tc(public speaking)

7/30/2019 Tc(Public Speaking)

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PUBLIC SPEAKING , BUSINESS

CONVERSATION AND ART OF PERSUASION-

MODULE - I

BY

VIDYA ASHOK VRISHTY RUSTAGI SWATI GUPTA

B-TECH BIOTECH B-TECH BIOTECH B-TECH BIOTECH4th YEAR 4th YEAR 4th YEAR

ROLL-38044 ROLL- 38056 ROLL- 38007SECTION R SECTION R SECTION - R

SUBMITTED TO

PRIYALECTURER COMMUNICATION SKILLS

AMITY UNIVERSITY


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ACKNOWLEDGMENT

We take this oppurtunity to express our gratitude to MS. PRIYA Faculty, Amity

University Uttar Pradesh for her valuable guidance throughout the work. It was a

privilege to be with her. We are grateful to Dr. A.K. Srivastava , Director, Amity

Institute of Biotechnology, Amity University Uttar Pradesh, for providing us the

institutional facilities for carrying out our work

VIDYA ASHOK

VRISHTY RUSTAGI

SWATI GUPTA


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Table of Contents

PUBLIC SPEAKING

EFFECTIVE PUBLIC SPEAKING

ART OF PERSUASION

BUSINESS CONVERSATION


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PUBLIC SPEAKING

Speaking is an important method for

communicating knowledge and expressing ideas.

Being able to verbally communicate effectively to

other individuals or to groups is essential in school,

business, as well as your personal life.

Public Speaking Occasion

The nature of the occasion will obviously have

a great bearing on your speech. The occasion

will dictate not only the content of your speech,

but also the duration, the tone, and the

expectations of your audience. For example, humor may be inappropriate during a

business presentation or a eulogy, while it may be welcome during a wedding speech,

or a sports event. You should also be aware of your role and any observances that

you should make during your speech (For example, a Best Man ought to close his

speech with a toast to the Bride and Groom).

Digging deeper, The Occasion is fairly self-explanatory, or so we think. But you

should never stand in front of a large group of people and make a speech based on

assumptions. The very first thing we must get to know before speaking in public is

the occasion itself.

Perhaps you think you know the occasion and are tempted to skip to the next chapter.

It's a best man speech, what else is there to know? you may ask. Let's have a closer

look.


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You've been asked to be the Best Man of a good friend who you know through work.

You start thinking about the guy you know though the office, the joker, the work-

related social gatherings you've attended. You figure you've got some great material

for your speech. But, you think smartly, it's time to find out if there is more to the

occasion. Aspects to his life of which you are not aware. You contact the groom's

sister and ask whether there is anything to consider. Yes, she tells you, their mother

has a grave illness and will not be able to attend the wedding. Also, the groom's

brother is serving overseas and also not be able to attend the wedding.

Suddenly a simple best man speech has become something completely different. It is

a bittersweet occasion due to the absence of close family. There is also serious illness

in the family. You also realize that you have likely been asked to be best man due tothe absence of a brother in patriotic duty overseas.

You have an idea. You contact the groom's sister and ask if she thinks the family

would object to you featuring a message, a recorded message, from the groom's

absent brother as part of your best man speech. She loves the idea!

The point being of course, that a speech is never just a speech. There is always an

occasion, and labels such as wedding, retirement, eulogy do not constitute anoccasion while marriage of childhood sweethearts, retirement of much loved lifelong

company man whose grandson has just joined the firm and eulogy for first generation

immigrant, mother of four and grandmother of eleven certainly are occasions.

Knowing this distinction, and taking the time and care to do your research, set you on

the road to a very special, memorable speech.

Types of Public Speaking

In a public speaking class there are three kinds of speeches you're almost definitely

going to be assigned: informative, persuasive, and ceremonial. Here's what each of these

kinds of speeches is all about, and some tips on how to deliver these kinds of speeches

effectively.


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Informative Speeches. The purpose of an informative speech is to teach the audience a

small but useful tidbit of information. If your speech is a success, the audience will walk

away with some new knowledge. Here are some tips to keep in mind for effective

informative speaking:

Don't cram too much information into your speech or you'll lose your audience.

Keep it simple.

Be careful not to include information your audience does not understand. Avoid

using terms that all or some of the audience will not recognize. If you do use

unfamiliar terms, be sure to define them very clearly.

Choose a topic your audience will find interesting and relevant.

Make sure your speech is not persuasive. You're trying to teach your audiencesomething, not change their mind.

Persuasive Speeches. The purpose is a persuasive speech is to change people's minds or

behavior about something. This is a very difficult thing to do. For a persuasive speech to

be truly effective, it's not enough to simply present your arguments in an eloquent way.

You need to actually get the audience to change their minds. Here are some tips for how

to deliver a persuasive speech:

Deliver your speech with passion. No one's going to be convinced unless it's clear

that you really care.

Look for common ground with the people in your audience who disagree with

you. For example, if you're giving a speech on abortion, include a statement such as,

"I know that all of us can agree that preventing unwanted pregnancies is important."

By doing so, you reach out to people on the other side and demonstrate that you're not

the enemy-- and then they'll be more likely to listen to you.

Don't choose an impossible task. In your short speech, you won't change anyone's

mind about gun control. However, you might change their minds about a smaller part

of this issue, such as whether a certain type of weapon should be legal.
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Ask your audience to take a specific action-- and one that they might actually

take. Asking people to call their elected officials will not be effective. However, if

you ask your audience to recycle their campus newspapers, they just might do that.

Ceremonial Speeches. A ceremonial speech is one that is given to mark an important

occasion in someone's life, such as a graduation speech, awedding toast, or a eulogy at a

funeral. These speeches can be both emotionally moving and fun. Here are some

ceremonial speech tips:

Tell lots of stories about whomever you're giving the speech about. Stories are

what make the person or people you talk about come alive for your audience in the

speech, so replace generic adjectives with stories. For example, instead of saying,

"She's a very thoughtful person," say, "She sends birthday and anniversary cards to

everyone she knows."

