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REPRINT COLLECTION
Effective
Presentations
1 Introduction
3 Five Winning Ways to Begin a Presentation
9 Presentations and the Ancient Greeks
15 Handling Q & A: The Five Kinds of Listening
19 The Twentieth Century’s Greatest Speech—What
Made It So Powerful?
23 How to Use Good Graphics to Win Your Arguments
29 Presence: How to Get It, How to Use It
35 Coping with Stagefright
41 Getting the Most from Presentation Software
45 The Ten Commandments of Presentations
49 Better Brainstorming
53 Broadway Meets Wall Street: Theatre Training
for Better Business Presentations
59 Public Speaking According to the Experts Product # 7541
Introduction
This collection of articles from the pages of HMCL offers time-tested tips from the
experts on how to minimize your discomfort and maximize your impact when giving
a presentation. You’ll be able to put these insights and practical suggestions to work
immediately. Whether it is getting the most from presentation software, or beginning
a presentation with sizzle, or using theatrical techniques to bring energy to your talks,
you’ll find a host of useful ideas in these pages.
Nick Morgan
Editor
Harvard Management Communication Letter
Copyright © 2000 by the President and Fellows of Harvard College. All rights reserved.
1
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3
Five Winning Ways to Begin One day, the ox could stand it no longer.
“How is it that I work my hooves to the
hocks every day and you just get to lie
Copyright © 1998 by the President and Fellows of Harvard College. All rights reserved. 5
Five Winning Ways, continued
How does this mental map apply to the sion point or dilemma you want your An appropriate parable, then, is one
beginnings of presentations? If this is audience to consider? You can then like the tortoise and the hare from
the way the mind works, speakers can choose a parable that will relate well to Aesop’s Fables.
best warm audiences to their messages both topic and audience.
by casting them in story form. If the only parable you can come up
To pick a simple example, let’s say you with seems too trite to engage your
Here are five ways to take advantage of are running a start-up company, and audience, dress it up by customizing it
the inner workings of your audience’s some of the workers are losing hope for your particular group. So it becomes
mind. These are sure bets, when done because it’s year two and there’s no the AARP tortoise and the HMO hare,
correctly, for engaging your audience sign of profitability on the horizon. You for example. You can liven it up further
from the start and ensuring that it will want to rally the troops. You need to with some key details that relate to the
stay with you to the end. persuade them to hang in there for the current situation that will amuse and
long haul, and to endure the trying con- interest your listeners. The point is that
1. Tell a parable. In order to tell an ditions of 140-hour workweeks and the audience will enjoy the old tale
engaging parable, you need to know lousy pizza for another year at least. re-told with fresh details.
two things. First, what is the underlying The underlying emotion, then, is frus-
emotion you are trying to evoke in your tration, and the decision point is In addition to Aesop’s Fables, folk tales
audience? Second, what is the key deci- whether to give up the pursuit or not. from a variety of traditions are good
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Five Winning Ways, continued
sources of parables. Religious tradi- are you calling me on a Friday night?” enough to kill your audience. Since
tions, depending on the audience, can the CEO asked. “I’m in the middle of a people are rarely as interested in the
be another good source. And there are a video game.” “Well,” responded the minutiae of your own life as you are, err
host of modern parables in collections SVP, “Then I’ve got good news and bad on the side of caution.
specifically selected by subject matter news. The good news is that the new
and type of audience. product launch is wildly successful. 3. Ask a question that either surfaces
The bad news is that you just lost your the underlying emotion you wish to
2. Tell a personal anecdote about how video game.” evoke or begins the overall story that
you got engaged in the particular you wish to tell. The classic example of
topic. It can even be funny. The more That was a joke. If you didn’t laugh, this is the campaign question presiden-
prestigious the speaker is for particular we’ve proven our point about how tial candidate Ronald Reagan asked his
audiences, the more charming they will difficult humor is to do well. If you did audiences again and again when he was
find this opening gambit. A CEO can laugh, your day just got a little better. running against President Carter: “Are
tell his employees about how he was Personal anecdotes work well provided you better off than you were four years
playing video games with his kids one the detail is relevant and the point of the ago?” That question accomplished both
night when the phone rang. He picked story doesn’t get lost in the trivia. It tasks; it brought up the frustration vot-
up the phone, and it was Jane, the takes tact to include enough personal ers were feeling after several years of
senior vice president, on the line. “Why detail to bring the story to life but not “stagflation,” and it allowed Reagan to
Winston Churchill Speaks to Parliament—on May 13, this government, I have nothing to offer but blood, toil,
1940, Winston Churchill addressed Parliament as the new tears, and sweat. We have before us an ordeal of the most
prime minister, responsible for a country that was late in grievous kind. We have before us many, many months of
readying itself to defend against the Nazi menace. Note how struggle and suffering.
he puts his listeners right in the middle of the situation; his
eloquence grows ultimately out of the simple, straightfor- “You ask, what is our policy? I say it is to wage war by
ward narrative with which he begins: land, sea, and air. War with all our might and with all the
strength God has given us, and to wage war against a mon-
“On Friday evening last I received from His Majesty the strous tyranny never surpassed in the dark and lamentable
mission to form a new administration. catalogue of human crime. That is our policy.
