Every day around the world millions of presentations are given, with millions of decisions hanging in the balance as a result. Do you know the science behind giving a powerful and persuasive presentation? This book reveals what you need to know about how people listen, how people decide, and how people react so that you can learn to create more engaging presentations. No matter what your current skill level, whether beginner or polished, this book will guide you to the next level, teaching you how to improve your delivery, stance, eye contact, voice, materials, media, message, and call to action. Learn to increase the effectiveness of your own presentations by finding the answers to questions like these: What grabs and holds attention during a presentation? How do you choose the best media to use? What makes the content of a presentation stick? How do people react to your voice, posture, and gestures? How do people respond to the flow of your message? How do you motivate people to take action? These are just a few of the questions that the book answers in its deep-dive exploration of what you need to know about people to create a compelling presentation.
Author(s): Susan Weinschenk
Edition: 1
Publisher: New Riders
Year: 2012
Language: English
Pages: 272
Tags: Библиотека;Работа и бизнес;Деловая коммуникация;Деловая речь и публичные выступления;Подготовка и проведение презентаций;
CONTENTS......Page 6
THE PSYCHOLOGY OF DESIGN......Page 12
HOW PEOPLE THINK AND LEARN......Page 14
1 PEOPLE PROCESS INFORMATION BETTER IN BITE-SIZED CHUNKS......Page 15
2 PEOPLE NEED CONTEXT......Page 17
3 PEOPLE FILTER INFORMATION......Page 19
4 THE MORE UNCERTAIN PEOPLE ARE, THE MORE THEY DEFEND THEIR IDEAS......Page 21
5 PEOPLE HAVE MENTAL MODELS......Page 23
6 PEOPLE PROCESS INFORMATION BEST IN STORY FORM......Page 25
7 PEOPLE LEARN BEST FROM EXAMPLES......Page 28
8 SHORT-TERM MEMORY IS LIMITED......Page 29
9 PEOPLE REMEMBER ONLY FOUR ITEMS AT ONCE......Page 31
10 PEOPLE HAVE TO USE INFORMATION TO MAKE IT STICK......Page 35
11 IT’S EASIER TO RECOGNIZE INFORMATION THAN RECALL IT......Page 38
12 MEMORY TAKES A LOT OF MENTAL RESOURCES......Page 40
13 PEOPLE RECONSTRUCT MEMORIES EACH TIME THEY REMEMBER THEM......Page 42
14 FORGETTING IS PROGRAMMED IN......Page 43
15 PEOPLE ARE DRIVEN TO CREATE CATEGORIES......Page 44
16 TIME IS RELATIVE......Page 46
17 THERE ARE FOUR WAYS TO BE CREATIVE......Page 47
18 PEOPLE CAN BE IN A FLOW STATE......Page 51
19 CULTURE AFFECTS HOW PEOPLE THINK......Page 53
20 PEOPLE LEARN BEST IN 20-MINUTE CHUNKS......Page 55
21 PEOPLE HAVE DIFFERENT LEARNING STYLES......Page 57
22 PEOPLE LEARN FROM MAKING MISTAKES......Page 60
HOW TO GRAB AND HOLD PEOPLE’S ATTENTION......Page 62
23 SUSTAINED ATTENTION LASTS ABOUT 10 MINUTES......Page 63