Tell stories about the people in the audience. This will make them feel included

and special. For example, if you're giving a eulogy, talk about nice things the departed

did with their loved ones.

Avoid cliches. If you're giving a graduation speech, don't say "spread your wings

and fly." If you're giving a wedding toast, don't say, "today you marry your best

friend." Be original.

Be appropriate. Don't make jokes about the groom's ex-wife in the weeding toast.

Don't talk about Aunt Bertha's shoplifting habit in her eulogy. Use common sense.

Pubilc Speaking - The theme of your speech

At the heart of every speech is a message. Your job as a public speaker is to pass that

message to your audience and in so doing, convey a theme, evoke an emotion or

elicit a response - be it emotional or otherwise.

The first step is to identify the single most important idea, theme or message you

want to convey in your speech. For example, if you identified the occasion as the
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retirement of much loved lifelong company man whose grandson has just joined the

firm, some potential themes you identify may include:

Family (grandson & grandfather, also the company family)

Continuity

Gratitude

Respect

The future

Once you have identified 3-7 potential themes, it's time to decide which of theme will

be the dominant one. Again, there is no right and wrong answer. It's your speech,

pick the theme that resonates most with you. It's important to note that the themes not

selected as your primary theme should still play a part in your speech. DO not discard

them just yet.

People

Our lives revolve around people - the people we know and love, strangers we interact

with, those who influence us. A speech is very similar.

Most first-time speechwriters or novice public speakers spent much of their time focused

on one group: the audience.

Of course, the audience are not the only group of people you should consider when

planning your speech. Let's look at the people whom you should consider when planning

or making your speech.

The subject(s) of your speech

Most speeches are about a single person, a couple, or a group of people. (I will touch on

speeches that are about subjects other people later).


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The Ancient Greeks carved the words Gnothi Seauton, meaning "Know Thyself", on the

Temple of Apollo at Delphi. If the Temple of Speechwriters existed, I am sure that the

words "Know Thy Subject" would appear somewhere on it.

At the outset of the speechwriting process, you re likely (but not always so) to have a

familiarity with the subject of your speech be they a friend, relation, work colleague or

even a celebrity. As such, you should try to organize what you know about your

subject(s) on paper.

My favorite way to collect my thoughts about the subject(s) is to use a piece of paper

with helpful headings over blank paragraphs as an aid to your brainstorming. Samples of

headings could be:

First impressions

Fond memories

Favorite Quotes

Funny moments

Features & Characteristics

The next part is fun. Take your time, and think about everything you can remember

about the subject(s), in keyword form, under each heading. Time will pass quickly and

before you know it, you will have a page that should summarize the subject perfectly and

act as a terrific tool when writing your speech.

Tip: Once you have delivered your speech, this brainstorming page (preferably framed)

can act as a wonderful gift and touching memento for the subject(s) of your speech.

Associates of the Subject(s)

Associates of the subject(s) may include parents, siblings or other family members,

friends or colleagues, and especially their husband, wife or fiance. These people are

extremely important as a source for additional information about the subject of your

speech.


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They will likely know aspects of the subject(s) life that you don't know, this will surely

enrich your speech. There are additional benefits in consulting the friends and family of

the subject(s) as they will appreciate your decision to involve them in your

speechwriting. You should also bear in mind that as they are certain to be in attendance

at the event, you will already have won over some of the audience!

Other public speakers

It is very likely that you will be a co-speaker at the public speaking event. If this is

indeed the case, you should consider contacting the other speakers before your speech.

This will ensure that you are not duplicating content and that there is a nice flow of

themes and/or contact from one speaker to another. It may also be an opportunity to

share ideas and provide moral support to one another.

The audience

The audience, of course, are a critical part of delivering a speech. We will discuss the

audience in detail under the topics.

At this stage of planning, it is important to realize that your audience are not there to be

lectured at. Your public speaking goal is to do one or more of the following:

Engage your audience

Stimulate your audience

Entertain your audience

Pique your audience's interest

Convey a message, theme or order

There are countless other ways and reasons to communicate with an audience. How

many more can you think of for your speech event.


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Non-human Speech Subjects

Of course, you may be asked to speak about things too, be it a product, a country, an

argumentative thesis, and so on. of course in those instances you should consult

authoritative sources such as encyclopedias, college professors and local library

resources, to name but a few.

Note that even when the topic is non-human, a compelling story can often be told by

focusing on the people involved - for example the inventors or engineers of a

product, modern or historical figures of a country, or proponents or opponents of an

argumentative thesis.

Speech Structure - How to organize your speech

Most good writing, we are told, must have structure. A good speech is no exception. By

providing your speech with a beginning, a middle, and an end, you will lay the

foundations for a successful speech that fulfills all of your aspirations.

Opening

The first thirty seconds of your speech are probably the most important. In that period oftime you must grab the attention of the audience, and engage their interest in what you

have to say in your speech. This can be achieved in several ways. For example you could

raise a thought-provoking question, make an interesting or controversial statement, recite

a relevant quotation or even recount a joke. Once you have won the attention of the

audience, your speech should move seamlessly to the middle of your speech.

Body

The body of your speech will always be the largest part of your speech. At this point

your audience will have been introduced to you and the subject of your speech (as set out

in your opening) and will hopefully be ready to hear your arguments, your thoughts or

even your ramblings on the subject of your speech.


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The best way to set out the body of your speech is by formulating a series of points that

you would like to raise. In the context of your speech, a "point" could be a statement

about a product, a joke about the bridegroom or a fond memory of the subject of a

eulogy.

The points should be organized so that related points follow one another so that each

point builds upon the previous one. This will also give your speech a more logical

progression, and make the job of the listener a far easier one.

Don't try to overwhelm your audience with countless points. It is better to make a small

number of points well than to have too many points, none of which are made

satisfactorily.

