Negotiation - Rest of Handout

Writing Style

Composition and style

• Start with your audience
• Create an outline
• Use AIDA
• Try some empathy
• Use rhetorical triangle
• Identify your main theme
• Use simple language

Presentation

Four Principles of Great Presentation

1. Understand your audience
2. Prepare your content
3. Deliver confidently
4. Control your environment

Monroe's motivated sequence

1. Get attention
2. Establish the need
3. Satisfy the need
4. Visualize the future
5. Action

Types of stories

1. Who i am stories
2. Why i'm here
3. Values in action stories
4. I know what you're thinking stories

Communication Basics

Communication Process

1. Source
2. Encoding
3. Channel
4. Decoding
5. Receiver
6. Feedback

To plan your communication

1. Understand your objective
2. Understand your audience
3. Plan what you want to say and how to convey the message
4. Seek feedback

Choosing the right channel

• The sensitivity and emotional content
• How easy it is to communicate detail
• The receivers preference
• Time constraint
• The need to ask and answer questions

7 Cs of communication are:

• Clear
• Concise
• Concrete
• Correct
• Coherent
• Complete
• Courteous

Body Language

First Impression and Confidence

• Posture
• Eye Contact
• Gesture with hands and arms
• Tone of voice

Difficult meetings and defensiveness

• Hand gestures small and close to body
• Facial expression minimal
• Body physically turned away
• Arms crossed
• Eyes maintaining little contact

Working with groups and disengagement

• Heads are down
• Eyes are glazed
• Writing or doodling
• Slumped in chair

Lying

• Eyes maintaining little or no contact
• Hand or finger in front of mouth
• Body turned away
• Breathing rate
• Complexion changes
• Perspiration
• Voice changes

Questioning Techniques

Questions are a powerful way of

• Learning
• Relationship building
• Managing and coaching
• Avoiding misunderstandings
• Defusing a heated situation
• Persuading people

Common Questioning Techniques

• Open and Closed ended
• Funnel Questions
• Probing Questions
• Leading Questions
• Rhetorical Questions

Story Telling

• Who am I
• Why I'm here
• Teaching
• Vision
• Values in action
• I know what you are thinking

Rhetorical Triangle

• Rational Appeals (Logos)
• facts
• case studies
• statistics
• experiments
• logical reasoning
• analogies
• anecdotes
• authority voices
• Emotional Appeals (Pathos)
• belief in fairness
• love
• pity
• greed
• lust
• revenge
• avarious
• Ethical Appeals (Ethos)
• trustworthiness
• credibility
• reliablity
• expert testimony
• reliable sources
• fairness