24 THE UNCONSCIOUS DIRECTS ATTENTION......Page 65
25 EXPECTATIONS OF FREQUENCY AFFECT ATTENTION......Page 67
26 PEOPLE CAN’T ACTUALLY MULTITASK......Page 69
27 THE MIND WANDERS 30 PERCENT OF THE TIME......Page 72
HOW TO MOTIVATE PEOPLE TO TAKE ACTION......Page 74
28 PEOPLE ARE MORE MOTIVATED AS THEY GET CLOSER TO A GOAL......Page 75
29 VARIABLE REWARDS ARE POWERFUL......Page 77
30 PEOPLE’S BEHAVIOR CAN BE SHAPED......Page 81
31 DOPAMINE MAKES PEOPLE ADDICTED TO SEEKING INFORMATION......Page 83
32 PEOPLE RESPOND TO CUES IN THE ENVIRONMENT......Page 86
33 PEOPLE ARE MORE MOTIVATED BY INTRINSIC REWARDS THAN BY EXTRINSIC REWARDS......Page 87
34 PEOPLE ARE MOTIVATED BY PROGRESS, MASTERY, AND CONTROL......Page 90
35 PEOPLE’S ABILITY TO DELAY GRATIFICATION (OR NOT) STARTS YOUNG......Page 92
36 PEOPLE ARE INHERENTLY LAZY......Page 94
37 FORMING A HABIT TAKES A LONG TIME AND REQUIRES SMALL STEPS......Page 96
38 PEOPLE ARE MORE MOTIVATED TO COMPETE WHEN THERE ARE FEWER COMPETITORS......Page 99
39 PEOPLE ARE MOTIVATED BY AUTONOMY......Page 100
HOW PEOPLE LISTEN AND SEE......Page 102
40 MULTIPLE SENSORY CHANNELS COMPETE......Page 103
41 PEOPLE HAVE TO HEAR BEFORE THEY CAN LISTEN......Page 105
42 VISION TRUMPS ALL THE SENSES......Page 107
43 PEOPLE READ IN A CERTAIN DIRECTION......Page 109
44 IT’S A MYTH THAT UPPERCASE LETTERS ARE INHERENTLY HARD TO READ......Page 111
45 TITLES AND HEADLINES PROVIDE CRITICAL CONTEXT......Page 113
46 HARD TO READ = HARD TO DO......Page 115
47 FONT SIZE MATTERS......Page 118
48 PERIPHERAL VISION IS USED MORE THAN CENTRAL VISION TO GET THE GIST OF WHAT IS GOING ON......Page 121
49 THERE’S A SPECIAL PART OF THE BRAIN JUST FOR RECOGNIZING FACES......Page 123
50 RED AND BLUE TOGETHER ARE HARD ON THE EYES......Page 125
51 NINE PERCENT OF MEN AND 0.5 PERCENT OF WOMEN ARE COLOR BLIND......Page 126
52 THE MEANINGS OF COLORS VARY BY GROUP AND CULTURE......Page 130
HOW PEOPLE REACT TO THE ENVIRONMENT......Page 132
53 THE MORE FILLED A ROOM IS, THE MORE ENERGY PEOPLE HAVE......Page 133
54 DARK ROOMS PUT PEOPLE TO SLEEP......Page 134
55 IF YOU ARE OUT OF SIGHT, YOU MIGHT BE OUT OF MIND......Page 135
56 PEOPLE ARE AFFECTED BY THE ARRANGEMENT OF FURNITURE......Page 138
57 IT’S EASY FOR PEOPLE TO LOSE INTEREST ONLINE......Page 139
58 PEOPLE GET TIRED AND HUNGRY......Page 141
59 PEOPLE ARE AFFECTED BY TEMPERATURE......Page 143
60 WHEN PEOPLE ARE UNCOMFORTABLE, THEY CAN’T PAY ATTENTION......Page 145
61 PEOPLE EXPECT CONNECTIVITY......Page 147
HOW PEOPLE REACT EMOTIONALLY......Page 148
62 PEOPLE RESPOND MORE TO ANECDOTES THAN TO DATA......Page 149
63 STORIES ENGAGE PEOPLE EMOTIONALLY......Page 150
64 PEOPLE ARE PROGRAMMED TO ENJOY SURPRISES......Page 153