Closing

Like your Opening, the Closing of your speech must contain some of your strongest

material. You should view the closing of your speech as an opportunity. It is an

opportunity to:

Summarize the main points of your speech

Provide some further food for thought for your listeners

Leave your audience with positive memories of your speech

End with a final thought/emotion (e.g. With well wishes to the Bride and

Groom, With fond memories of a departed friend, With admiration for winners

and losers at an awards ceremony).

Create a speech outline

Outlining is a popular pre-draft technique when writing and it is one I commonly

recommend to aspiring speechwriters.

An outline is a hierarchical representation of the content of your speech. Think of it

as the skeleton upon which you will add the flesh of your speech.


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Let's take a Best Man Speech as an example. Start your outline at its very simplest:

Opening

Body

Closing

That was easy. It gets a little trickier though. The next step is try to flesh out some

additional points, using the notes you have about the occasion, the theme, the subject

and other information you have gathered from people relevant to the speech (family,

friends and colleagues of the subject of the speech, other speechmakers etc.).

Opening

o Introduce myself

Body

o Pay tribute to key participants

o Recount how I became friends with groom

o Describe some of the groom's best traits - with humor

o Words of advice to Groom from a married man

Closing

o Ask the audience to be upstanding

o Raise a toast to the bride and groom

For the first time, a speech is taking shape! Your speech will take further shape as

you take each element of your outline and, where appropriate, you add more

additional outlines.

Let's take the element Pay tribute to key participants above. The next level of outline

might look like:

Pay tribute to key participants

o Compliment & raise toast to the bride

o Thank & compliment the bridesmaids

o Pay tribute to parents of bride and groom


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Continue to iterate through your outline until you feel you have captured the essence

of your speech. Be sure not to mistake the outline for the speech itself. That's the next

step. For now, be happy to achieve a great framework that will guide you as you

write your speech.

Draft your speech

It is now time to add flesh to your outline and create a first draft of the speech. Before

we start, note that a draft is just that, a first-cut at your speech. Your first draft of a

speech should never, ever be the final draft.

The outline we created in the last step will serve as the basis for our first draft. We take

each element of the outline and apply our creative writing juices to turn that outline into

a portion of a speech.

There is no right or wrong way to move from outline to draft. Be yourself, use your own

voice and remember, you can change anything and everything you write later. For now

it's just important to establish that first draft.

Let's take some examples from the outline in the last step.

The conversion from outline to draft can be simple, exchanging an outline element for a

speech sentence...

Outline:

Introduce myself

Speech draft

"As my perspiring brow and nervous demeanor might suggest, I am honored to introduce

myself as the Best Man for today's wonderful occasion. I will not be speaking for long

today because of a throat problem. John says he will cut it if I bring up any embarrassing

stories about him."


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... or more likely the process is less direct and more creative...

Outline:

Pay tribute to key participants

o Compliment & raise toast to the bride

o Thank & compliment the bridesmaids

o Pay tribute to parents of bride and groom

Speech draft

"I know it is a clich but I would just like to comment on how stunning Sarah looks

today, she is beautiful, John is a very lucky man. And without further ado I would like to

raise a toast for Sarah.

"As is traditional in any wedding I would like to complement the Bridesmaids on their

help with the wedding, particularly for managing to get Sarah to the church today. It's

amazing what a pair of handcuffs can do. The Bridesmaids look beautiful, outdone only

by our stunning bride.

"I would like to pay special tribute to John and Sarah's parents. They have helped make

this a very special day. Can I also say how beautiful both mom's look, they are simply

divine."

Once you have finished your first draft of the speech, it's time to take a rest. Put the

speech down and forget about it for a day or two. First, you need a rest. But second, your

critical eyes will function much better in the cold light of day. You will be amazed at

how much your speech will improve when you go from first to second to third draft - but

only if you leave time between each draft.

There is no scientific way to know when you have reached your speech's final draft, but

here is a good indication: If you find yourself broadly happy with the speech and find

yourself making minor changes from draft to draft, it's time to stop.


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Getting feedback on your speech

At this stage you have got the speech to a point where you are quite happy, possibly

even very happy. That's great. The day for your public speaking debut is fast

approaching.

It's now time to do something that many people are loath to do. It's time to get some

feedback on your speech.

This is an invaluable step that will only enrich your speech and potentially save you

from much controversial. It's much better to learn of any problems with your speech

now, than when you are delivering your speech on the podium at your public

speaking event.

Ideally you should seek feedback from 2-3 people, at least one of whom is not

directly related to or attending the event - an impartial critic, if you like.

Examples of feedback you should seek include:

Inappropriate content

Error(s) of omission Grammatical problems

Appropriate use of humor

On the topic of grammatical problems, I'm a strong advocate of natural language

when it comes to writing non-formal (e.g. business, award ceremonies). In other

words, if you're writing a best man speech, it's much preferable that the voice is

yours, rather than perfect English. This familiarity will help your audience engage

with you and put you at ease when delivering your speech.

Know your audience

Whatever the occasion, your speech must always be targeted at your audience.


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If you are familiar with your audience, for example if the occasion is a large family

gathering, then your speech should acknowledge and build upon your existing

intimacy with your audience. The use of names and personal details of members of

your audience can help to engage your listeners.

If the speech is to an unfamiliar audience then an early goal of your speech must be

to build a degree of trust with the listeners.

You must know who your audience are in order to best decide how to affect your

message upon them.

The audience at a public speaking event is the most common source of fear for

novice speech makers and public speakers. That's absolutely understandable. It's not

natural to stand in front of a large group of people, all of whom have expectations of

the speaker and his or her speech.

However, the surprising truth is that, in most cases, the audience is a sympathetic

friend. Whether or not the audience knows who you are, human nature dictates that

they are very sympathetic to you and what you have to say. Most people appreciate

the difficulty of your role, they understand that you have something to say and they

want the time they spend listening to you to be worthwhile.

