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Power Talk! Communicating with Clarity, Relevance & Impact

Course Exercises

Barcelona Activa Àrea d’Economia, Empresa i Ocupació

Mitch Berman | BERMAN ADVANTAGE

What’s wrong with this e-mail? ---Original Message--- From: Your Manager Sent: 15 Jan 2013 12:57 To: You Subject: Catch up

I was speaking to Mark about the project team that you are working on and he told me about the vital role you were playing in helping the team to “get along”. I also read about the project in the internal magazine and saw how punctual delivery of this project is critical and I thought about how completion of it of   it will look great on your CV. I got your request for annual leave and wanted, with all these existing pressures, to check it works within the context of the project before I sign it o!. Do you have the project manager’s agreement to your leave? I would be grateful if you could let me know.

Message accomplished!

---Original Message--- From: Your Manager Sent: 15 Jan 2013 12:57 To: You Subject: Could you please send your project manager’s authorization for your leave request?

Could you please send me your project manager’s authorization for your leave request? I need this to be sure that it doesn’t compromise the project, your own development, or the project team stability.

Using simple intensifiers to EMPHASIZE your points can make your communication more persuasive.

Word emphasis

Examples of Word Emphasis:

I’m afraid it just isn’t enough. The entire system needs updating.

We really need to rethink our whole recruitment process.

Repaying such a substantial loan is going to be extremely di"cult.

We’ve done much better than expected, even better than last year.

We now lead the market, even though it’s still so highly competitive.

There’s absolutely no chance at all of us breaking even in 2015.

Exercise:

1)  We’re doing well now, but how can we do better? (very, even)

2)  I’m aware that it’s been a disaster from start to finish. (fully, total)

3)  I’m certain that we’re in a better position now. (100%, significantly)

4)  There’s no chance of making progress. (absolutely, whatsoever, real)

5)  It’s obvious that we made a mistake. (quite, terrible)

6)  It’s too late to do anything about it. (actually, far, at all)

7)  We can’t be expected to manage on a tiny budget. It’s ridiculous.

(really, such, just)

Following a rhetorical question with 3-part answer enhances vocal dynamics and impact.

tripling

Examples of Tripling:

How did we reach our goals? (Rhetorical question) Simple. (Short response) By building new plants, (Three-part answer) by taking on more workers, by keeping production costs down.

What’s the solution? (Rhetorical question) Easy. (Short response) Cut expenses, (Three-part answer) cut sta"ng levels, cut salaries.

Exercise:

Where are the best opportunities? It’s obvious. In Germany, in Japan, and in Brazil.

Can we improve performance? Yes. In terms of output, in terms of turnover, and in terms of profit margin.

How are we doing? Better than ever. The customers like us, the banks like us, and shareholders like us. Need I say more?

Exercise:

Does comparative advertising work? Of course it does. Ask IBM, Apple, and Pepsi. They’ll tell you.

How can we beat the competition? I’ll tell you. On reliability, on quality, and on price. That’s how!

What would cuts mean at this stage? Disaster! No new plants, no new products, and no new ideas!

Repetition of key words can transform simple communication.

repetition

Examples of Repetition:

Example 1: Simple Repetition

The response has been much, much better than anyone expected.

It really is very, very di"cult to predict what might happen in 2020.

Example 2: Statement – Repetition – Explanation

We didn’t go AHEAD… We didn’t go ahead – because we weren’t READY.

Example 3: Pause and Strong Repetition of Key Word

Nobody knows that better than we do – NOBODY. Everybody makes mistakes – EVERYBODY.

Exercise:

1) Sales are up – spent more – advertising

Sales are up. Sales are up because we spent more on advertising.

2) Profits are down – costs – risen

Profits are down. Profits are down because costs have risen.

3) Market – flat – still in recession.

The market is flat. The market is flat because we’re still in recession.

4) ________ would persuade us to cooperate with the Belgians. ________.

5) ________ American company has succeeded in this market. ________.

6) We must ________ remember who are real customers are. _________.