“It was the evident will of Parliament and the nation that “You ask, what is our aim? I can answer in one word. It
this should be conceived on the broadest possible basis and is victory. Victory at all costs—victory in spite of all
that it should include all parties. terrors—victory, however long and hard the road may be,
“I have already completed the most important part of this for without victory there is no survival.
task. A war cabinet has been formed of five members, repre- “Let that be realized. No survival for the British Empire, no
senting, with the Labour, Opposition, and Liberals, the survival for all that the British Empire has stood for, no sur-
unity of the nation. vival for the urge, the impulse of the ages, that mankind
“It was necessary that this should be done in one single day shall move forward toward his goal.
on account of the extreme urgency and rigor of events. “I take up my task in buoyancy and hope. I feel sure that
“…I now invite the House by a resolution to record its our cause will not be suffered to fail among men.
approval of the steps taken and declare its confidence in the
“I feel entitled at this juncture, at this time, to claim the aid
new government.
of all and to say, ‘Come then, let us go forward together
“…I say to the House as I said to ministers who have joined with our united strength.’”
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Five Winning Ways, continued
begin the story he wished to tell, about end. So, for example, if you’re giving a by Joan Detz (1992,St.Martin’s Press,204 pp.,$9.95,
the bright future he was going to bring talk about the ubiquity of the Internet, Tel.800-288-2131 or 212-674-5151)
America if elected. set up several computers in the room Lend Me Your Ears:Great Speeches in History
and offer a prize to the first person or edited by William Safire (1997,W.W.Norton,
4. Tell a bit of a story from a classic team that can find a particular bit of 1056 pp.,$39.95,Tel.800-233-4830)
movie or a popular TV show. Film is information using the Internet.
the medium that affects the widest pos- The Literary Mind by Mark Turner (1996,Oxford University
Press,208 pp.,$13.95,Tel.800-451-7556 or 212-726-6000)
sible audience in our culture today. TV Each of these opening gambits uses
runs a close second. Both are filled with elements of storytelling and parable The Presentations Kit:10 Steps for Selling Your Ideas
parables that relate to current situa- that respect the way your audience’s by Claudyne Wilder (1994,John Wiley & Sons,288 pp.,
tions. So why not borrow their power minds work and uses that knowledge to $17.95,Tel.800-225-5945 or 212-850-6000)
and appeal? You need to tell enough of engage the audience in compelling and
Searching for Memory:The Brain,the Mind,and the Past
the story so that anyone who hasn’t entertaining ways.
by Daniel L.Schacter (1997,HarperCollins,398 pp.,$14.00,
seen the movie or the show can figure Tel.800-242-7737 or 212-207-7000)
out what you’re talking about, but not
so much that you give away an ending, Further Reading:
or lose your listeners in the trivia. Once Aesop’s Fables, illustrated by Charles Santore Web sites:
again, the point is that your short story (1997,Random House,$20.00, Two practitioner Web sites are:
has to relate organically to the subject Tel.800-726-0600 or 212-572-6117) www.joandetz.com and www.speechwriting.com.
of your talk. Both will help you write those speeches
Bright Air,Brilliant Fire:On the Matter of the Mind for which you want an expert touch.
by Gerald M.Edelman (1993,Basic Books,304 pp.,$18.00,
5. Play a scenario game that contains Tel.800-242-7737 or 212-207-7000) Another Web resource is
the elements of your broader story. www.executive-speaker.com.
This one is for experienced presenters Descartes’Error:Emotion,Reason,and the Human Brain This site is both a clearinghouse and a library
only, but it can be the most energizing by Antonio Damasio (1995,Avon Books, containing more than 5,700 executive speeches,
$13.50,Tel.800-223-0690) indexed and cross-referenced by keyword and subject.
for the listeners because it gets them to
In addition,the site has links to speech writers and
do something active. A game is a form How to Write and Give a Good Speech:A Practical Guide for to newsletters specializing in speechmaking.
of participatory parable with fixed rules Executives,PR People,Managers,Fund-Raisers,Politicians,
governing the beginning, middle, and Educators,and Anyone Who Has to Make Every Word Count
H A R VA R D M A N A G E M E N T C O M M U N I C AT I O N L E T T E R N O V E M B E R 1 9 9 9
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we rarely mind having our superiority
Presentations and the confirmed.
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 11
Ancient Greeks, continued
Frankly, it’s not very good. But what the consumption of junk food ence won’t listen and will leave bored
really lies at the heart of the profit issue today.…The first is the time poverty we and vaguely irritated with you. Since
is customer satisfaction, and I’d like to are all experiencing as we rush from audiences tend to remember the last
spend a little time addressing that.” work to errand and back to work.…The thing they’ve heard, summing up is a
second is the breakup of the family sure-fire way to kill any enthusiasm
with the increase in divorce.…And the your presentation may have generated.
Then hit ‘em with the narrative final reason is the enormous popularity
The essence of the narrative is a story. of The Simpsons. Yes, ladies and gen-
Here you must get to the heart of the tlemen, I believe we owe our recent Remember Corax?
matter, whether it involves something success here at Junk Food Heaven to Armed with the Greek model, you are
you want your listeners to do, some- Homer Simpson, that proud consumer ready to take on any presentation—or
thing you wish to persuade them of, or of everything trashy.” even lawsuit—that the modern age can
something you want to tell them about. throw your way. Corax apparently took
Here’s where you tell the shocking his own advice, and ended up in court.
