Coalface Dialogue Services

Today's leaders must excel at dialogue. You must be adept at handling interactions with a wide range of stakeholders including customers, business partners, internal customers, shareholders, regulators and the media.

Coalface Dialogue is a sales and leadership consultancy specializing in negotiations and interest-based dialogue. We assist our clients to COMMUNICATE persuasively, NEGOTIATE better outcomes, and EXECUTE business initiatives.

We achieve this through a combination of consulting, facilitation, training and project management. No two projects or interventions are the same so the combination of services for each assignment is always crafted to meet your specific needs and objectives.

What makes us different?

1. We deliver PRACTICAL solutions utilising the Coalface interest-based dialogue methodology
2. We integrate with and LEVERAGE your existing methodologies and tools
3. We take a very PRAGMATIC approach to executing our deliverables

Interest-based Dialogue

Coalface's consulting methodology and communication skills programmes are based on interest-based dialogue. Moving from positions to underlying interests enhances the effectiveness of interventions and the outcomes achieved.

The Coalface methodology is distinct from other approaches because it formally includes preferences and innovation, which further increase the generation of positive outcomes.

Coalface Consulting

Our experienced consultants provide strategic, practical and tactical guidance, for the preparation, facilitation and implementation of a wide range of business interventions. Delivery of services may be face to face, by phone or remotely via the internet.

Coalface Training

To help you meet today's challenges we offer focussed skills development programs that can be further customised to meet your specific needs. Below is a selection of our training programs:

Communication and Collaboration

Communication is the key to being effective and successful in business and life. At Coalface we have chosen to use the term ‘dialogue' in the company name as dialogue embodies communication, a sense of purpose, connecting and interchanging between parties as a 2-way process.

Three core workshops we offer around communication and collaboration are:-

• Interest-based Problem Solving - more satisfying outcomes and stronger relationships
• Facilitation Skills - more effective business reviews, meetings, briefings, seminars, workshops, events
• Presentation Skills - getting your point across

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Leadership and Management

Leadership entails visualising the goal, effectively communicating the vision, and persuading people to move together and work towards a goal that they perhaps don't yet see or believe in.

Leaders must excel at dialogue and must be adept at handling interactions with a wide range of stakeholders and motivate them into action. Today's leaders face even greater challenges than before, leading and managing teams across organisational and geographic boundaries, they must also work effectively with many cultures. Here are three programmes to develop and enhance management and leadership skills for such situations:-

• Leading Virtual Multicultural Teams - better results across organizational and geographic boundaries
• Management Skills for IT and Technical Professionals - transition to supervisor and manager
• Performance Coaching - practical applications for leaders and managers

These programs will train and coach your staff to make a smooth transition from technical to supervisory and managerial roles and generate higher results through their teams regardless of geography and culture.

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Negotiation and Influencing

We offer a full range of negotiation services from strategy consulting and preparation for live negotiations to training, process observation and coaching.

Coalface is proud to announce that from 2010 participants across Southeast Asia can now attend the new modular public program offering from ENS International, which allows for learning at your own pace and less time away from the office.

• Developing Effective Negotiation Skills - a solid foundation for everyone (yes everyone)
• Professional Negotiating and influencing - rounding out the skills of more frequent negotiators
• Advanced Negotiating and Influencing - for the most complex and high-stakes negotiations

We continue to offer in-house the 4-day Professional Negotiating and Influencing program, either as 4 consecutive days, or as 2+2 days with a chance to practice.

Similarly, we continue to offer in-house the "classic" 3-day Developing Effective Negotiation Skills program as run in throughout Asia for more than 20 years.

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Procurement, Sales and Service

Many organisations have over the last few years invested heavily in skills training for procurement, sales and service. With the global financial crisis there has been so much focus on price that many procurement, sales and service personnel forget the big picture.

Taking sales as an example, interviews at C-level and with senior management of customer organisations show that very few sales representatives or account managers fully meet the expectations of their customers. Unfortunately too many sales representatives still approach complex sales as if they are ‘just another sale'. Too often they fall into the vendor trap, they become obsessed with price and fail to negotiate effectively or create any real lasting value.

Below is a selection of programs that move your procurement, sales and service personnel to be more effective by thinking about the ‘big picture'.

• Business Acumen and Simulation - optimise your business and profits
• Interest-based Situational Selling - more sales and more satisfaction
• Moments of Truth - a unique video-based service excellence program

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