In other words, before you start speaking, most audiences have a vested interest in

wanting you to succeed, and that translates into an attentive, supportive group. Of

course, it is important that you maintain their interest and attention, but if you have

followed the steps so far, especially seekingfeedback on your speech then you are

sure to be on solid ground.

There are exceptions where an audience may be more skeptical at the outset.

Examples of such events could be the presentation of a product to an unqualified

audience or the presentation of a controversial scientific paper. In such cases the best

way to overcome such audiences is with the conviction of your argument and your

confidence in what you have to say. You are unlikely to get every person to agree
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with the tenets of your speech, but you will certainly gain their respect for your

position.

Know your public speaking venue

While knowledge of the location of your speech has only marginal benefits to you,

the potential pitfalls of not knowing your venue can have a devastating effect on the

day of your public speaking event.

I do consider certain props (e.g. availability of microphones, computers with

presentation software, spotlights on the face of the public speaker etc.) relevant to the

venue, but I also coverpublic speaking tools and props in a separate section. Please

consider that section hand-in-hand with this one.

This checklist should act as a guideline to items you should consider when preparing

for the speech

What is the capacity of the venue?

How full will it be?

Is the venue wide? Or long?

Is the venue on a single level or tiered?

Will you be at the same level as the audience or on a raised level?

Will you be speaking with or without a microphone?

Will there be a power source at your speaking location?

Will there be a computer at your speaking location?

Will there be water available at your speaking location?

Will the computer be connected to a screen visible by the audience?

Where will you be positioned prior to the speech?

Will you be standing, or more unusually, seated, during your speech

Will there be anyone sitting or standing behind you?

Will there be a lectern or table? If so, will it have a lamp?

Will the house lights be on? Or just the stage?
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Will there be any spotlights on you?

Answering these questions, and any other considerations pertinent to your speech,

will ensure you have thought through every aspect of your public speaking

experience and will not face any surprises on the day. In fact, you may well be in a

position to use some of the knowledge you discover about the venue to enhance your

speech.

Public speaking tools and props

There are two categories of props - those you introduce yourself (e.g. something as

simple as your notes on 3x5 cards) and those introduced by the venue, the sponsors or

some other outside party. Each one is governed by a golden rule that will ensure the use

or misuse of props will not have a negative impact on your speech.

Public speaking props you introduce

Golden Rule: Keep it simple. Don't over-rely.

I've attended many speeches where props introduced by the speaker brought the house

down, from a group of Irish dancers to an embarrassing wall-to-ceiling photo of the

groom in speedos to an hysterically funny powerpoint presentation. Of course, props can

be simpler such as the ubiquitous 3x5 index cards with notes.

Ultimately a prop is an external element, even your own prop, and as such they are

potential liabilities. My golden rule, okay, two golden rules, are designed to prevent a

public speaking disaster when you make your speech and minimize the damage if

anything does go wrong.

Keep it simple - The fewer moving parts and dependencies your props have, the less

likely they are to go wrong. Don't get smart, don't get clever. Just keep it simple.


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Example: Don't bring a powerpoint presentation, 3x5 index cards and some notes to the

stage. Use one tool and use it well.

Don't over-rely - Knowing that things can go wrong, you cannot over-rely on your props.

A speech based entirely off a powerpoint presentation bombed when the screen failed

and no backup print-outs were available. The public speaker who could not deliver his

speech without his cue cards, discovered too late that they were completely out of order

(quick tip - if using cue cards, make sure they are numbered, and you use large text that

can easily be read at arms length).

Other public speaking props

Golden Rule: Be prepared. Be prepared for mishaps.

Be prepared - As discussed when we looked at knowing thepublic speaking venue, it's

critical to know what props you will be expected to use. If you will be using a

microphone, make sure you're shown how to use it first. If there is a large screen in use,

make sure your powerpoint notes are available, or instead, a simple title page with your

name and the name of your speech.

Be prepared for mishaps - So you know what props you will be required to use and you

even know how to use them. You know how to use that remote control and infrared

pointer? Great! But what happens if the batteries fail? If the microphone fails, will you

know what to do? (move your location if it helps being heard, shorten your speech, if

appropriate). Of course, it is impossible to legislate for every mishap, but minimizing the

impact of mishaps can only make your job easier.

Summary

The I told you so stories are endless. Use props wisely, treat them with respect, but also

with suspicion.
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Delivering a speech

It's your time to deliver a speech. If you are nervous or inexperienced, you will probably

want to choose to read your speech from a script or from notes. here's a look at each

option.

Reading From a Script

Reading your entire speech from a script may give you confidence and ensure that

nothing is forgotten or omitted, however it is the least desirable option for delivering

your speech. You will find it more difficult to see your audience, and make it harder for

them to get emotionally invested in you. When reading from a script it is extremely

difficult to deliver your speech to your audience, rather than just read it aloud.

Using Notes

If you are not confident enough to recite your speech from memory, then the use of notes

is a much more desirable option than using a complete script. Your notes should consist

of the keywords or points of your speech - a skeleton of thoughts or words around which

you can build your speech. You may refer to your notes occasionally to maintain the

thread of your speech, but for the most part you should be able to speak directly to the

audience.

Reciting From Memory

You may prefer to recite from memory. However you should only do this if you are

comfortable speaking publicly, and not prone to loss of concentration (or memory!). As

with reading from a script, you should be careful not to lapse into a monotonous

recitation of your speech.

Summary


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If you strongly favor one option, then go for it. If using any written (or printed) materials

during your speech be aware that the text should be in large print, clearly sequenced and

easily read at arm's length.

