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Chapter 11

Speaking Your Way to The Top - Chapter 11

Management (MGT)
Course Code
J Howard

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MGTC36 Speaking Your Way To The Top Chapter 11
Chapter 11: Delivery Techniques: The Three Vs
o The way you deliver your message to other people is made up of three components:
visual, vocal, and verbal
o The visual is what we look at: dress, body language, posture, and facial expression
(largest impact from 3 Vs, 55%)
o The vocal is your voice and how it sounds to others
o The verbal is the words you choose
o The Visual (55% memorabiltiy factor)
- Dress for Success
How you look can colour what people hear you saying
Choose clothing that will enhance your presentation and be appropriate for
the occasion
For men:
x A suit demonstrates more authority (dark colours such as blue, gray,
and black) than a sportscoat
x When unsure of what to wear, ask the person who has scheduled you
to present
x Keeping the suit jacket closed gives the impression of a broad chest
and narrow waits
x White or light blue shirts are always appropriate, along with silk ties,
polished dark leather shoes
x ,I\RXZHDUJODVVHVGRQWKDYHWKHPtinted so people cannot see your
x Clothing that does not fit properly will distract from what you have to
For women:
x Two-piece suits in black, navy, or gray
x Neutral blouses (white/off-white) and solid colour blouse
x One pair gold, one pair silver earrings
x Black pumps, navy or taupe pumps
- Stand Up Straight! Posture Is Important
To evaluate your own posture, look at yourself on video or in photographs
Keep your feet a hip width apart and have arms by your sides
When you are seated, you want WRORRNHQHUJL]HGDQGFRQILGHQWVRGRQ¶W
slouch or appear too comfortable
Proper seated posture when you are presenting is sitting straight up in your
chair, spine straight, feet flat on the floor
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MGTC36 Speaking Your Way To The Top Chapter 11
- Be Aware of Your Facial Expressions
Put a mirror next to your desk and observe your face when you are talking on
the telephone
Do you squint, frown, make strange faces? Once you become aware, it will be
easier to eliminate them
Practice smiling and looking pleasant since that is how you want to look
during your presentation
- Gestures Are Part of the Visual Picture
Gestures are heightened conversations that reinforces the words and ideas you
are trying to communicate
Gestures include hand, arm, and head movements and can enhance your
presentation or detract from it
Men and women frequently cross their arms over their chests and this will
make them look defensive and you are closing yourself to the audience
Avoid putting your hands in your pocket since you might jingle the change or
keys without realizing
Eliminate clasping your hands into a folded position as this tightens you up
and pulls in your energy instead of realign it and allowing you to reach out to
your audience
Twirling motion with your hands or wagging your fingers indicates your
unease to the audience
x Why Use Gestures?
x Gestures can warm both you and your audience
x Help you relax during your presentation (e.g. similar to
x Emphasize important points during your presentation
x Using Gestures Effectively
x As a presenter in a business setting, you will use gestures only
to emphasize points
x Your movements should be broad and flowing, not fast and
x Most effective gestures are natural extensions of yourself
(natural and spontaneous)
x When used properly, you will be projecting confidence and
competence to the audience
o The Vocal (38% memorabiltiy factor)
- When we are stressed, our voices tend to rise
- The deeper the pitch of your voice, the longer people will listen to what you have to
- Volume
Being able to control your volume, and vary it, will help you hold the
Exercises to help control your volume: breathing from the diaphragm &
practice speaking to the back wall
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