1. Management Culture and Communication October 14, 2016

2. Agenda  Readings Journal Due Dates  The Intern: Grecia Avalos  Harnessing the Science of Persuasion: Brian Casas  Change the Way You Persuade: Sherif Yusuf  The Irresistible Power of Storytelling: Chung Tran  Engage through Storytelling: Joao Barata

3. Readings Journal Due Dates  First part due Monday Oct. 16  Full journal due Friday Oct. 21  Penalty for late journals  One grade lower for each day late

4. Follow-up  Return e-mail assignment  Return feedback  Discuss visit to City Hall and presentation  CEO Speech Team Presentation  Social Media Team Presentation

5. CEO Speech Team Presentation  Choose a video clip (2 min or less) of a speech by your CEO.  Speak for five minutes each.  Comment on one of the following each:  CEO’s speech: content and context  Culture of the company  CEO’s communication style  Background of the CEO and company

6. Social Media Team Presentation  Show examples of the company’s use of social media.  Select video clips that run two minutes or less.  Speak for five minutes each on how the company uses one of the following:  Twitter  Facebook  YouTube  LinkedIn

7. The Intern  Presentation by Grecia Avalos  Study Questions

8. Study Questions  How did Ben Whitaker’s life change after he became an intern?  How did Jules Osten’s life change after Ben Whitaker came to her company as an intern?  What references to sexism in business did you see in the movie?  What impact did Ben Whitaker have on the company and its personnel?

9. Harnessing the Science of Persuasion  Presentation by Brian Casas  Discussion

10. Harnessing the Science of Persuasion Presentation by Brian Casas October 14, 2016

11. Agenda  What did you learn?  What did you find interesting?  Your One-Minute Gem  Presentation

12. One-Minute Gem  A handful of gifted “naturals” know how to capture an audience, sway the undecided, and convert the opposition. Watching these masters of persuasion work their magic is at one impressive and frustrating.  The frustrating part is that these born persuaders are often unable to account for their remarkable skill or pass it on to others. Their way with people is an art, and artis as a rule are far better at doing than at explaining.  Louis Armstrong: “If you have to ask what jazz is, you’ll never know!”

13. The Six Principles of Persuasion  Liking  People like those who like them  Reciprocity  People repay in kind  Social Proof  People follow the lead of similar others

14. The 6 Principles of Persuasion (cont.)  Consistency  People align with their clear commitments  Authority  Peope defer to experts  Scarcity  People want more of what they can have less of

15. Application of the Principles  Liking  Uncover real similarities and offer genuine praise  Reciprocity  Give what you want to receive  Social proof  Use peer power whenever it’s available

16. Application of the Principles (cont.)  Consistency  Make their commitments active, public & voluntary  Authority  Expose your expertise; don’t assume it’s self-evident  Scarcity  Highlight unique benefits & exclusive information

17. Vocabulary  Consensus  Concession  Compliance  Compelling  Self-evident  Cross-functional team  Tupperware

18. Change the Way You Persuade Presentation by Sherif Yusuf October 14, 2016

19. Agenda  What did you learn?  What did you find interesting?  Your One-Minute Gem  Presentation

20. One-Minute Gem  “All too often people make the mistake of focusing too much on the content of their argument and not enough on how they deliver that message.  Indeed, far too many decisions go the wrong way because information is presented ineffectively.”  Determine who the chief decision maker is and tailor your arguments to that business leader’s decision-making style.

21. Decision-Making Categories  Where do you fit?  Charismatics  Thinkers  Skeptics  Followers  Controllers

22. Ways to Influence Each Style  Charismatics  Thinkers  Skeptics  Followers  Controllers

23. Vocabulary  Buzzwords  Hypothetical situation  High-stakes choice  Mismatched  Default style  Traits

24. The Irresistible Power of Storytelling as a Strategic Business Tool Presentation by Chung Tran October 14, 2016

25. Agenda  What did you learn?  What did you find interesting?  Your One-Minute Gem  Presentation

26. One-Minute Gem  Strategic storytelling has been used to change attitudes and behaviors.  “The most successful storytellers often focus listeners’ minds on a single important idea, and they take no longer than a 30- second Superbowl spot to forge an emotional connection.”  Watch “Budweiser USA: Super Bowl XLVIII Commercial/Puppy Love”

27. How does each principle below respect readers, and save them time?  Puppy Love  Budweiser and Shakespeare  Freytag’s pyramid

28. Vocabulary  Clydesdale  Yellow lab  Frolicking  To sneak out  If he were a betting man, he would have cleaned up.  Super Bowl  “Best Buds” and “Puppy Love”

29. Engage through Storytelling  Presentation by Nancy Duarte  Discussion  Study Questions

30. Engage through Storytelling Presentation by Joao Barata October 14, 2016