MAG3 – Behaviors and motivations

  • Public : Managers, sales directors, sales managers, department heads
  • Price : €5200 excluding VAT for a group of up to 10 people
  • Access time : 2 weeks
  • Accessible for people with reduced mobility
  • Prerequisites : None.
  • Duration : 4 days (28 hours)
  • Updated on : 30/01/2023

– Identify success factors in relationships.
– Identify strengths and risks in relationships.
– Define the behavior to adopt according to the person you are dealing with.
– Create a relationship of trust, regardless of the person you are dealing with.
– Develop operational listening skills.
– Understand the impact of your behavior on relationships and interactions with others.
– Manage your environment and how you can influence it.

Mobilized skills
– Create healthy, authentic human relationships
– Stop judging those who are different
– Rationalize human relations
– Understand how a team functions, build or optimize it, foster collective intelligence

Evaluation methods
– Trainee positioning at the start of the course
– Trainee assessment using the following methods: On-the-spot assessment, quizzes and role-plays
– Follow-up and support for trainees throughout the course, using the following methods: quizzes and MCQs

Methods employed
– Knowledge transfer: Videos, comprehensive training aids
– Co-construction between participants: group discussions, case studies, individual quizzes
– Immersion: trainee situations, observations and debriefings, optimization of actions, corrective action, demonstration

DAY 1 : motivations

  • Maslow’s and Spranger’s motivations.
  • Our filters on the world around us.
  • The basis of our actions and the priorities in our lives.
  • How to detect your interlocutor’s motivations.



  • Using the results and debriefing.
  • Case studies.

DAY 2 : The behavior

  • Discover the concept of behavioral analysis – Define the limits of this analysis
  • Discovery of the Marston DISC. Discovering Jung’s preferences
  • Discovering and learning the Insights® method. Natural style – Adapted style
  • Understanding the measurement tool: questionnaire – indicators – scores – graph comparison
  • Reading and interpreting results


Practice :

  • Using the results and debriefing
  • Case studies

DAY 3 : Behaviors and team

  • Highlighting the team wheel
  • Pragmatic team functioning and cohesion
  • Facilitating and limiting factors
  • Optimizing team functioning, deconstruction and restructuring


Practice :

  • Working on the team wheel
  • Building and optimizing a team
  • Collective intelligence

DAY 4 : Me, the other and the situation

  • Learn to deal with the 3 criteria
  • Define your level of flexibility and how to extend it
  • Rationalize your actions, behavior and interactions with others
  • Detect behavioral styles and nurture the motivations of others to stimulate and motivate
  • Encourage interaction and eliminate judgment. Understand differences and know how to capitalize on them



  • Practical exercises and simulation of past cases.