facts of your neighbor’s dastardly Don’t forget the refutation A teacher of rhetoric, he guaranteed
attempt to put you in the wrong by actu- In the fourth section of the Greek results if his pupils used his Techne and
ally placing “a window, ladies and gen- speech model, you anticipate the objec- took his course to the end. One of his
tlemen of the jury, right in the path of tions to your argument. This section is students, Tisias,
my son’s baseball.” If you don’t find particularly important when the subject was unhappy The essence
yourself phrasing what you have to say is controversial. You must give a real with the results
in terms of a story, you need to rethink hearing to opposing points of view, and refused to of the
the material. even if you subsequently demolish pay. Corax took
them with brilliant rhetoric. Failure to him to court.
narrative is
Put the essence of your communication
into a story of your devising, one that
do so will cause your audience to com-
plain that you never even considered Corax’s argu-
a story. Here,
relates the facts in the way you wish
your audience to understand them.
the opposition. The more explosive the
topic, the more impor-tant it is to state
ment was inge-
nious. If he won,
you must get
your opponents’ points of view and to naturally Tisias to the heart
do so early in the refutation. should pay. But
Next,the argument if he lost, Tisias of the matter.
Here’s where you present the proofs, or You can handle the section in three should still pay,
supporting logic for your point. This ways. You can answer anticipated because if he could beat the master, he
section is probably the most important rebuttals to your own arguments. You must have been taught well.
part of the speech for bringing your can take the opportunity to rehearse
audience around to your point of view. and reject opponents’ arguments. On the other hand, Tisias argued that he
Remember that audiences can recall Again, this tactic is essential for highly should not have to pay in either case,
very little of what they hear, so keep controversial topics. Or you can mix for the reverse of Corax’s reasons.
your factual evidence to the necessary the two approaches.
minimum, and your main arguments to The court, furious at the machinations
three or four at most. More than that of these two wily rhetoricians, threw
will actually weaken your case, because Finally,the finale the case out, with the legendary judg-
your audience will become exasperated The conclusion should focus not on ment: “bad crow, bad eggs.” Corax is
with you, and begin to believe that you summing up your arguments or your the Greek word for “crow,” and the bad
are trying to bolster a weak argument speech, but rather on an appeal to the egg was, of course, Tisias.
with every point you can think of. listeners for their understanding, their
action, their approval—whatever it is Thus, in his own experience, Corax laid
It is helpful to provide transitional you want them to do or think as a result an egg. But his enduring legacy is far
comments throughout this section in of hearing your talk. The Greeks were more useful, and presenters can still use
order to help guide your audience very clear that a summary was not want- the outline developed by him and the
through your arguments. “There are ed here. Don’t fall into the trap of telling Greek tradition to create compelling
three reasons for the great increase in your audience what you said. Your audi- presentations today.
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Ancient Greeks, continued
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Handling Q&A:
The Five Kinds of Listening
15
Handling Q&A: It’s a response. On the surface, it’s an
unexceptionable one. After all, it
responds to each of the points raised by
The Five Kinds of Listening the questioner. And yet, it will do little
to deal with the attitude the questioner
has, and he’s probably not alone. Could
you have done more?
F OR MANY SPEAKERS , the most fright- Giving feedback
ening part of the presentation is the
Feedback is fundamentally a reaction.
unscripted part: the question and
The other person says something, and Paraphrasing the question
answer session at the end. While some
you say something back, giving your At the second level of listening, you
thrive on the improvisatory challenge,
attitude toward or evaluation of what paraphrase the question, mirroring
others fear the nightmare possibilities.
was said. questioner’s points. Let’s look at how
What if someone asks you a question
that works in the example.
you can’t answer? What if someone
You’re a senior manager, and you are
turns hostile? What if someone wipes
responsible for developing a new soft- “So what you’re saying is you think
out the memory of all your hard work
ware product that is late to market and that I’m just giving the party line, when
by monopolizing the Q&A with a long
way over budget. You’ve been asked to what you really need is more help and
disquisition on some other topic?
rally the troops and give them some less bureaucracy, is that right?”
hope, a way forward, assurance that the
We’ll give you specific suggestions for
proverbial light at the end of the beta- See what happens? The questioner’s
each of those situations, but first let’s
version tunnel isn’t the Microsoft train. likely response is “yes.” From the start,
consider the reason you gave the
You finish your talk with some stirring you have him agreeing with you. You
speech in the first place. Most likely,
words about pioneers and landing on can then go on to give your feedback, as
you were asked to speak to a particular
the moon that you hope didn’t sound above, but at least you have created a
audience. You wrestled with the topic,
too goofy under the circumstances, and more receptive listener, because you’ve
did your homework, calmed your
it’s time for Q&A. The first question got him nodding at your paraphrase of
nerves as best you could, and set off to
comes from a quiet looking guy in his question. But there are even better
find the podium. So far, it’s all been
the back. ways to respond.
about you. But as soon as you arrive in
the room to face the crowd, something
“Forgive my skepticism, but why
changes. The speech is no longer about
should we believe you when we’ve Clarifying the issues
you. It’s about them. Once the speech
been hearing similar stuff from senior The third level of listening involves
starts, you need your listeners more
management for months now, when working a little harder with the ques-
than they need you. Without them, it’s
what we really need is more help, more tioner’s words to identify his real con-
just a rehearsal.
support, and a whole heck of a lot less cerns. Let’s see how that would work
red tape?” here.
Fast forward to the end of the talk.
