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%

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

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

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

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!

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

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?

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!!!

‘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 talkDon’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)

The power of images and story's

They ‘tell’ more Enlighten the fantasy Touch deeper inner

feelings Synthesize ‘arouse’ Are remembered betterBut: They can puzzle and

confuse

Humor Irony Anecdote Funny contradictions ‘understatement’ Exaggeration Self-mockery Paradoxes Play on words / punBeware 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

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

‘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

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

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…’

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?

PresentationThe 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’