Writing & Speaking for Business By William H. Baker Chapter Ten

Understand Context and Audience

Deciding on Strategy Memorized Manuscript Extemporaneous Impromptu

Deciding on Strategy

Informative Messages

Persuasive Messages

Indirect Order

Direct Order

Aristotle’s Rhetorical Strategies

Rank’s Persuasion Model

Essential Conditions for Influence (Graber) 1.Audience must be open to persuasion 2.Presenter must possess relevant information 3.Presenter must have good persuasion skills 4.Presenter must have internal capital 1.Audience must be open to persuasion 2.Presenter must possess relevant information 3.Presenter must have good persuasion skills 4.Presenter must have internal capital

Human Tendencies 1. Avoid negatives 2. Seek positives 3. Respond to emotions 1. Avoid negatives 2. Seek positives 3. Respond to emotions

Creating the Content Effective Messages Clear Valuable S: Keep it simple U: Include the unexpected C: Explain in concrete terms C: Make credible E: Arouse human emotion S: Tell a story Memorable

Creating the Content Opening Rhetorical question Appropriate humor related to the topic Attention-getting visual Short, memorable proverb Interesting story Good or bad example

Creating the Content Agenda Types a.Quantify b.Identify c.Organize d.Symbolize Agenda

Creating the Content Six Conditions Enhance Content Effectiveness Audience has prior subject knowledge Information is interesting to audience Information is important to audience Audience needs immediate application Information creates vivid mental image Audience takes written notes during presentation Body

Creating the Content Provide all the information the reader wants & needs WhoWhatWhen WhereHow Why Body

Creating the Content Repeat major points of the presentation. Revisit opening hook. Draw conclusions and recommendations. Give a challenge. Express hopes or feelings about message application. Conduct question-and-answer session. Repeat major points of the presentation. Revisit opening hook. Draw conclusions and recommendations. Give a challenge. Express hopes or feelings about message application. Conduct question-and-answer session. Closing

Creating Visual Aids Common Visual Aids Slide shows Handouts Objects Posters & flip charts Slide shows Handouts Objects Posters & flip charts

Delivering the Presentation Be Knowledgeable Be Knowledgeable Be Likable Be Likable Be Genuine Be Genuine

Nonverbal Messages Maintain good eye contact; keep your eyes alive and active; carry on three-second conversations throughout the audience. Use gestures to augment the content; gesture with hands above the waistline; make gestures match the content; drop hands to the side when not gesturing. Be well groomed; wear clothing that is comparable to or slightly more formal than that of the audience. Use the floor space effectively; don’t wander aimlessly; don’t rock back and forth.

Adapt to Changing Conditions

Question & Answer Time Q&A Make sure everyone has heard the questionMake sure everyone has heard the question Involve everyone in your answerInvolve everyone in your answer Answer each question clearly and conciselyAnswer each question clearly and concisely If you don’t know the answer, admit it and then provide an answer laterIf you don’t know the answer, admit it and then provide an answer later As appropriate, use visuals to support your answersAs appropriate, use visuals to support your answers

Team-Presentation Factors RehearsalAttentiveness Q & A Transitions Visuals Appearance Introductions