It’s time for Q&A. Now, you’ll find
It’s the question you most feared. You “So what I hear you saying is that
out how well you did. Did you in
begin to think that you made no you’ve got two main problems you
fact communicate?
progress whatever with these people. want help on: not enough people, and
All your work was for nothing. You too much bureaucracy. The first is prob-
The only way to know is to listen. Han-
take a deep breath, and respond. ably the most important. Is that right?”
dling Q&A successfully depends on
good listening. Good listening is a skill
“Like I said, we’re committed to get- Once again, you’ve established a level
that can be developed, and one that is
ting you more people. We’re frankly of agreement with the questioner. By
poorly understood by most speakers.
struggling to hire as many people as we clarifying, however, you’ve gone one
need. We can use your help—tell your step further. You’ve shown the audience
There are five levels of listening: feed-
friends. As for the rest of it, we just that you can think on your feet and that
back, paraphrasing, clarification,
don’t have more money to throw at the you’re trying to sort out the vital issues
empathy, and active listening. Most of
project now. And we’d like to think as you go. You keep better control of
us are adept only at the first level.
we’ve gotten as much of the bureauc- the Q&A session in this way. More-
Developing your skills at the other lev-
racy out of the way as we can. After all, over, if you get agreement, you’ve
els will greatly increase the comfort
we set you up in a separate building to actually helped the audience do its
and ease with which you handle ques-
get away from the stuff that goes on thinking. It’s hard to remember infor-
tion-and-answer time.
around here. Next question?” mation presented orally. Audiences
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 17
Handling Q & A, continued
appreciate it when longer points are frustrated because you’re putting in all tion back to the audience, asking for
accurately summarized. this hard work, and all you feel you get their input.
back from us is red tape. Is that it?”
What do you do if someone turns hos-
Empathetic listening Here, if you’ve listened accurately, tile? Use active listening to acknowl-
The fourth level, listening with empa- you’re likely to get a truly heartfelt edge the anger. Find out the reasons for
thy, means showing that you under- “yes!” from the questioner, and often it. Acknowledge the valid ones and
stand the feelings of the questioner. The from other members of the audience. reject the ones that are not accurate.
empathetic listener finds similar emo- By accurately identifying the emo- Then, politely and firmly, move on.
tions within his or her own experience tional state of the questioner, you’ve
and shares them with the questioner. validated the aspects of his mental state How do you prevent someone from
Let’s see how that would work in that are most important to him. You’ve monopolizing the Q&A period? If the
this example. not only aligned yourself with the ques- question looks like it will go on longer
tioner, but you’ve also allowed true than a minute, interrupt politely with
“You know, I’ve been there, too. Don’t healing to begin. By labeling emotions “excuse me, but we’re almost out
forget I worked in a start-up in ’92, one that are not usually acknowledged, of time, and out of concern for other
that was strapped for people and you’ve brought them out into the open members of the audience who have
drowning in red tape too. I know what air and created the conditions for them questions, let me stop you there and
you’re going through.” to be dealt with positively. Active lis- answer as best I can.” Or, “Since we’re
tening incorporates empathy, but goes almost out of time, I’d be happy to take
Empathy has the inestimable advantage beyond it. You don’t have to use such your question off-line to give it the time
over the first three levels of listening in attention with every question, but it is it needs.”
that it shows the other person that you almost always helpful.
understand his situation. Even if you The best answers come from good
can’t offer much help, at least you’ve What do you do if someone asks a listening. Successful handling of Q&A
aligned yourself with the questioner. question you can’t answer? Be honest begins with a speaker who realizes
That in itself can go a long way to in your response. Tell the questioner that a presentation belongs to its
defusing hostile questions and reassur- you don’t know the answer, but you’d audience.
ing nervous audience members. be happy to find out. Or turn the ques-
The danger with empathy is that your
own expression of solidarity can over-
whelm the questioner’s words. He may
Are you a good listener?
end up feeling upstaged. Take care that Good listening involves seeing as well in discussions tend to find ways to
your empathetic response doesn’t last as hearing. Nonverbal communica- move closer to one another. The oppo-
longer than the question that triggered tions often can tip you off about the site movement can mean disengage-
it, or your answer may sound insincere. real issues involved in workplace dia- ment.
The fifth and final level of listening logue. Here are four quick tests of how
Is the body language allied or
avoids this trap. the nonverbal “conversation” is going.
opposed? People who are allied in
Always remember that “body lan- opinion or loyalty tend to adopt the
Active listening guage” is multi-determined; crossed same body position in conversation.
arms can mean defensiveness or sim- Look for the person who moves at the
With active listening, you identify the ply that the person is chilly. You must same time you do, ending up in a simi-
underlying emotions in the questioner’s always know the person and the con- lar position.
words. This is potentially the most pow- text to evaluate nonverbal communica-
erful listening response, because it is Is the body language committed or
tion.
usually emotion behind the phrases that uncommitted? The sum of the other
prompted the question in the first place. Is the body language open or three add up to commitment. If you
When you respond to the real reason closed? Are the arms unfolded or seen signs of openness, engagement,
that the questioner spoke up, you get to crossed? Is the person with whom and allied behavior, you may be ready
you’re talking turned toward you or to close the deal. Evidence to the con-
the heart of the issue—even if you never
away from you? Are the hands visible? trary indicates reservations, and it may
provide any concrete answer. Let’s see
These are signs of degrees of open- be a good idea to try to explore the
what the active listener would say in
ness. areas of resistance in order to deal with
our example.
them verbally.