Speech Delivery Tips

o Make sure that your appearance is well presented

o Speak clearly, and adjust your voice so that everyone can hear you.

o Don't shout for the sake of being loud

o It is common to speak rapidly when nervous, try to take your time speaking

o Effectively used, a pause in your speech can be used to emphasize a point, or to

allow the audience to react to a fact, anecdote or joke

o Make eye contact with your audience. This helps to build trust and a relationship

between the speaker and the listeners

o Do not fidget or make other nervous gestures with your hands

o Do not keep your hands in your pockets

o Do use hand gestures effectively

o Be yourself, allow your own personality to shine in your speech

5 Elements of Great Public Speaking

By Paul Evans

The difference in a powerful and pitiful presentation is usually a few essential basics. The

following seven reminders must be part of every speech.

1. Audience Awareness.

The better you know the people in the seat, the better your presentation will be. Too

many speakers are self-centered. They design a message that sounds good to them.

The audience-centered speaker provides what the people need. Information to help them


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grow. Motivation to aid the desire to apply.

2. Positive Preparation

Do not prepare in fear. Forget worrying about the possibilities of what can go wrong.

Instead, think about the positives. Note everything you cant wait to share. Pinpoint the

most powerful aspects of the speech and look forward to releasing them.

3. Confident Content.

Too often we draw our confidence from our delivery style. Listen, thats overrated. Who

cares if an audience is wowed by delivery if no content comes with it?

The less confident you are with your delivery the more critical it is that you are confident

with your content. Know exactly the benefit the audience will receive from the

information you share.

4. Test Technology.

Check the microphones, laptop, etc. before the event. Inspect it with enough time to

repair it if needed.

Last Wednesday I spoke at a meeting and we were not sure if my laptop would be

compatible with the projection system. In the end we switched cables and all went well.

But if I hadnt been there forty-five minutes early it might not have went as well.

5. Validate Value

This ties the previous four points together.

Value the audience. Remember that you are talking to people with fears and also with


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dreams.

Value preparation. Dont try to wing-it and dont over prepare thinking it will make you

perfect.

Value content. Have a clear message that cannot me missed. Also, make it practical so it

can be immediately applied.

Value technology. If PowerPoint strengthens the message use it; if it doesnt then dont.

Only use technology that will enhance the message.

If you know those four areas the fifth - validate value - will be guaranteed. You will

know what you are going to say, who you are saying it to, and why you are sharing it.

Some tips for good public speaking

Feeling some nervousness before giving a speech is natural and healthy. It shows you

care about doing well. But, too much nervousness can be detrimental. Here's how you cancontrol your nervousness and make effective, memorable presentations:

Know the room. Be familiar with the place in which you will speak. Arrive early,

walk around the speaking area and practice using the microphone and any visual

aids.

Know the audience. Greet some of the audience as they arrive. It's easier to speak

to a group of friends than to a group of strangers.

Know your material. If you're not familiar with your material or are

uncomfortable with it, your nervousness will increase. Practice your speech and

revise it if necessary.

Relax. Ease tension by doing exercises.


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Visualize yourself giving your speech. Imagine yourself speaking, your voice

loud, clear, and assured. When you visualize yourself as successful, you will be

successful.

Realize that people want you to succeed. Audiences want you to be interesting,

stimulating, informative, and entertaining. They don't want you to fail.

Don't apologize. If you mention your nervousness or apologize for any problems

you think you have with your speech, you may be calling the audience's attention

to something they hadn't noticed. Keep silent.

Concentrate on the message -- not the medium. Focus your attention away from

your own anxieties, and outwardly toward your message and your audience. Your

nervousness will dissipate.

Turn nervousness into positive energy. Harness your nervous energy and

transform it into vitality and enthusiasm.

Gain experience. Experience builds confidence, which is the key to effective

speaking. A Toastmasters club can provide the experience you need.

Your audience is there to hear your message. Relax and deliver that message,

instead of focusing on yourself.

Make sure that your speech is right for your audience.

Take your time. Dont read your speech word-for-word and dont rush through it.

Be conversational, as if you were talking with a group of friends.

Dont stand up there like a stick, clenching the podium at both sides. Be natural

and animated. Use hand gestures, drink water, move around a little. But dont

rock back and forth that conveys nervousness.

Keep the speach short and simple.

Make eye contact with the audience. Connect with them. Get them to nod their

heads to acknowledge what youre saying. Make them pay attention to you.

Practice your speech ahead of time. Take time to pause in the right places to make

eye contact and catch your breath.


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ART OF PERSUASION

Virtually everyone has

experienced the challenge

of getting things done

through others, and the

frustration of dealing with

people who won't

cooperate. Who among uscan't relate to Gary, brand

manager for a major food

packager, who needs to convince senior management to give him a budget and staff for

his brainchild a promising but unproven idea to beef up sales for a languishing product

line. Or Yolanda, the head of HR, who can't finish the new employee handbook because

the VP whose input she needs has ignored her repeated requests for documentation. Or

Roberto, the sales director, who's devised a new sales campaign and needs the expertise

of a consulting firm his company has worked with in the past but can't afford to pay for

this time around.

Situations like these demand the ability to get what you want without destroying

goodwill. Today's flatter, less hierarchical organizations require the ability to influence

and persuade people who are not direct reports. Alan A. Vengel has been teaching the

subtle art of influence for over 20 years. His book, The Influence Edge, offers a

systematic approach for moving others to action at work, in personal relationships, and in

everyday life.

To succeed in any influence situation, be aware that there are always two critical

components: your own goal and the other person's situation. Know exactly what you need

and what the other person must do to ensure a positive outcome. Then, get into the


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mindset of the other person. What's important to them? What challenges do they face?

The book offers tips, case studies, exercises, and detailed worksheets to help you create a

strategy that addresses each side of the equation and the best approach to take.

Vengel discusses the difference between "push energy" and "pull energy" and when to

use each. Push energy is direct, forceful, and persuasive. It may cause people to resist or

push back, but it can also yield excellent results if used properly. For instance, a direct,

forceful approach can work well when a manager has a deadline and needs specific tasks

accomplished within a specific time frame no ifs, ands, or buts.

