Presentation 5 ‘ The performance’ Attractive & Catchy

The Laws of attention ‘ strong stimulant’ > extreme stuff ‘ familiar’ > comfort zone ‘ order’ > well organized ‘ Big’ > fill the room ‘ Moving’ > physical dynamic ‘ Suspense’ > let them wait; but not too long Familiar <> New > 70% <> 30%

‘ strong stimulant’ > extreme stuff

‘ familiar’ > comfort zone

‘ order’ > well organized

‘ Big’ > fill the room

‘ Moving’ > physical dynamic

‘ Suspense’ > let them wait; but not too long

Familiar <> New > 70% <> 30%

How to capture attention? Topical / ‘Hot stuff’ Unusual things New developments Suspense Tension / ‘Cliff hangers’ Emotional things: Sad & Happy Personal things Love and hate Down to earth Don’t ‘give it away’ at the beginning

Topical / ‘Hot stuff’

Unusual things

New developments

Suspense

Tension / ‘Cliff hangers’

Emotional things: Sad & Happy

Personal things

Love and hate

Down to earth

Don’t ‘give it away’ at the beginning

The Non-verbal presentation ‘aspects of attraction’ Posture Facial expression Eye contact Hands / gestures ‘ Movement’ Make-up Outfit / clothing Layout of the room Time Preparation ‘ Professional’ style

Posture

Facial expression

Eye contact

Hands / gestures

‘ Movement’

Make-up

Outfit / clothing

Layout of the room

Time

Preparation

‘ Professional’ style

Bodily Posture ‘Base-camp’ Straight / ‘proud’ ‘ Frontal’ / turned to the audience Make eye contact with the public Hands loosely together ‘ Working’ hands Feet 10 cm from each other Enthusiastic / Eager / Dynamic ‘ Big’ / Wide

Straight / ‘proud’

‘ Frontal’ / turned to the audience

Make eye contact with the public

Hands loosely together

‘ Working’ hands

Feet 10 cm from each other

Enthusiastic / Eager / Dynamic

‘ Big’ / Wide

Facial expression ‘expressive’ Make eye contact (‘Look at 4 sections’) Smile!! Show emotions Well-cared-for face Ladies: ‘some’ make-up and jewelry ‘ Big’ / exaggerate a little No cabaret / No show!

Make eye contact

(‘Look at 4 sections’)

Smile!!

Show emotions

Well-cared-for face

Ladies: ‘some’ make-up and jewelry

‘ Big’ / exaggerate a little

No cabaret / No show!

Gestures ‘sign language’ Do’s: Hands ‘loosly’ in front of you Talk with your hands Emphasize your words Create expression ‘ Bigger’ Don’t: Folded arms On your back In your pocket Around your crotch ‘ Fumble’ / Tics

Do’s:

Hands ‘loosly’ in front of you

Talk with your hands

Emphasize your words

Create expression

‘ Bigger’

Don’t:

Folded arms

On your back

In your pocket

Around your crotch

‘ Fumble’ / Tics

Appearance ‘First impression’ Well-groomed Suitable for the situation / public Polished shoes Clean clothes Fashionable Men: Jacket / Blouse (necktie) Women: Suit jacket / robe ‘ Dressed for Success’ Not ‘too’ multi-colored / flashy ≈ Business style & professional group Not ‘Under’- and ‘Over’-dressed Black & Red = power Little-bit sexy?

Well-groomed

Suitable for the situation / public

Polished shoes

Clean clothes

Fashionable

Men: Jacket / Blouse (necktie)

Women: Suit jacket / robe

‘ Dressed for Success’

Not ‘too’ multi-colored / flashy

≈ Business style & professional group

Not ‘Under’- and ‘Over’-dressed

Black & Red = power

Little-bit sexy?

The use of your Voice ‘ be the Pied Piper ’ Speak ‘louder’ Speak ‘slower’ Put emotions into it Change your diction and volume Articulate Use tone Make use of silence / pauses But: natural!!!

Speak ‘louder’

Speak ‘slower’

Put emotions into it

Change your diction and volume

Articulate

Use tone

Make use of silence / pauses

But: natural!!!

‘ Speech’ ‘words that work’ Do Comprehensible and short sentences Make it ‘Personal’: me-you Repeat your message Use ‘Strong’ words Use verbs ‘ Questions’ work Metaphors ‘work’ Listener-friendly & positive Win-Win talk Don’t: Use unfamiliar words / jargon Stopgaps & fillers

Do

Comprehensible and short sentences

Make it ‘Personal’: me-you

Repeat your message

Use ‘Strong’ words

Use verbs

‘ Questions’ work

Metaphors ‘work’

Listener-friendly & positive

Win-Win talk

Don’t:

Use unfamiliar words / jargon

Stopgaps & fillers

The power of the Rhetorical Question Construct your presentation with Questions: Why are we here? What’s the problem? What will work? So what is my suggestion? What do you think..? It activates your audience Their brains are going to work (Question …& short silence & look at them)

Construct your presentation with Questions:

Why are we here?

What’s the problem?

What will work?

So what is my suggestion?

What do you think..?

It activates your audience

Their brains are going to work

(Question …& short silence & look at them)

The power of images and story's They ‘tell’ more Enlighten the fantasy Touch deeper inner feelings Synthesize ‘ arouse’ Are remembered better But: They can puzzle and confuse

They ‘tell’ more

Enlighten the fantasy

Touch deeper inner feelings

Synthesize

‘ arouse’

Are remembered better

But:

They can puzzle and confuse

Humor Irony Anecdote Funny contradictions ‘ understatement’ Exaggeration Self-mockery Paradoxes Play on words / pun Beware off: Sex, religion, politics and washing machines

Irony

Anecdote

Funny contradictions

‘ understatement’

Exaggeration

Self-mockery

Paradoxes

Play on words / pun

Beware off:

Sex, religion, politics and washing machines

But: Beware of the Culture-Trap! ‘Nothing is what it looks like!’

