Notes

Introduction

1. The literature reflects a variety of names for the tri-part persuasion concept. One common example is “rhetorical triangle.” Based on my review of the literature, I believe the persuasion triangle model, as I have presented it, is original in design.

2. See Cialdini (2009) for a fascinating discussion of the six basic psychological principles that play a role in persuasion: reciprocation, commitment, social proof, liking, authority, and scarcity. We will examine some of these in later chapters.

Chapter 1

1. In addition to making notes on a long white board or using flipcharts, some managers like to work on their laptop and project to a screen through an LCD projector so that everyone on the team can follow along. I prefer the interactive nature of white boards or flipcharts. There is something about seeing all the information spread out at once and having the ability to work iteratively across the questions that promotes creativity and engagement.

2. For more information about the audience analysis factors and their application, see the following:

• Demographics: Lucas (2007)

• Decision Styles: Williams & Miller (2002)

• Personality Type: Myers (1998)

• Learning Styles: Morgan (2003)

3. Tieger & Barron-Tieger (2007) provide one example of the research on how jobs preferences tend to cluster by personality types. It makes sense. You don’t expect to find many introverts in sales positions.

4. Lucas (2007) provides some excellent advice on constructing an effective questionnaire.

5. Locker (2006).

6. The discussion on physical setting is adapted from Lucas (2007).

Chapter 2

1. Adapted from Locker (2006).

2. Adapted from Morgan (2003).

3. Morgan (2003, p. 95), for example, advocates taking questions as they come up, calling the approach “continuous audience response.” He argues the approach is more audience centered. Others, for example, Shwom and Snyder (2012), suggest taking questions at the conclusion of each topical section or during transitions between speakers when you have multiple presenters.

Chapter 3

1. Reported in Lucas (2007).

2. Why three parts? This principle goes all the way back to Aristotle. As humans, it just seems to fit the way we think. If you’re involved in a church, have you noticed that the minister’s sermon or homily usually has three points?

3. O’Keefe (2002); Conger (1998).

4. http://www.sashacorp.com/turnframe.html provides a good compilation of turnover cost studies.

5. Allen (2008).

6. Cappelli (2004), pp. 234.

7. Benson, Finegold, and Mohrman (2004), pp. 323.

8. Manchester (2008), pp.226.

9. White (2007).

10. See http://trends.collegboard.org/college-pricing. The data is presented on the basis of annual cost for 30 credit hours and includes tuition and fees ($8,655) and books and supplies ($1,200).

11. See, for example, Shaw, Duffy, Johnson, and Lockhart (2005).

12. Cialdini (2009).

13. The Benefits USA 2011/2012 survey. See http://www.compdatasurveys.com/benefits-usa/

14. Cialdini (2009).

15. Adapted from Cialdini (2009), Cialdini (2001), Cialdini (2013).

16. Cappelli (2004), p. 220.

17. Manchester (2008), p. 226.

Chapter 4

1. Locker and Kaczmarek (2001), p. 234.

2. BrainyQuote.    See    http://www.brainyquote.com/quotes/authors/j/jack_welch.html

3. Goldstein, Martin, and Cialdini (2008), p. 147.

4. Bahra (2012).

5. Wilder (2008), p. 30.

Chapter 5

1. The idea on why we talk to our slides came from Jennifer Hebblethwaite, presentation consultant for Graceworks, Inc.

2. Mayer (2006).

3. I want to acknowledge Dr. Thomas Hajduk, who at the time was Director of the Center for Business Communication at Carnegie Mellon University, for introducing me to Mayer’s work and interpreting the research in the context of business presentations.

4. Baddeley (2001).

5. Mayer (2006), p. 5.

6. There are a number of terms in the marketplace to describe the spiral-bound handouts that I call “flip-books.” One term is “report decks,” used by Barbara Shwom and Lisa Snyder in their text Business Communication: Polishing Your Professional Presence. Barbara has taught the concept of report decks as a unique genre of writing for a number of years, and she is the source of many of the ideas presented in this section.

7. For a more detailed development of flip-book design, see the slideshare presentation prepared by Enargeia Consulting: http://www.slideshare.net/enargeia/design-powerful-powerpoint-documents-presentation?utm_source=slideshow03&utm_medium=ssemail&utm_campaign=share_slideshow_loggedout

Chapter 6

1. See http://www.ted.com/talks

2. Anderson (2013).

3. On a personal note, I often find it is helpful to pull together people from outside your company to form the rehearsal audience, perhaps business people from your civic organization or church. This provides a fresh perspective and can be a great networking event.

4. A template file for the presentation planner in PowerPoint format is available from the author: [email protected].

5. See http://www.toastmasters.org/

Chapter 7

1. A Word document file for the presentation checklist/rubric is available from the author: [email protected].

2. Anderson (2013), p. 125.