Index

A

AAR. See After-action review

Academy of Management Journal, 32, 35

After-action review (AAR), 83–85

Agenda and overview, 20–23

Audience

benefits, 13–14

call the audience to action, 40–42

ways to analyze, 7

Audience-centered content, 26–28

B

Big ideas, 39–40

Body of presentation, 27–28. See also Presentation, build the body of

Business and Administrative Communication, (Locker, Kitty), 8

C

Call the audience to action, 40–42

Carson’s purpose statement, 5

Checking logistics, 68–70

Ciadini’s six principles, of persuasion, 36

Close with power

closing quotation, 42

link back to your opening, 43

vision story, 43–44

Closing quotation, 42

Communication strategy analysis

benefits, 13–14

central message, 6

contextual factors, 11–12

included information, 12–13

potential objections, 115

problem, 4–5

purpose, 5

target audience, 6–10

Comparative Voluntary Turnover Rate, 30

Conducting rehearsals, 70–74

Contextual factors, 11–12

Creating visual support

clarity, 55–56

concentration, 54–55

consistency, 56–57

control, 59–60

correctness, 57–58

words and visuals, 50–54

Credibility, 29

D

Delivering presentation

after-action review, 83–85

delivery, 80–81

discussion (Q&A), 81–82

preparation, 79–80

Delivery preparation, 67–75

Discussion (Q&A), 81–82

E

Emotional appeal, 33–36

F

Fortune, 12

H

Handout designing, 60–65

I

Influence: Science and Practice, (Ciadini, Robert), 35

J

The Journal of Econometrics, 32, 35

L

Logic, 30–33

Logistics, checking, 68–70

M

Managing nerves, 74–75

Multimedia Learning (Mayer, Richard), 50

N

National Bureau of Economic Research, 32

P

Persuasion, Ciadini’s six principles, 36

Persuasion triangle, 5, 28–36

Potential objections, 115

Presentation, build the body of

audience-centered content, 26–28

credibility, 29

emotional appeal, 33–36

logic, 30–33

pattern of organization, 25–26

persuasion triangle, apply the principles of, 28–36

Presentation opening

agenda and overview, 20–23

clarify purpose and benefits, 19–20

gain attention, 18–19

Problem-solution pattern, 26

Problem–solution persuasive presentation checklist, 84

Q

Q&A section, 61

R

Rehearsals, 70–74

S

Serv-Pro Benefits Committee, 13, 15

SHRM. See Society for Human Resource Management

Society for Human Resource Management (SHRM), 13

T

TRP. See Tuition reimbursement plan

Tuition reimbursement plan (TRP), 5, 9, 18, 32, 33

V

Visual/pictorial channel, 51

W

The Wall Street Journal, 12, 32

What’s in it for me? (WIIFM), 13

WIIFM. See What’s in it for me?

Y

“You-attitude,” approach, 8