Course sheet · 2027 catalogueSoft skills

Understanding Others’ Motivations and Behaviours

One day to understand why a colleague, an employee or a client acts as they do, instead of attributing intentions to them. Participants learn to observe behaviours, to separate needs, values, context and each person’s constraints, then to adapt how they communicate and phrase a request. The cases come from their own difficult working relationships.

Duration1 day

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Objectives

Distinguish observed behaviour from the interpretation we make of it
Explain the main drivers of behaviour at work: needs, values, interests, context and constraints
Identify the biases that distort our reading of others: attribution, first impressions, group effect
Adapt your communication and requests to the motivations of the person you are dealing with
Analyse a difficult working relationship and define a new way of acting within it

Programme

Day 1 — morning

Facts, interpretations, judgements: what we see and what we assume
What makes people act: needs, values, interests, fears, and the weight of the situation
Reading biases: explaining others’ behaviour by their character and our own by circumstances
Exercise: re-read three behaviours participants find incomprehensible

Day 1 — afternoon (workshop)

Behaviours under pressure: withdrawal, control, opposition, over-adaptation
Questioning to understand rather than guess: the motivation behind a refusal or resistance
Role play: an experienced team leader who is holding back the adoption of a new way of working
Workshop: analysis of a difficult working relationship and an adapted communication plan, then a knowledge test

Teaching methods

Analysis of situations brought by participants, without naming the people concerned
Exercises distinguishing facts from interpretations
Role plays on the understanding conversation
Short case studies: resistance to a procedure change, a scheduling clash between two teams, a supplier who misses deadlines

Assessment and documents

Knowledge test at the end of the day, post-training evaluation at D+1. Numbered training certificate, verifiable online, given to each participant; training report sent to the company.

Bilingual materials for every participant; each classroom course comes with its digital twin on OmniLearn.

Frequently asked questions

Do we learn to sort people into types?

No. The course avoids labels. It gives a method to observe, question and understand a person in a given situation, without reducing them to a profile.

How is this different from “Knowing Yourself to Manage Better”?

That other day is about the manager themselves. Here the attention turns to others, employees, colleagues, clients or suppliers, and to how to adjust your communication to what motivates them.

Is the course only for managers?

No. It suits anyone who has to obtain other people’s cooperation: project leader, buyer, sales rep, HR or support function.

Practical information

Duration: 1 day
Audience: Managers, project leaders, HR functions, sales staff and buyers
Prerequisites: No prerequisites
Group size: Groups of 6 to 12 participants, in-company
Format: In-company, face to face on your site
Language: French, Darija or English; bilingual materials
Funding: OFPPT special training contracts (TFP), GIAC, Maroc PME: we prepare the applications with you, at no extra cost.
Programme customisation: Programme adapted to your procedures, your equipment and your audience