Hofstede ’Cultural Dimensions’ and the Cultural trap

The Art of Persuasion Aristotle (384-322 v. Chr.) Rhetorical Logos ‘don’t we all know… The right arguments; ‘making sense’ Logical order / facts Pathos ‘tear jerker’ Conquer their hearts / playing with emotions Love / hate / Joy / grief / desires / disgust Ethos ‘shouldn’t we all…’ Appeal on values & standards; human rights Good & Truth & Beauty

Aristotle (384-322 v. Chr.) Rhetorical

Logos ‘don’t we all know…

The right arguments; ‘making sense’

Logical order / facts

Pathos ‘tear jerker’

Conquer their hearts / playing with emotions

Love / hate / Joy / grief / desires / disgust

Ethos ‘shouldn’t we all…’

Appeal on values & standards; human rights

Good & Truth & Beauty

Six ‘Weapons of Influence’ ‘Robert B. Cialdini’ Reciprocation People tend to return a favor; ‘give something > give something’ Authority People will tend to obey authority figures; ‘Millgram’ Commitment en Consistency If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment; ‘Cognitive dissonance theory’ Scarcity Perceived scarcity will generate demand / need Liking / Sympathy People are easily persuaded by other people that they like Social proof People will do things that they see other people are doing; imitation

Reciprocation

People tend to return a favor; ‘give something > give something’

Authority

People will tend to obey authority figures; ‘Millgram’

Commitment en Consistency

If people commit, orally or in writing, to an idea or goal, they are more likely to honor that commitment; ‘Cognitive dissonance theory’

Scarcity

Perceived scarcity will generate demand / need

Liking / Sympathy

People are easily persuaded by other people that they like

Social proof

People will do things that they see other people are doing; imitation

‘ Small talk’ Creates contact / ‘rapport’ Sustains contact A ‘Catchy’ first sentence: Something ‘hot’ A saying A compliment / ‘thanks’ Something interesting for the other A nice ‘gossip’ (risky) A joke Beware of sex, religion, politics and washing machines

Creates contact / ‘rapport’

Sustains contact

A ‘Catchy’ first sentence:

Something ‘hot’

A saying

A compliment / ‘thanks’

Something interesting for the other

A nice ‘gossip’ (risky)

A joke

Beware of sex, religion, politics and washing machines

Again: ‘Credibility & Trust’ By: Taking care of your audience ‘ Stand inside their shoes; show empathy Create sympathy Show respect for their feelings, opinions and position ‘ At your service’; be a servant leader In: language / style / humour / values Taking care of yourself Be who you are Open / sincere / sound Authority / expert Assertiveness / powerful / able-bodied Use your strong points: serious / humor In Head / Body / Tail

Taking care of your audience

‘ Stand inside their shoes; show empathy

Create sympathy

Show respect for their feelings, opinions and position

‘ At your service’; be a servant leader

In: language / style / humour / values

Taking care of yourself

Be who you are

Open / sincere / sound

Authority / expert

Assertiveness / powerful / able-bodied

Use your strong points: serious / humor

In Head / Body / Tail

Answering questions Listen carefully; check ‘ did I understand you right….’ Repeat the question in front of the audience Always be friendly ‘ this is an absorbing question...’ Direct yourself to the complete audience Don’t discuss ‘ are there other interesting questions....? Stay ‘in charge’ Repeat the essence of your message Be honest and vulnerable ‘ this question would take time for me…’

Listen carefully; check

‘ did I understand you right….’

Repeat the question in front of the audience

Always be friendly

‘ this is an absorbing question...’

Direct yourself to the complete audience

Don’t discuss

‘ are there other interesting questions....?

Stay ‘in charge’

Repeat the essence of your message

Be honest and vulnerable

‘ this question would take time for me…’

Kinds of Questions and Answers Kinds of Questions Explorative Clarification More information Critical New/other ‘facts’ Other/new opinions ‘ Tackles’ / Awkward ‘ I’m smarter’ Exaggerations To ‘draw you out’ Making a fool of you What to do? Look & Listen Continue to ask Could you explain..? Reflect on ‘ You’ve got a different opinion?’ ‘’ You mean..? Isolate / ‘pull in’ Humour “ Can we discuss this in private?

Kinds of Questions

Explorative

Clarification

More information

Critical

New/other ‘facts’

Other/new opinions

‘ Tackles’ / Awkward

‘ I’m smarter’

Exaggerations

To ‘draw you out’

Making a fool of you

What to do?

Look & Listen

Continue to ask

Could you explain..?

Reflect on

‘ You’ve got a different opinion?’

‘’ You mean..?

Isolate / ‘pull in’

Humour

“ Can we discuss this in private?

Presentation The three Core-Competences Handle with care: Your audience ‘ Sympathy’ Your storey ‘ The message’ Yourself ‘ Impact ’ The Head ‘ A flying start’ The Trunk ‘ Body Building’ The Tail ‘ Happy ending’

Handle with care:

Your audience

‘ Sympathy’

Your storey

‘ The message’

Yourself

‘ Impact ’

The Head

‘ A flying start’

The Trunk

‘ Body Building’

The Tail

‘ Happy ending’