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Chapter Eleven Notes

Management (MGT)
Course Code
J Howard

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Chapter 11 – Delivery Techniques: The Three Vs ( visual, vocal, verbal )
The Visual (55%)
Dress for Success
Unsure of what to wear, ask the person who has scheduled you to present or talk to other
in the company
For men: dark colours such as navy blue, gray & black communicate power & authority
Grooming Guidelines
Clean hair
Clean, well-pressed, unspotted clothing, clear glasses, no glasses hanging on chains or
other devices
Polished, clean, white teeth, good breath, facial hair (trimmed for men, removed for
Check a full-length mirror
5 Questions to Ask Before You Buy
1. Does the garment fit?
2. Can you sit down without the buttons pulling in front?
3. Did you use a 3-way mirror to check front, back, and side views?
4. Can you move & gesture easily?
5. Does it create the image you want?
Stand Up Straight! Posture is Important
My feet are hip width apart, arms by my sides, shoulders are over hips, neck is free, back
is lengthening & widening, posture is good
When sitting: sit up straight, spine straight & with feet flat on the floor, no slouching
Be Aware of Your Facial Expressions
Put a mirror next to your desk at work to see your face, practice smiling & looking present
Gesture Are Part of the Visual Picture
Heightened conversion
Visual reinforcements of the words & ideas you are trying to communicate to your
Hand, arm, head movements & can enhance your presentation or detract from it
12 Steps to Effective Gesturing
Use gestures sparingly to emphasize major points
Let your movements be broad & flowing, not fast & jerky
Vary your gestures
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Dont point your finger or your fist (intimidating)
Use your palms & open them to your audience
Move your arm & hand together as a single unit to avoid floppy wrists or elbows
Use large gestures for a large audience & narrow them for smaller group
Evaluate your gestures by practicing in front of a mirror
Nods & smiles will make you seem confident to your audience
Avoid gestures that make you seem nervous or defensive (no hands behind your back, or
crossed in front)
Dont keep your hands in your pockets
Keep hands & gestures above your waist
Gestures should be upward & open
The Vocal (38%)
Control your volume & vary it will help hold the audience attention
Breathing from the diaphragm & speaking as if your voice is hitting the back wall
Fast Talk/ Slow Talk
Normal speaking rate: 120-160 words per minute (take 160 words, time yourself as you
read them)
Voice Problems
Harshness: tension & stress (use relaxation techniques)
Nasality: caused by speaking with jaws clenched (open mouth wider & use tongue more
Breathlessness: insufficient breathing while speaking (take deeper breaths & controlled
flow of air)
High pitch: improved via vocal exercises & a conscious effort to speak in your lower
vocal range
Pauses & Power Robbers
Professional speakers use clear, colourful language in short, simple sentences that
everyone understands
Power robbershedges & qualifiers (fillers), the pause that is misused, tag questions
(questions at the end of a sentence that give the impression you are unsure of what you
just said or looking for approval), passive sentences (active sentences shows initiative,
passive say things that happened to us)
2 powerful words: YOU – influencing, persuading, selling to someone. “I – conflict
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