Pull energy, on the other hand, is inclusive and involving. It demands that you listen to

and engage other people, moving with them and showing that you understand their needs.

This approach can break down resistance, build support, and gain commitment in ways

that push energy cannot. The key is to understand when to use each approach.

Persuasion is a science. You can learn the best ways to persuade in your personal life,

your business life and your sales life.

Persuasion is an art. Never cross the line into pushy. Show reserve and poise. In short: be

cool.

Persuasion is compromise. Often there is some give-and-take in order to get your win.

Persuasion is excellent communication skills. It is the way you put words togetherthe

way you say them. It is your expressions and expressiveness. These elements make or

break persuasion.

Persuasion is excellent questioning skills. It is getting the other person to see your

perspective by answering your questions. Ask: Why do you think this happened? or

What made that happen? Dont tell: This is why that happened. A subtle, but

powerful difference.

Persuasion is excellent listening skills. Listening is one of the most difficult elements of

persuasion because it requires patience. The two-word secret of patience and listening is


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not shut upit is take notes. Taking notes shows respectand eliminates

miscommunication.

Persuasion is asking questions to clarify the situation. Asking for elaboration and

understanding why will lead to harmony. That harmony will permit open-minded

dialogue.

Persuasion is getting the other guy to convince himself. If you question, listen, write it

down and question for clarification, your answers and your point of view will become

obvious.

Persuasion is preparation. You have to gather the right information, create the right

questions, uncover the right hot buttons, and act on them.

Persuasion is an outcome. The secret of persuasions happy outcome is two words:

manipulation free. Manipulated persuasion is short-lived. True persuasion exists when it

lasts beyond the moment.

Persuasion is a victory. It is not just your victory because you got your way. It is

persuading with harmony, so everyone feels great. You get your way without the other

person feeling like he or she lost.

On occasion, you probably have found the fruit of your efforts slowed or even stifled

because of the inability of others to see the value of your work. Further, when it comes

to promoting your ideas to subordinates, or those higher up the corporate ladder, its often

difficult to persuade them to your way of thinking. Assuming your work is valuable, you

deserve to have action taken on your ideas.

The purpose of this article is to show you specifically how to persuade others to your way

of thinking. Youll discover how to precisely design influential messages.

Outcome Based Thinking-


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The first key to persuading others to your way of thinking is to utilize outcome based

thinking, which means that you:

1) Decide specifically what the desired outcome is at the beginning of any

communication. What do you want out of the process?

2) Predict what the other person wants, or will want.

3) Determine what is the least you will accept.

4) Predict what possible problems may come up.

5) Determine, in advance, how to deal with each problem, and how you can turn

that specific problem into a benefit for the other person or people.

6) Decide how you will bring the process to a conclusion.

By following this model youll be able to take control, however subtly, of most situations

you encounter. Having a plan gives you an edge in preparation. Being prepared for

objections allows you to easily and swiftly deal with them as if they were minor

challenges and not major stumbling blocks.

Persuasion Techniques-

There are literally hundreds of effective techniques for influencing others. Here well

deal with just a few. Try to learn the values of the other person or people youre going to

influence.

"What specifically would you have to know for you to want to go ahead with this

project?"

"What is most important for you in deciding to move forward?"

"What concerns do you have that would prevent you from moving forward?"


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Once you discover the values of the person or people that will be making a decision on

your suggestions, you know precisely what criteria need to be met in order for you to

move ahead.

This is not the time to ask a leading question like, "If I can make sure the project is

profitable, would you go ahead with it?" There are likely numerous criteria, in addition

to profitability, that you may not have considered that will be key to the decision-making

process. Be patient. Once discovering the criteria, you can later utilize the data.

Power Words-

Research and experience have proven that certain words, when utilized properly, work

like a skeleton key in opening the mind to suggestion. Well discuss five such words.

Name. A persons name is a key attention-getter. Never over-use another

persons name, but do refer to people by their name for maximum suggestibility. When

you were a baby you heard your name over and over again. You linked it with getting

attention, and you very much liked hearing your name spoken gently to you. Many

salespeople try to use Mr. or Mrs. and the persons last name. This is rarely effective, as

you can attest to from your own experience with salespeople who have failed to sell you

their product while dis-ingenuinely using your name. Its a fact, that judicious use of the

other persons name, creates a powerful associative link to fondness and positive

attention.

Please and Thank You. We were taught, since the time we first spoke, that we

will get something if we say please, and, once we have it, we must say thank you.

Therefore, when these terms are used in communication, they carry a great deal of

impact. A few examples of the use of these powerful words:

"Thank you for seeing me today."

"Please give this proposal every consideration, John."


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"Thank you for coming to us. I believe youll find our staff remarkably service

oriented. Please ask for any help you need."

"Please, help out in any way you can."

"Please let me help you isolate the financial challenges in the project so we can

come to a mutually beneficial proposal."

Because- When you were young, you were told over and over, "Because I said so."

These words carried authoritative weight. As adults, a more refined "Because" carries

just as much authoritative weight. Ellen Langer, a social psychologist, performed a

fascinating experiment. She asked a favor of people waiting in line to use the librarys

copy machine. When she asked, "Excuse me, I have five pages. May I use the machine,

because Im in a rush?" 94% let her move ahead in line!

When the request was phrased without those last five words, only 60% let her move

ahead in line. Most fascinating of all, however, was that when she asked, "Excuse me, I

have five pages. May I use the machine because I have to make some copies?" 93% let

her move ahead in line with no reason other than because!

Now- The worlds greatest hypnotists have discovered yet another truly powerful word.

When used gently, at the end of a sentence or question, the word now proves to be yet

another key to suggestibility. "Now" was used as a command when we were young. It

was almost used with a threatening tone of voice and was very motivating, albeit from a

negative viewpoint. Like the other words weve discussed, it has remained in our

unconscious mind as a trigger to take action...now. To use the word with the intonation

that was used by our parents creates a sense of rebellion. However, to say the word with

a soft and gentle voice, even with a question mark after it, triggers an almost identical

response that will amaze you with its effectiveness.