Is the body language engaged or
“It sounds like you feel really alone out disengaged? People who are engaged
there, without much support. You’re
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The Twentieth Century’s upon those references and made them
relevant to his theme of working toward
racial equality and harmony. By refer-
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How to Use Good Graphics Tufte, not one made a clear enough
connection between cold temperatures
and O-ring failures. The NASA deci-
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 25
How to Use Good Graphics, continued
other visual information to enhance a The ability to distort data and pictures to dress up incomplete ideas or faulty
presentation, spruce up a memo, dress via computer has created “new oppor- research.
up an article for publication, or bolster tunities for mischief,” explains Tufte.
some other type of business communi- “Arbitrary, transient, one-sided, frac- Enhance your data with graphics—not your
cations. His books offer a wealth of tured, undocumented materials have graphics with data. Charts, tables, and
ideas and incisive looks at graphics— become the great predicament of image other graphics should encourage peo-
good and bad, ancient and modern. making and processing,” he writes. ple to look at the numbers and the story
These include Charles Minard’s chill- behind the numbers, rather than to
ing map showing the decimation of Another of Tufte’s pet peeves, the over- notice the cleverness of the graphics.
Edward R.Tufte, The Visual Display of Quantitative Information (Cheshire, Connecticut: Graphics Press, 1983)
Charles Minard’s map shows the shrinking size of Napoleon’s army en route to Moscow—and its disastrous return.
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How to Use Good Graphics, continued
(lighten the grids if they must design” that employs grand gestures
be shown), exaggerated spe- and sleight-of-hand to mystify the
cial effects, and ornamenta- audience. He cites a few notorious
tion that distracts people from examples of graphics sleights-of-hand,
the data. For example, the including cigarette advertising bill-
graphic to the left attempts to boards that obscure the Surgeon Gen-
use three-dimensionality to eral’s warning by printing it in a much
add perspective to the data lighter typeface than the bold border
structure. The result is confus- that surrounds it.
ing and comical. “This may
well be the worst graphic ever Good information design does the
to find its way into print,” reverse, he points out. Unlike a magi-
writes Tufte. Computers offer cian who tries to trick the audience with
many temptations for quick movements that they won’t
chartjunk, Tufte continues, notice, managers who present informa-
generating graphics that tion to colleagues must help them
“evoke the response, ‘Gee, understand and retain the information.
isn’t it wonderful that a com-
puter can be programmed to Whether it enhances oral presentations
draw like that?’” or written ones, good graphic design
encourages people to want to know
Make your distinctions as subtle as
more about your subject. The best
possible. Use the thinnest lines
graphics gracefully display a well-
and the slightest variations in
developed idea and well-researched
color in presentations. Thick
numbers or facts. They are intriguing
lines and garish colors are too
and provoke curiosity. Most important,
distracting.
they help make readers care about the
Use perspective in imaginative ways. point you are trying to make.
A photo of Roy Lichtenstein’s
— BOB BUDAY AND CATHERINE FLYNN
The worst graphic ever printed? This chart struggles to depict Mural with Blue Brushstoke
something about the differing ages of college enrollees. could not begin to show its
grand proportions—68’x32’.
Make things easy for readers and viewers. But the photographer positioned the Further Reading
Don’t force them to refer to a previous artist on a ladder in the lower right-
Envisioning Information by Edward Tufte
chart. Instead, reprint it, perhaps in a hand corner, which helps the viewer
(1990,Graphics Press,126 pp.,$48.00,
smaller size. In his books, Tufte keeps grasp the size of the actual mural. Tel.800-822-2454 or 203-272-9187)
charts and pictures on the same two-
Sign your name. “Public, named author-
page spread as the text that discusses The Visual Display of Quantitative Information
ship indicates responsibility, both to the
them. Readers never have to flip back a by Edward Tufte (1983,Graphics Press,197 pp.,$40.00,
immediate audience and for the long-
page to refer to the graphics. Tel.800-822-2454 or 203-272-9187)
term record,” Tufte says.
Avoid “chartjunk.” This is Tufte’s term for Visual Explanations:Images and Quantities,
such bad graphics practices as using Tufte devotes a chapter in Visual Expla- Evidence and Narrative by Edward Tufte
dizzying patterns to distinguish bars in nations to the art of magic, which (1997,Graphics Press,156 pp.,$45.00,
a graph, overly conspicuous grids he describes as “disinformation Tel.800-822-2454 or 203-272-9187)
H A R VA R D M A N A G E M E N T C O M M U N I C AT I O N L E T T E R A P R I L 1 9 9 9
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Presence: How to Get It,
How to Use It
The Ariel Group uses acting exercises
to make us all into star performers.
W H Y D O S O M E P E O P L E instantly Someone else might be high-energy, Kathy Lubar
command attention and respect? When dynamic, and movement-driven. The
they speak, we listen. Their opinions key is being real, being authentic.
seem to carry more weight. They
inspire trust in those around them. HALPERN: People with presence know But knowing
These people have “presence”—and how to connect with others, no matter who you are
the Ariel Group believes that we’re all how large the audience is—whether it’s and what you
capable of developing it. one person or a thousand. And they stand for
Belle Linda Halpern helps to give
have a sense of congruence about
Based in Cambridge, Mass., the Ariel them—their voice, body, emotions, you presence and credibility in any sit-
Group is a consulting company of pro- words, and energy all work together. uation.
fessional actors and singers that works
with executives worldwide to help Why is presence useful in the Interesting approach.You start with
them become more powerful commu- business world? the core person and build on that,as opposed
nicators and leaders. According to LUBAR: Presence helps you build trust to working on external gestures and so forth,
Belle Linda Halpern and Kathy Lubar, and credibility quickly. It helps you like many traditional speech coaches.
