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Chapter 5

Chapter Five Notes

Management (MGT)
Course Code
J Howard

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Chapter 5 – Persuasive Presentations
How to Organize Your Presentation (refer to page 59-65)
1. Proposition to Proof. State proposition at the beginning, lets your listeners know what you
want from them. Prove your proposition with 3-5 points of evidence & an emotional appear.
Review the evidence. Works well with favourable audiences, possible with uninformed,
apathetic, favourable mixed groups, but not good for hostile & hostile-mix audiences.
2. Problem to S olution. State the problem then present a solution from your point of view. Make
sure problem is explained clearly. 3-5 points & suppor ting material, review & memorable
closing. Same audience as proposition.
3. Reflective. Start with a problem then prove that it exists, then establish the criteria to evaluate
and select a solution. Risk is that audience might be unsure what you are advocating. Make sure
to eliminate other points of view as viable. Excellent for analytical people, hostile & hostile-
mixed groups . Overkill for favourable, uninformed & apathetic audiences.
4. Motivated Sequence. Used most in sales, leads your audience to a call to action. Create a
need in the audience or makes it aware of a need, then supply the means to satisfy that need,
make solution appealing.
4 Models of Persuasive Speaking
1. Proposition to Proof: grabber statement, state your proposition, proof – using logic &
emotional appeals, review, memorable statement – ask for what you want. Draw conclusions
2. Problem to S olution: grabber, problem (prove that problem exists, audience must recognize
problem), solution, review, memorable statement
3. Reflective: grabber, problem (establish criteria to evaluate & make a decision), possible
solution, possible solution, possible solution (end with your choice), evaluate all solutions using
the criteria & make sure the solution you are advocating best solves the problem, review,
memorable statement
4. Motivated Sequence: attention, need (create plan), satisfaction (t alk about how your plan
satisfies the need), visualization (paint a positive picture of the benefits of your plan), appeal to
action (get a commitment if possible)
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