Hypnotic Language Patterns


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For years it was thought that the "hard sell" was the only way to really increase sales.

However, certain language seem to heighten suggestibility. Well touch on a few.

"Dont" Language Patterns

We know that people cant make a picture of the word "dont" in their minds. More

specifically, a picture cannot be made of "dont" because its not a noun. Therefore we

can use this word in language patterns to influence others. Here are a few examples.

Dont feel as though you have to go ahead with this proposal today.

Dont look at me and smile.

Dont decide now. You can do it later if youre uncomfortable.

Dont make up your mind too quickly.

Go back to each of these examples, delete the word "dont," and you will get the message

the unconscious mind is getting. The reason why so many children disobey is that they

frequently hear the word "dont." The brain skips over the word "dont" regularly. Need

convincing? Dont think of blue. Dont think of President Clintons face. "Dont" is like

a direct order to do something.

Might and Maybe Language Patterns-

Most individuals use language patterns that are far too explosive or demanding of the

other person. This is a common mistake. We tend to give orders to our spouses,

children, employees, etc. We dont like to take orders and resent them when we hear

them. Therefore, we can use "Might and Maybe Language Patterns" to persuade others

in a far more gentle and effective manner.

"You might want to consider adding this program to our 1997 project list, now."

"You might want to take this project up now."


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"You might notice that your feelings toward this project will change with each

passing day."

"Maybe youll go ahead with the program after taking one night to consider

it."

"Maybe you havent considered how good this project is going to make all of us

look at the end of the year at bonus time."

Now, go back and delete the words "might" and "maybe." Notice the statements often

become commands when the hypnotic bypass word is taken out.

Assumption of the Obvious Language Patterns.

When we give credit to people for knowing something they really know nothing about

they generally hide their ignorance and agree with what youre stating. This is supposed

to leave us with the belief that they possess more knowledge than they do. In each

pattern below, youll notice how this works in the persuasion process.

You probably already know the problems well have if we dont get to work

on this now.

You probably know how this is going to increase our profits. Im simply going

to elaborate on three ways.

People can, you know, really make a name for themselves by implementing this

program.

Youll soon realize that you are making the right decision when you...

Sooner or later youll know that this is the best design for the immediate future.

Eventually youll know whats right for this company.


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Notice the phrases "you probably already know," "People can, you know," "realize,"

"sooner or later" and "eventually," all imply the person will see the obvious very shortly.

This of course, is only one tip of the iceberg in being successful in the persuasion

process. Until then, practice these patterns and test them in your daily work. The more

you practice, the more confidence youll gain when the chips are down...and, you know,

they are your chips.

Six Types of Socratic Questions

Socrates(469 399 B.C.) was one of the greatest educators who taught by asking

questions and thus drawing out answers from his pupils. His pupils include Plato and

Aristotle.

Socratic Method is a dialectic method of inquiry, that uses cross-examination of

someone's claims and premises in order to reveal out a contradiction or internal

inconsistency among them.

Socratic questioning is at the heart of critical thinking they enhance your critical

thinking skills. Socratic questions challenge accuracy and completeness of thinking in

a way that acts to move people towards their ultimate goal.

The primary learning goal of Socratic method is to explore the contours of often

difficult issues and to learn critical thinking skills.

Critical thinking is the process we use to reflect on, access and judge the assumptions

underlying our own and others ideas and actions.

In the new era of rapid change, you must constantly expand your horizons beyond

simple gathering information and relying on the basic principles.

In business, Socratic method and Socratic questions are often used by lawyers,

engineers, innovators, etc.
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For instance, when used by lawyers, the Socratic questioning involves asking a series

of questions surrounding a central issue, and answering questions of the others

involved. The idea is to expose the opponents contradictions in such a way that proves

the inquirer's own point.

Types of Questions Sample Questions

1 Clarification What do you mean by ____?

Could you put that another way?

Can you give me an example?

2 Probing Assumptions What are you assuming?

How did you choose thoseassumptions?

What could we assume instead?

3 Probing Reasons and Evidence How do you know?

Why do you think that is true?

What would change your mind?

4 Viewpoint and Perspectives What are you implying by that?

What effect would that have?

What is an alternative?

5 Probing Implications and

Consequences

How can we find out?

Why is this issue important?

What generalizations can you make?

6 Questions about Questions What does that mean?

What was the point of this question?

Why do you think I asked this question?
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BUSINESS CONVERSATION

In good social conversation we foundthat attention must be focused outside

one's self. This is true of business

conversation also, but in a slightly

different way. In the social world you

will be considered a good

conversationalist if you have the ability

to stimulate your companion to talk.

Provided that you both remain

interested, it does not matter how the

conversation may ramble. Business

conversation, on the other hand, should

always get somewhere; it must be held

to its course. It is true that some successful salesmen, for example, have the gift of

carrying on conversation in a leisurely manner, as if talking for pleasure only, but in

reality they are working toward a goal. They will not let the talk drift so far that they

cannot lead it back to the point.

In business conversation, then, you must have something definite to say and you must

direct that message to your hearer. Vague ideas are not enough and simply thinking aloud

or talking to yourself will accomplish nothing. To be fully effective you must know well

what you are talking about; you must make yourself understood; you must hold the

attention of your listener, and create in him a desire to act as you wish.

How to Make Yourself Understood

Does anyone ever say, "What did you say?" or "I don't quite understand what you mean,"

after you have given instructions or made a comment? Has an employee ever done

something contrary to your instructions because he failed to understand just what you


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were trying to tell him? You think he didn't listen carefully? That may be true, but before

you blame him, ask yourself whether you spoke as clearly as you could, whether your

instructions were definite and comprehensive. If others misunderstand you, or if you are

frequently asked to repeat or explain your statements, the fault must be yours.