founders of the Ariel Group, presence truly connect with people. It communi- LUBAR: That’s something we feel very
can be learned. The key is finding and cates integrity. All of these things help strongly about. Instead of trying to get
enhancing your own, authentic style of you to develop strong, long-term rela- people to be something they’re not, we
communication—rather than trying tionships with clients and colleagues— help them to become more comfortable
to be someone you’re not. The com- relationships that are critical to busi- with who they really are. When people
pany’s approach involves using theater- ness success. For anyone who interacts are in touch with their feelings and
based exercises. But wait, you say. Isn’t with clients or is responsible for devel- express themselves honestly, their mes-
acting about pretending to be someone oping business, anyone who wants to sages come across more powerfully.
else? A paradox? Writer Martha inspire, lead, or motivate others, any-
Craumer recently interviewed Lubar one who has to manage a tough situa- We’re always looking for the key that
and Halpern to get their “take” on tion or communicate difficult truths, will unlock a person’s potential as a
presence, acting, and communicating presence can have a major impact. powerful communicator. And we look
with integrity. to the theater for ways to tap into that
HALPERN: We work with a number of potential.
What is presence? How do you define consulting firms. The younger consul-
that certain,intangible something that some tants often have to develop relation- Why the theater?
people seem to have? ships with CEOs who are 25 years their HALPERN: Adult learning is a challenge
LUBAR: Presence comes from knowing senior. The way to do this is not by because the more you know, and the
who you are—and being comfortable coming across as “I’m an expert and I more analytical you become, the more
with that. Everyone has a unique pres- know more than you.” They have to likely you are to judge. By taking peo-
ence, a natural communication style. find out what they can offer to the world ple out of the business world and
We work with people to find out what beside their smarts. So we work with exposing them to theater exercises, we
that is, and to expand on it. For one them to understand what they stand for give the beginner’s mind a chance to
person, presence might come in the and what experiences have shaped their emerge, and people become sponges.
form of stillness, which becomes a values. Then they have the presence to They’re willing to take chances and
strength that works well for them. hold their own with senior executives. make mistakes—and that allows for
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 31
Presence, continued
breakthrough learning. Non-actors are sneering and insincere, probably often work with dramatic monologues
so free and joyous and liberated when because of nerves. He didn’t come and encourage people to fully take on
they get it. across as himself because he lacked the another character. For example, if a
skills and self-awareness to get his CEO needs to motivate his or her peo-
LUBAR: The idea that presence can be message across. So coaching and the- ple, we might pick the monologue from
learned is revolutionary for people. But ater exercises can actually help you to Henry V where he rouses the troops. Or
presence can be developed. It can be be more authentic. It is paradoxical. if someone is uncomfortable using
broken down into very specific ele- physical space, we might assign a
ments. Actors work on their presence What types of theater exercises do you use? monologue that involves playing a
all the time. And they work hard at HALPERN: We use a lot of storytelling drunk and falling down. That creates a
making it look relaxed and natural. and improvisational exercises. We sense of physical freedom that can
H A R VA R D M A N A G E M E N T C O M M U N I C AT I O N L E T T E R M AY 1 9 9 9
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Presence, continued
actually shift the way you move about times to ask if it was believable. Then that say we have to keep a lid on it and
the room in a business presentation. We we worked on how to integrate that be serious. We give people permission
always come back and apply the exer- energy. By the end of the program, to open the lid and use more of their
cise to a business situation. every time he spoke—whether one-on- expressive selves. This gives them a
one, in a group situation, or a presenta- wonderful sense of freedom and
LUBAR: We worked with one executive tion—he began integrating these two power—and it can be very exhilarating.
who was completely buttoned up. No sides of his personality into one. It was I think that’s why they often feel such a
facial expression, no physical energy— transformational. sense of joy coming out of the work-
just dead, and it was really blocking shops. They’ve released something in
his progress at work. The first evening HALPERN: In the process of working themselves. Then the question becomes
of the workshop we ended later than through these exercises, people often how to get comfortable with that and
planned. During the break, he called realize that their presence—who they how much to bring into a business situ-
home to say goodnight to his little are—is far bigger than they thought. ation. And it’s usually far more than
daughters, ages six and eight, and And it expands their sense of self and they initially thought.
he became a completely different per- their comfort with taking up more
son. His face and voice came to life. space. H ALPERN : One manager we worked
But after the break he reverted to his with early on said something that really
other self. So we asked him to do the It sounds like you have people doing inspired us. He said that before he took
next exercise as if he were addressing a things they haven’t done for years— our workshop, he felt that expressing
group of six- and eight-year-olds at a maybe since they were kids.It must be himself fully was an act of self-indul-
birthday party. And it was like night enormously liberating. gence. After the workshop, he realized
and day. We encouraged him to go LUBAR: As children we tend to be much that expressing himself fully was an act
further with it, to exaggerate and have more expansive. But over time we get a of generosity. That has always stayed
fun with it, and we stopped him a few lot of cultural and corporate messages with us.
Take a deep breath and let it out slowly. Breathing will calm you and steady your
nerves. The increased confidence will show in your face and physique.
Pause to look at the audience. Most people believe that they have to start speaking
immediately. But silences are powerful. Use them.
Keep your upper body still. When the adrenaline hits, most people relieve the stress
by moving too much. And it’s typically aimless motion. Instead, let the energy
come out in your voice, and in powerful but simple hand gestures.
