1. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 1 Informative and Persuasive Speaking Chapter Summary Informative Presentations Persuasive Presentations

2. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 2 Informative Presentations Briefings Explanations Training Types of Informative Presentations

3. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 3 Informative Presentations Start With Overall Picture Emphasize Important Points Number Items Use Signposts Use Interjections Use Repetition and Redundancy Add Internal Summaries and Previews Use Multiple Channels Organizing Informative Messages

4. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 4 Informative Presentations Cover Only Necessary Information Avoid Jargon Link the Topic to the Audience Link the Familiar to the Unfamiliar Involve the Audience Strategies for Effective Informative Speaking

5. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 5 Persuasive Presentations “Persuasion is the act of motivating an audience, through communication, to voluntarily change a particular belief, attitude, or behavior.” Ethical Persuasion Defined

6. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 6 Persuasive Presentations Types of Persuasive Presentations Sales Presentations Proposals Motivational Speeches Goodwill Speeches

7. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 7 Persuasive Presentations Organizing Persuasive Messages Problem-Solution Comparative Advantages Criteria Satisfaction Continued...

8. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 8 Persuasive Presentations Organizing Persuasive Messages Motivated Sequence Attention: Capture the Attention of the Audience Need: Explain the Problem Clearly and Completely Satisfaction: Present Your Solution to the Problem Visualization: Clearly Describe What Will Happen If Your Proposal is Adopted Action: Call for a Response By Your Audience.

9. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 9 Persuasive Presentations Strategies for Effective Persuasion Appeal to the Needs of Your Audience Have a Realistic Goal Focus Appeals on the Critical Audience Segment Defer the Thesis with a Hostile Audience Present Ample Evidence to Support Claims Continued...

10. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 10 Persuasive Presentations Strategies for Effective Persuasion Consider Citing Opposing Ideas When the Audience Disagrees with Your Position When the Audience Knows Both Sides of the Issue When the Audience Will Soon Hear Your Viewpoint Criticized or Another One Promoted Adapt to the Cultural Style of Your Audience

11. Copyright © 2002 by The McGraw-Hill Companies, Inc. All rights reserved. Slide 11 Persuasive Presentations Maximizing Speaker Credibility Demonstrate Your Competence Earn the Trust of Your Audience Emphasize Your Similarity to the Audience Increase Your Appeal to the Audience Demonstrate Your Sincerity