Is your enunciation slovenly? Do you dictate or give instructions without removing your

cigar or cigarette from your mouth? Perhaps a little attention to speaking more distinctly

will make your speech more effective. Do you talk too fast for your slow-minded

employees to grasp your meaning? Remember, you know what you are going to say, but

your listener must have time to grasp the idea before he can act intelligently.

Do you suit your vocabulary to the understanding of the person you are addressing?

Subordinates are often afraid to admit that they don't understand the meaning of a word

or expression, and as a result they fail to carry out instructions properly.

If you have a number of persons working under your direction, you are responsible for

their work. The way in which you give instructions will, in large measure, determine the

final results.

No less important is the ability to ex-press yourself clearly when reporting to superiors.

The subordinate must keep those above him in-formed of matters in his charge. The

larger the organization the more must its officials depend for information and suggestions

upon those employees who hold key positions.

A word of caution is needed here. Don't talk too much. Speak concisely and to the point,

for time is at a premium.

Another situation which calls for the ability to talk clearly and to the point is the business

conference. Here men meet as equals. It is the ability to speak and not a man's position

that wins for him the right to be heard.


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You may have in mind a plan that you wish to propose, but as long as the plan is merely

in your head, it is of no use. You must communicate the idea to others; you must be able

to make a clear and graphic explanation.

In a conference of equals you are not faced with the difficulty of "speaking another man's

language"; you do not have the problem of making an explanation in terms that a person

with less training can understand, as in giving instructions to a subordinate; you do not

have the feeling that you are, in a sense, on trial before a superior and must be careful to

do justice to yourself. Nevertheless conferences are often very unsatisfactory. Usually a

great deal of time and energy are wasted in getting under way; there is much aim-less,

rambling talk that gets nowhere. Much time could be saved and much heated argument

could be avoided if the reason for the conference were clearly stated by the leader at theopening of the meeting, and if each person in the group gave his views briefly but clearly.

If you are a salesman, it is of the utmost importance that you make yourself understood

by speaking distinctly, by explaining carefully, and by using words that are accurate and

understandable. The importance of suiting your vocabulary to the understanding of your

listener is well illustrated by the following incident:

"I don't see why Abbot doesn't make more sales," re-marked a sales manager. "He knowsour line better than anyone else in the organization, he has a good personality, and he is a

fluent speaker. But he misses the mark when it comes to persuading people to buy our

product."

Determined to discover the cause of Abbot's failure, the sales manager found excuse for

calling on some of Abbot's "failures" and in every instance was told that Abbot "rattled

off a lot of catalogue numbers and technical terms" that meant nothing to the prospect.

Abbot had overlooked the fact that in order to arouse interest we must first of all speak

the language of the person whose interest we wish to arouse.

Now that we have disposed of the ways not to converse, let's try to find out what we

should do if we want to be interesting and popular conversationalists.


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In general, the aim of any conversation should be to create a spirit of happy congeniality.

In order to enjoy conversation and to contribute something to it, you must be natural and

must be genuinely interested in others. Alertness and quickness are essential. You cannot

dream or hesitate, but must be ready to talk at the right moment.

Conversation really is a game that everyone can play, and, as in every other game, there

are rules to follow. You must have something to say and know how to say it, and you

must suit your conversation to the age, position, and mentality of your listeners. Since

your chief object is to give enjoyment to others, you must first learn how to find out what

they enjoy discussing.

Discover What Interests Others

When you meet strangers or acquaintances, you should be ready to start the conversation

so that an awkward silence will not generate a chill and make everyone uncomfortable.

Usually the circumstances, occasion, or place, or even the old standard subject of the

weather will provide you with opening remarks. But don't dwell on any of these topics.

Some remark will let you lead into a discussion of common business interests, mutual

friends, recent plays, or a new book everyone is discussing. Never plan in advance what

you intend to say, for almost inevitably your carefully planned program will be

inappropriate.

If you are with people whom you know well, you are familiar with their interests and you

find conversation easy. With new acquaintances, when you are trying to find a subject of

common interest, don't ask blunt questions, but lead up to the subject adroitly. Suppose,

for example, you are talking with a taciturn man whom you have met for the first time. If

you bombard him with questions, the conversation may sound like this:

You: Do you play golf?

HE: No.

You: Do you bowl?


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HE: No.

You: Do you enjoy polo?

HE: No.

At this point, both of you become uneasy and you will probably try to escape. Don't

blame the other person for the failure of the conversation. You might have made a less

abrupt opening by commenting that your host or someone present is an expert golfer,

adding, "I'm not an expert, but I enjoy the game, do you?" If the answer is "No," you

might ask, "What is your favorite sport?" If the answer is "None," you can then try

another subject. The man will have some interest, and you can discover what it is by

judicious comment and questioning. If you are alert to his reactions, you will discover

what to talk about almost immediately.

If you are in a small group, don't address your remarks to one person; include everyone

by looking from one to another.

Of course you won't put up any barriers to conversation even if you are with people who

don't appeal to you. Always remember that everyone has something likeable about him

and make it a point to discover it.

Whenever you find yourself disinclined to talk with someone because his personality

annoys you, try to understand how he became the sort of person he is, and if you can

discover the cause you will be more tolerant. For example, the aggressive, self-assertive

person usually isn't really sure of him-self and he unconsciously talks loudly and

importantly to cover up his timidity or feeling of inferiority. If he sits by in scornful

silence, he is cultivating a feeling of superiority that really springs from a sense of

inferiority. If he is tactless, it is because he lacks imaination and breeding. Feel sorry for

him but don't condemn him.


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Even though a person is annoying, he probably has some ideas that are interesting and

worth while. Remember, too, that facts are impersonal, and concentrate on learning from

everyone, regardless of your feelings.

Try to make everyone comfortable and part of the group. This is done not so much by

what you say as the way you say it. Real friendliness and sociability are the best stimuli

for pleasant conversation.

tc(public speaking)

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