Pick a few members of the audience to look at. Most people look rapidly around the
room, but it is more effective to make eye contact with a representative sample
of the audience. Hold the gaze for as much as five or six seconds.
Nod at them. Nodding builds agreement. And you’ll find people nodding back.
Those are folks who are on your side. As the speech goes on, focus on them.
Don’t ignore the rest of the audience, but favor the ones who nod back at you.
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answers. That review makes them more
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 37
Coping with Stagefright, continued
Relabel your physical joke.” An anxious scientist believed They really think I did a lousy job. They
that “all speeches should have three could see I was shaking and sweating.”
symptoms positively main points.” A VP related that “every Research tells us you’re probably
Much like an athlete getting ready for a presentation must include color graph- wrong: speakers are often inaccurate
big game, your body gets “up” when ics.” These speakers dearly loved their in their assessments of how nervous
you make a speech: your heart beats rules about speaking. Consequently, they appear. But these inaccurate per-
faster, your palms get sweaty, your legs they were haunted by them. In truth, ceptions feed stagefright. When you
seem a little wobbly. When experienc- none of them are mandatory rules of think you look anxious, you feel more
ing these feelings, some people think, good speaking. Is it possible to give an apprehensive. And the cycle continues
“I’m scared.” Other people say to them- excellent presentation without any until it detrimentally affects your per-
selves, “I’m excited.” Physiologically, jokes? Sure. Do all excellent presenta- formance.
there is little difference between fear tions have three major points? Of
and excitement. The real difference lies course not. And many outstanding
in what you call it. briefings have no graphics at all.
Think of something adventurous you Here’s something else to think about: 20 Strategies for
do—riding a roller coaster, scuba
diving, a bicycle race. What are your
Most people are more comfortable
answering questions in Q&A sessions
Reducing Stagefright
feelings at the start? Many of these than they are giving speeches. You’d Understand that your listeners want
physiological reactions are no different think it would be the opposite. Presen- you to do well.
from the ones you have when you start a tations are prepared in advance. But it Believe you know more than your
presentation. The difference is that you is difficult to prepare for every ques- audience.
call these activities fun while labeling tion: you think “on your feet” when
presentations scary. Same physiology, Familiarize yourself with the setting.
answering questions. Sounds as though
different labels. So next time you start a questions should be more nerve-wrack- Get to know some members of the
speech, label the experience positively. ing. But not so for most speakers. Why? audience before you speak.
Because people have far fewer rigid Choose topics you know something
Labeling is only the first step. People rules about question-answer sessions. about.
who have a great deal of stagefright On the other hand, almost everyone has Prepare your message; indeed,
often talk themselves into being ner- strong rules about speeches. Be flexi- overprepare.
vous: “This is going to be awful…Why ble. Drop the rigid rules! Imagine questions that might be asked.
am I up here?…I’m going to make a
Memorize the first and last minutes
fool of myself…People are going to
Think before you speak of your presentation.
walk out…What if they hate me?”
When you talk this way, you may begin Focus on your audience, not on yourself.
Learn some simple ways to manage
to believe it. Experienced speakers con- your anxiety. Think before you make a Don’t practice in front of a mirror.
vince themselves that they’ll do a great presentation so you can avoid or con- Never tell the audience you are nervous.
job: “I’m going to be effective…This is trol what makes you nervous. For Label your physiological excitement as
exciting…What an opportunity…I example, what if your hands shake positive rather than negative.
know my stuff and I am going to con- when you speak? Place your hands on Talk positively about your presentation
vince this audience.” the lectern. Or suppose the notes you to yourself.
hold rattle as you speak? Why not put
Use the energy you experience—don’t Turn your energy into something
your notes on a clipboard? If you are so
be used by it. Before your presentation, positive.
nervous that the clipboard shakes, lay
walk around if you can, take some deep the notes on a table or lectern. What if Get rid of your "rigid" rules about
breaths, stretch. When you start your you blush when nervous? The blushing speaking.
presentation, move, use gestures. Let starts at your chest and slowly works up Be flexible and adaptive during your
your nervous energy animate your your neck. Why not wear a scarf or presentation.
speech. turtleneck that hides the blushing? Understand that no presentation is
"that important."
Avoid rigid rules You don’t look that nervous Remember that you are not a good
judge of how nervous you appear.
People with stagefright often have very Has this happened to you? You finish a
Believe compliments on your
rigid rules about what makes a good presentation and people come up and
presentation.
presentation. One computer executive congratulate you. While you thank
who often experienced stagefright told them for the compliments, you’re Think! Plan ahead to avoid problems.
us that “every good speech starts with a thinking, “They’re just being nice.
H A R VA R D M A N A G E M E N T C O M M U N I C AT I O N L E T T E R J U N E 1 9 9 9
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Coping with Stagefright, continued
Further Reading
Avoiding Communication:Shyness,Reticence,
and Communication Apprehension, edited by John A.Daly,
James C.McCroskey,Joe Ayres,and Timothy Hopf
(1997,Hampton Press,528 pp.,$32.00,Tel.800-894-8955)
H A R VA R D M A N A G E M E N T C O M M U N I C AT I O N L E T T E R J U N E 1 9 9 9
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Getting the Most from Reverting to ink and paper may not be
appropriate for you. Hand-lettered dis-
play boards just don’t feel very profes-
Units
12 months sales performance 350
Models X, Y, Z 300 Acme
250
Model X
200
Model Y 150
100 Co. B
Model Z Co. C
50 Co. D
Co. E
0
Units
94 95 96 97 98 1992 1993 1994 1995 1996 1997
These two slides present the same information; the graph
is more memorable. Even visuals that begin well can become cluttered.