65 PEOPLE FEEL SAFE WHEN THINGS ARE PREDICTABLE......Page 155
66 PEOPLE NEED TO FEEL SAFE IN ORDER TO PARTICIPATE......Page 156
67 PEOPLE ARE HAPPIER WHEN THEY’RE BUSY......Page 157
68 PEOPLE REACT TO BEAUTY......Page 159
69 LISTENING TO MUSIC RELEASES DOPAMINE IN THE BRAIN......Page 162
70 PEOPLE WANT WHAT IS FAMILIAR WHEN THEY’RE SAD OR SCARED......Page 163
71 THE MORE SCARCE SOMETHING IS, THE MORE VALUABLE PEOPLE WILL FEEL IT IS......Page 164
HOW PEOPLE REACT TO YOU......Page 166
72 PEOPLE OBEY AUTHORITY FIGURES......Page 167
73 PEOPLE “READ” OTHER PEOPLE IN AN INSTANT AND UNCONSCIOUSLY......Page 169
74 BE HONEST AND AUTHENTIC......Page 171
75 PEOPLE ASSIGN MEANING TO YOUR BODY POSITIONS AND MOVEMENT......Page 172
76 PEOPLE ASSIGN MEANING TO YOUR HAND GESTURES......Page 176
77 PEOPLE ASSIGN MEANING TO YOUR TONE OF VOICE......Page 180
78 PEOPLE ASSIGN MEANING TO YOUR FACE AND EYE MOVEMENTS......Page 182
79 PEOPLE IMITATE YOUR EMOTIONS AND FEEL YOUR FEELINGS......Page 184
80 CLOTHES DO MAKE YOU......Page 186
81 PEOPLE LISTEN TO AND ARE PERSUADED BY THOSE SIMILAR TO/ATTRACTIVE TO THEM......Page 188
82 SPEAKERS’ BRAINS AND LISTENERS’ BRAINS SYNC UP DURING COMMUNICATION......Page 190
83 THE BRAIN RESPONDS UNIQUELY TO PEOPLE YOU KNOW PERSONALLY......Page 191
84 PEOPLE WANT YOU TO CONTROL THE ROOM......Page 193
HOW PEOPLE DECIDE TO TAKE ACTION......Page 196
85 PEOPLE MAKE MOST DECISIONS UNCONSCIOUSLY......Page 197
86 FEAR OF LOSS TRUMPS ANTICIPATION OF GAIN......Page 200
87 PEOPLE WANT MORE CHOICES AND INFORMATION THAN THEY CAN ACTUALLY PROCESS......Page 203
88 PEOPLE THINK CHOICE EQUALS CONTROL......Page 205
89 PEOPLE MIGHT CARE ABOUT TIME MORE THAN THEY CARE ABOUT MONEY......Page 207
90 MOOD INFLUENCES THE DECISION-MAKING PROCESS......Page 209
91 GROUP DECISION-MAKING CAN BE FAULTY......Page 211
92 PEOPLE ARE SWAYED BY A DOMINANT PERSONALITY......Page 214
93 WHEN PEOPLE ARE UNCERTAIN, THEY LOOK TO OTHERS TO DECIDE WHAT TO DO......Page 216
94 PEOPLE THINK OTHERS ARE MORE EASILY INFLUENCED THAN THEY THEMSELVES ARE......Page 218
95 PEOPLE VALUE A PRODUCT MORE HIGHLY WHEN IT’S PHYSICALLY IN FRONT OF THEM......Page 220
96 PEOPLE WANT TO KEEP A CONSISTENT PERSONA......Page 224
97 SMALL STEPS CAN CHANGE PERSONAS......Page 226
98 WRITING BY HAND CAN INCREASE COMMITMENT......Page 228
99 PEOPLE WILL ACT IN ORDER TO RELIEVE A SENSE OF OBLIGATION......Page 230
100 WHEN PEOPLE SAY NO THE FIRST TIME, THEY OFTEN SAY YES THE NEXT TIME......Page 232
HOW TO CRAFT YOUR PRESENTATION......Page 234
YOUR 90-DAY IMPROVEMENT PLAN......Page 248
REFERENCES......Page 252
A......Page 260
B......Page 261
C......Page 262
E......Page 263
G......Page 264
L......Page 265
O......Page 266
P......Page 267
Q......Page 268
S......Page 269
U......Page 270
Z......Page 271
