Research and Analysis of Business Problems
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communicate_lecture_rvsd.pdf
BA 301
Research & Analysis of Business Problems
1
Problem Solving Framework 2
Context & Background
Problem Analysis & Description
Solution Development
Evaluation & Decision- Making
Communication & Implementation
Problem Solving Framework 3
Context & Background
Problem Analysis & Description
Solution Development
Evaluation & Decision- Making
Communication & Implementation
Getting Hired! 4
http://www.forbes.com/sites/susanadams/2013/10/11/the-10-skills-
employers-most-want-in-20-something-employees/
Getting Hired, pt 2 5
Book 6
“Guide to Managerial Communication” by Mary
Munter
Improving Your Skills
Objectives and Strategies
Audiences and Persuasion
Messaging
Presentation Skills
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Communication Objectives
General
Broad overall goal toward
which every separate
communication will aim.
Action
Specific, measurable, time-
bound steps.
Communications
The result you wish to achieve
from a single communications.
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Increase the number
of women hired.
Hire 15 women by
June 15, 2014.
Ten women will sign up
from this presentation.
Communication Objectives
“As a result of this communication effort, my
audience will….”
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Which Style Do I Use? 10
Tell Sell Consult Join
Control The Content
Audience Involvement
Personal Credibility 11
• Based on hierarchical power
• Emphasize your title or rank Rank
• Based on relationship or “track record”
• Refer to the relationship Goodwill
• Based on knowledge or competence
• Share expertise or how gained Expertise
• Based on desire to be like you
• Emphasize those attributes Image
• Based on common values, ideas, needs
• Establish and acknowledge
Common Ground
Audience
KNOW your audience
Who they are?
What do they know and expect?
What do they feel?
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Are They…? 13
Friendly Uninterested
Neutral Hostile
Audience
KNOW your audience
Who they are?
What do they know and expect?
What do they feel?
What will persuade them?
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Persuasion 15
Persuasion 16
Personal Credibility
Persuasion 17
Personal Credibility
Emotional Appeals
Persuasion 18
Personal Credibility
Emotional Appeals
Evidence, Logic, Deduction
Persuasion 19
Evidence
Examples
• Event Description
Facts
• Statistics
Testimony
• Authoritative opinion
What will persuade them?
WIIFT?
Tangible benefits
Career or task benefits
Ego benefits
Personality benefits
Group benefits
Consistency benefits
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The Message Strategy 21
Not This!
The Audience Memory Curve
Avoid the retention dip!
Never “bury” conclusions in the middle.
Use “techniques” to hold interest in the middle.
State conclusions at the middle and the end.
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The Message Strategy
Organize your message:
Key points
Key questions
Steps in a process
Alternatives to compare
Connect through stories.
At the right time
Make sure it has a point.
Use a classic theme
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Capturing Attention 24
A Promise Drama Eye
Contact
Movement Questions Demos
Samples Gimmicks Visuals
Self- Interest
Building Audience Rapport
Effective imagery – analogies, metaphors, personal
anecdotes
Verbal signposts – previewing, summarizing, switching
directions
Nonverbal messages – look professional, animation,
punctuate your words, get out from the podium, vary
your expressions
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Targeted Format 26
Love & Hate 27
350 PowerPoint Presentations Per Second
Death By PowerPoint 28
PowerPoint
What’s so good about it?
Economical, flexible and easy to prepare
Good for last minute changes
Notes and handouts
Multimedia – images, animation, video
But…
Some say that PowerPoint is turning the nation’s
businesspeople into a “mindless gaggle of bullet-
pointed morons.”
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To Remember
Know your audience
Understand the Audience Memory Curve
Know when the beginning, middle, and end of your msg
Be direct and engage your audience
Use visuals and examples, when possible (and
appropriate)
Be organized
Chunking improves retention
Be yourself
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BA 301
Research & Analysis of Business Problems
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