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One more way to set goals for a presentation

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One more way to set goals for a presentation

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One more way to set goals for a presentation

  1. 1. One more way to set presentation goals Alexei Kapterev alexei@kapterev.com m
  2. 2. Question What is a good goal for a presentation 
 when you talk to well-educated and motivated people?
  3. 3. What’s so special about this audience? ✤ They pay more attention to what you say ✤ And less attention to how you say it 
 (gestures, tone of voice, your Brioni suit etc) ✤ Pop psychology tricks are unlikely to work with them
  4. 4. This doesn't look questionable This looks like a total bull***t
  5. 5. To entertain If informing is boring — let’s entertain! Let’s do standup comedy! With PowerPoint! Now it’s a highly entertaining waste of time. To motivate Motivating, persuading to buy seems kinda fine. But is it really? To inform It’s where most people start, the goal is “to tell” or “to explain”. 
 The problem is that it’s BORING. THREE GOALS ACCORDING TO CICERO
  6. 6. Problems with “the goal is to motivate” ✤ Ethically questionable: the’s no line between 
 “soft sell” and “hard sell” ✤ Takes a lot of emotional effort and may lead to emotional burnout ✤ You don’t learn to do it on a two-day seminar
  7. 7. Question Why do people *listen* to presentations? Answer They want to make a decision—and a good one.
  8. 8. ✤ Should I read this book? ✤ Should I attend this seminar? ✤ Is the quarterly goal realistic? ✤ Should we buy this new equipment? ✤ Can we approve this loan? For example…?
  9. 9. Key message As presenters, we should help people make better decision.
  10. 10. Question How is it different from motivating or informing?
  11. 11. To motivate Here’s a particular thing or idea that I want you to buy and 
 all the data in my presentation aligned to support my conclusion Helping to make a good decision Here’s a decision-making process, here are my results but you should re-examine everything and make your own choice To inform Here’s your information, you do what you want with it
  12. 12. Question What’s a “good decision”? Answer Any decision is a *result* as well as a *process*.
  13. 13. Ultimately bad result (though probably good presentation!)
  14. 14. Relatively good process Relatively bad process
  15. 15. Frequently asked question What's more convincing, a story or a piece 
 of statistical evidence? Answer That’s a wrong question to ask. We should be asking “what helps us make a better decision”?
  16. 16. The key question How do we make good decisions? A very vague answer It depends on a) importance and b) resources available
  17. 17. Not important, few resources Coin flip Intuition Periphery cues Very important Mathematical models Important, some resources Naturalistic decision-making
  18. 18. ✤ Commons space ✤ Problem ✤ Success Criteria ✤ Alternatives ✤ Simulations ✤ Choice Sample decision-making model There are dozens of them: GOPHER, DECIDE, и т.д. THIS IS YOURPRESENTATIONSTRUCTURE!
  19. 19. ✤ The question we should be asking ourselves as presenters: what’s the best decision-making process here? This should be the structure of our argument. ✤ We need to think about audiences’ long-term interests and try to make decisions based on that ✤ The presentation title should be set in terms of decision- making ✤ I think this approach makes a lot of sense for motivated and educated audience In conclusion
  20. 20. www.kapterev.com alexei@kapterev.com +7 495 764 1898 Presentations, etc. m Alexei Kapterev

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