Psychological Contract

In a meeting, in a discussion with the client, a stakeholder or a team member, a manager needs to know how to set the rules of the game, because the rules of the game are influencing and eventually determining the final outcome.


The rules lay in words and the key word of the talk is “deconstructing”. The rationale behind clear commitments is the fact that we have expectations from others (colleagues, subordinates, mentors) and, at the end of the day, part of their failure might be they way WE “closed the deal”. Or, the other way round, our managers require some deliverables and, we might be trapped into committing something different. How can we make things clear enough? Or how can we hide behind sentences?:)


This is an interactive session where participants can learn about psychological contracting applied in 1 to 1 conversations and are invited to practice deconstructing general commitments to the level where they are specific and much better to track and report.



Presentation Bi-dimensional contracts. Discuss 4 guidelines for setting the ground rules of an interaction/meeting. Identify which are the areas that need strong skills in contracting people and teams.