Part 11 (1/2)

6 The larger the audience, the esticulation Theatre actors knoell the power of draoes for voice: the larger the roo, the louder the volue of the audience

Audiences have the upper hand during speech-giving They are on the receiving end, usually (though not always) sitting cosily and comfortable Their job is to analyze and evaluate the speaker while she/he sweats, blushes and considers taking tranquilizers The audience is being entertained; the performance has been tailored for their eyes and ears ”Bread and theatre!”, they used to demand in ancient Roht over, persuaded and cajoled

Coe and are always keen to turn the tables They start picking onfun at the expense of someone's embarrass mere listeners However, they have the power to help the speaker or distract the or nodding, or express disagree their heads fronals can be used to gauge the degree of liking or disliking of the ly, Atkinson (2004), in his study of speech-, found that audiences seem to know implicitly the rules of when, how often, and how s of political speeches, including so si: this would last around eight (plus or es such as boasts about ”us”, insults about ”them”, speech introductions and ”clap trap” techniques produce the greatest response from the audience Consequently, Atkinson proposed there is a shared knowledge of an ”unwritten rule” regarding how e and support the speaker

TRAINING SPEAKERS

The power of audiences is striking Consider one of the favorite pasti classical conditioning and public speaking I a lecture in aand the attention levels of the audience are understandably low The lecturer walks nervously fro is not his favorite activity and they would rather finish it off quickly Suddenly, the speaker notices how attentively so They nod vigorously in agreement, smile at the occasional jokes, and take dutiful notes of the material Gradually, after severalonly to that side of the class His body is orientated to one side and his gestures are selective in that direction The canny psychology undergraduates in the audience had conditioned the speaker to talk to theh positive nonverbal reinforcee of the audiences can: 1 Allow the speaker to learn about the listeners' agreee

2 Provide the speaker with the feedback necessary to improve the quality of his/her speech (for example, to speak more loudly)

3 Let speakers know if they have been understood (correctly)

4 Act as a confidence boost Signals of liking, such as laughter, cheering or s reinforce the esteee

5 Tell you about who is who in the audiences Proxi power, personality or motivation

Speakers also evaluate their audiences They can see who is attentive and who is not Who yaho slouches, who glances away If you, on the other hand, want, as a member of the audience, to attract the speaker's attention and create a favorable impression about yourself, show, or even better, doparaphernalia

Dress

Appearance, asearlier,for speech giving is, however, suitability and corand rule for how to achieve a winning look It depends on the context and the environ place Obviously, fors, should be attended in fors allow for a looser dress code

It is, indeed, credibility and confidence that counts in speech-giving, not the latest designer fashi+on craze Nowadays, popular public speechgiving is followed by close-up shots of what the speakers earing or forgot to put on, so perhaps special attention should be paid to dress if one expects to be filraphed at the venue Discreetly check your appearance e, to avoid embarrassment or untidiness

Authority can be projected by wearing fornificance of the tie in creating an impression of power It is, in fact, most noticed earers takes their ties off: their whole look suddenly becomes much more friendly and relaxed

In most cases, dress sense should be synonymous with common sense If, however you are in doubt about your look, ask family or (real) friends for advice Reht be fashi+on statements, but not everyone is aware of which colors are ”in” this season

Tables and lecterns Tables and lecterns are co presentations So there Atkinson (2004), however, advises against using the rapport building However, soht choose to stay behind a table or a lectern because of their fear of speech-giving Physical objects of a large size located between the speaker and the audience demarcate the border between the listener and the talker They may in some cases communicate defensiveness and distance

On the other hand, speakers generally find tables quite useful They are convenient, practical tools to help in speech-giving Lecterns are particular good for resting notes on, and tables are well suited for setting up your laptop, resting a briefcase, or putting up a projector

Given this contradiction, should one stand behind tables and lecterns, or move about? The answer is simple and obvious: use them purposefully, but do not hide yourself behind the on to lecterns or tables can sometimes result in the ”white knuckle syndroiveaway of anxiety and stiffness Both excessive ative impression to the audience The former movement pattern conveys restlessness and unease, while the latter is most likely to be seen as a manifestation of fear

Good advice includes: 1 Check if the technology allows you to y to overco for another type of

2 Also, ensure yourorder and, et to switch it off once you have finished speaking We have all heard of those people who used the restroo theirof the speech should also reflect its nature, add some value to it (artistic or political) but not distract fros or in some plays the set is, indeed, e in any way Set designers kno to match the set to the play Contemporary popular i and fireworks to create an unforgettable show The same is often true at conferences, especially those of political parties The logo, the colors, the motto all ensure maximum visibility and provide perfect photo opportunities for e promotion

NEGOTIATION SKILLS AND STYLES

In short, negotiating is about reaching a otiation is a relatively straightforward process, but at other times it takes months, or, in some extreme cases even years One example to illustrate this: investment banks first analyze the market, then approach and persuade a client whom they think can benefit frootiate the terotiations in such a case can be extre, and involve business acuotiations involve rounds need to be found: froreeent liabilityEach party has its own agenda, plans and conditions Negotiating is therefore about needs and wants Needs are the require on the cake” Negotiation is thus about research, planning and strategic thinking Homework about the other party, the potential reaction to your offer, and the other party's current and future needs would be of great benefit before and during the negotiation process

Negotiation is both a skill (to getup less of what you have) and an art (doing the deal diplomatically and quickly) It shares some of its style with poker and some of its substance with chess Notice how many idioames such as poker:An ace in the hole/Have an ace up one's sleeve/To hold all the aces

To come/turn up trumps

To deal someone in

To follow suit

To force someone's hand

To play one's cards close to one's chest/To play one's cards right

Negotiation is reminiscent of poker in the way that players try to deceive or trick each other, and thus raise the stakes to achieve the maximum payout This is not to say that deception is an asset in negotiations On the contrary, successful negotiations leading on to prosperous business deals have to be open, fair and honest However, a degree of competition seems always to be present To put it differently, full honesty and transparency is not expected Further, in poker, as in any negotiation, the gae, card-bycard Thus the players need to stay alert and agile, to decide when it is best to raise or to fold

Negotiations reive and take dance So, to enable a later advantage to be established Chess, like negotiations, rely on a detailed, forward-projected strategy In chess, as in negotiations, it is necessary to calculate the odds and re-evaluate tactics at every step of the gae say about the process of negotiation? First, it eroup processes Whether it is a one-to-one transaction or involves several teay Dyads reach agreeether before Larger groups need to assign roles and responsibilities to each person, to avoid confusion and set the chain of cons of status, assertiveness and doroup, who ht hand of the leader

Second, because of its subtlety, nonverbal cootiation Whereas words and verbal state proreee” the other party towards a plan of action rather than state theotiations Negotiation is a process of otiation (what the negotiation is about), there is also the issue of strategy (for exa agents The nonverbal component of communication is connected to the behavioral aspects, but this chapter will also consider stages in the negotiation process and the relevant nonverbal behaviors