I could mouth the opening lines of 98% of business presentations along with the speaker verbatim: "Good morning. My name is [Name here] and I am the [Position Here]. Today, we are going to talk about..." [CLICK. AGENDA SLIDE] [READS AGENDA]" Yawn. Where's the suspense? The interest? The creativity? I know, I know. You're … [Read more...] about Good morning, my name is…
In the study of compliance-gaining, power figures heavily. We are suckers for people who have higher status, perceived authority, or power. So, how do you get power? The first type of power is formal power. Formal power is conferred to a person through: Uniforms - Leonard Bickman first published a study in 1974 in the Journal of Applied … [Read more...] about The formal power of uniforms
Two axes of persuasion When I teach and coach people on presentations skills, I talk a lot about the two concepts of power and likeability. Being persuasive is more likely when you have high levels of both. Power: this is the idea of authority. People who have power have it because of their title, position, or status (formal power). They … [Read more...] about Power and Likeability
Sometimes, when I come across someone who has low likeability, it is because they have flat affect. In other words, they are not visually expressive. Expressiveness is a personality trait. High expressives enjoy showing their emotions: happiness, disgust, anger, excitement, sadness... They don't mind using their emotions to influence others, … [Read more...] about Who’s got a good poker face?
woman and man running … [Read more...] about