and recognition among customers.

There are many definitions given to the concept of brand; the simplest and easiest to understand is the one offered by the American Marketing Association, according to which “brand is a name, term, symbol, image or any combination thereof, with the role of identifying the product or service of a producer and differentiating them of the competition. “

Brands are extremely valuable for companies: they provide the company with legal rights protection, signal a level of quality and ensure the stability and fidelity of a number of customers willing to pay a higher price for the quality offered by the brand. Brand capital is the added value that a particular product has, reflected not only by the product itself and its quality, but also by other dimensions (especially emotional): the way consumers think and feel about the brand.

A brand is the way a product, service or company is seen in the minds of consumers. Of course, every brand is seen in a certain way by consumers. It should be noted that such a perception can be both negative, positive or neutral. Also, remember that not only a product, a service or a company can be branded, but also a state, a person, an event or even a building (Empire State Building tells you something, right?). In some cases, we don’t even need a logo or slogan, the identity is something else.

Branding is the process of building a brand. Usually, this process is a long-term process and involves a large mass of people. Depending on the way it is presented (or packaged), certain brands are built in a shorter time.

People involved in branding are trying to develop or align expectations behind the brand experience, creating the impression that a brand associated with a product or service has certain qualities or characteristics that make it special or unique. A brand is, therefore, one of the most valuable elements in an advertising theme. The art of creating and maintaining a brand is called brand management and it takes colossal work to achieve the desired results.

Usually, a brand consists of several important elements:

• Name (needless to say that a memorable name, which draws attention is important);
• The slogan (McDonald’s company slogan is known throughout the world: “lovin’it”);
• Logo (a visual brand that identifies the brand);
• Graphics (dynamic white ribbon on the Coca-Cola glass is a part of the brand);
• Shape (Volkswagen Beetle cars are unique);
• Color (Owens Corning is the only pink insulation brand that can be pink);
• The sound (from Intel’s iconic “bong” sound to McDonald’s jingle “ba da ba ba, lovin’it”);
• The smell (for example, the No. 5 Chanel perfume with rose and jasmine odor is registered as a trademark of this brand).

Whenever you see a message written or hear a song that you immediately associate with a brand, it means that someone has “done their job” well. And it wasn’t easy at all. There were thousands of people, thousands of hours worked, maybe hundreds of thousands of brilliant ideas and minds who knew that brands make a difference. Satisfactions are tailor-made: loyalty to the brand is living proof that consumer preferences are not always determined by the lowest price, and the true brand is bought, no matter the price, because it is unique and not only benefits. rational, as well as emotional.

*Extracted from Product portofolio Management course

It is obvious that to function optimally, any system needs to be powered, just as we need the motivation to achieve what we set out to do. Specifically, we need those stimuli that determine us to start a certain activity and which, at the same time, can support us until the moment of completion of that action. Each of us is guided in life according to principles, has certain values, ideas, opinions, and personal motivating factors. A leader needs to know his or her motivating factors before discovering the ones in the team.

However, we will not discuss intrinsic and extrinsic motivation, aspects that have been analyzed in the past. We discuss personal motivational styles and motivation direction. You can discover yours in the wake-up routine of each day.

For example, you are in a hurry to get to work, you are in traffic and everything seems to be moving too hard; your brain starts to show you pictures of your superior who is fighting for you, about your laptop full of emails, about customers you can’t find anymore, etc. At this point, you decide not to stay in the column and look for a bypass route. You have motivated yourself by building scenarios for the things you want to move away from.

Then there is another type of motivation. In the same busy traffic, you are thinking about how many wonderful things you have to do today, what presentation you want to prepare and what pleasant and successful meetings you have scheduled today. You think how achieving these goals will bring you closer to what you want, trying for feelings of joy, fulfillment, and competence. You have seen yourself doing certain things that bring you closer to the expected personal rewards and satisfaction. And, to experience all this and get to work faster, look for a bypass route.

Neuro-linguistic programming has found that these two types of motivation work in very different ways, even if they lead to the same behaviors. These two key elements of motivation represent what is called in the NLP “Motivation Direction”. Motivation direction is a mental program that affects our whole life. Everyone has mentally developed both types of motivations, Away from pain, discomfort, and stress or Toward pleasure, relaxation and gain.

The two types of motivation are useful in different situations. We all use both orientations in one situation and it is fascinating how we tend to specialize in one motivation direction more than the other. We become more motivated either toward images of success, pleasure, and gain or away from failure, pain, and loss. NLP research has shown that people tend to use the same mental pattern (same orientation of motivation) in different life situations. Thus, as in the case of personal beliefs, we develop patterns that we follow unconsciously, with greater ease.

*Extracted from the “Resonant Leadership” course*