All figures from Power Pitches:How to Produce Winning Presentations Using Charts,Slides,Video & Multimedia by Alan Brown. Copyright ©1997 by The McGraw-Hill Companies.Reprinted by permission of the
McGraw-Hill Companies.
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 43
Presentation Software, continued
cram a lot of text onto one slide. Even if to take away a concept, support it visu-
you’re not using all sorts of gee-whiz ally with pictures. If you want someone
graphical elements you can still over- to follow directions, give them the
whelm your audience with plain old words with strong, active action verbs
words. Says Brown: “Don’t try to put so that they get the point.”
the Gettysburg Address on one slide.”
Designing a good,
Kroeger says many companies are to clear presentation
blame for this avalanche of words isn’t rocket science,
because they use PowerPoint and other says Lin Kroeger,
presentation software to create docu- “People who know
ments and then use those documents as how to put together a
presentations. “That does not work,” strong logical argu-
she says, “because you end up over- ment can put together
whelming people with the visual rather a good presentation.
than using really good presentation A little bit of prun-
skills and presentation structure to ing—going through and saying, ‘If I
draw people through the argument. deleted this, would I lose anything?’—
That’s the thing you need the most help always helps. The more you strip stuff
on: Separating the usage of a Power- out, the more you make the presenta-
Point or other software so that it is tion an interactive dynamic, which is
being used to support a presentation or the ideal.”
a document. They’re not going to be the
same thing.”
Pick the right visual for the message. — CONSTANTINE VON HOFFMAN
The other problem with using all those But don’t drop visual aids simply out of
words is that too frequently the words fear of getting it wrong. According to a Further Reading:
on the screen have no relationship to University of Minnesota study, they
what the speaker is actually saying. increase your chance of persuading The Complete Idiot’s Guide to Successful Business
your audience to accept your position Presentations (Complete Idiot's Guide) by Lin Kroeger
(1997,Alpha Books,352 pp.,$16.95,available
“What you’re speaking about should by 43%; and they improve retention
through local and online bookstores)
be very consistent with what’s on the by up to 38%, according to studies at
screen,” says Brown. “I see a lot of Harvard and Columbia universities. Power Pitches:How to Produce Winning Presentations
cases where someone will put some- These studies’ conclusions mesh with Using Charts,Slides,Video & Multimedia
thing up on the screen and maybe it’s Kroeger’s own experience. “Most peo- by Alan L.Brown (1997,McGraw-Hill,185 pp.,$39.95,
20, 30, 40 words up there and yet the ple think visually. If you want someone Tel.800-722-4726 or 212-512-2000)
person speaking is saying some-
thing entirely different. So I’m trying to
read the slide and I’m trying to listen How to Use Presentation Graphics Wisely
to what the speaker has to say and Each presentation software program has different features, but you can make a
the net effect is that they cancel each good presentation with any of them if you follow these basic rules of thumb:
other out and I hear nothing.” The
result, he adds, is like watching a badly Be clear. Keep everything on Use strong graphics to under-
dubbed foreign movie. the topic. score points. Make sure there
Keep the visuals simple. Sure, is a reason for every illustration
With all the risks in misusing Power- that image of Monet’s Water and that that reason is easily
Point or its like, there are times when Lilies is attractive, but from the understood by your audience.
you may be better off with the ultimate back of the room, it’s just a Be sure that the image is
in low-tech: your voice. “If something pastel blur. legible and can be read.
can be written in text form without Use a minimum of devices. And Be consistent. If what you’re
graphic support and you are reasonably use them sparingly: if you have saying has nothing to do with
sure that it’s going to be perceived and an animation bouncing around the slide you’re showing, either
accepted and people can move on, why through your entire presentation, you or it has to change.
are you wasting your time making it it will probably distract from
fancy? If words will do it, leave it,” says everything else you do.
Kroeger.
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The Ten
Commandments
of Presentations
YOU’VE JUST BEEN promoted. Congrat- what’s on
ulations. You gave yourself a weekend their mind—
to enjoy the feeling, and now Monday in the context
has arrived with its new responsibili- of the presen-
ties. You have to address your new tation. Take
team. Public speaking has always been their “temper-
nerve-wracking for you, but this time is ature.” Move
special. You really want to make a good in close to
impression right out of the starting selected parts of the audience, as close
gate, and the team needs to be charged as four feet. You’ll get them back.
up for the race ahead. For the first time
in your career, the stakes are beginning
to seem high.
Thou shalt keep thy slides to an
absolute minimum.
It’s time to learn what really makes a The ugly truth is that most
successful presentation. Forget the speakers use their
rules you learned in high-school debate slides as a crutch to
or college communication classes. It’s help them limp through a lame presen-
time for the rubber to hit the public tation, or as an outline for themselves
speaking road. It’s time for the Ten because they haven’t adequately pre-
Commandments of Presentations. pared for the talk. Rarely are slides
actually used for the purpose they are
best suited to: visually reinforcing key
Thou shalt respect thine audience. points in a presentation.
The only reason to feel nervous is to lines of text did you use? How many
use that adrenaline to speak with more An enormous number of business peo- actual pictures? Microsoft clip art does
energy. Because presentations aren’t ple watch an even greater number of not count. It looks cheap, and everyone
about you, the speaker. They’re about slides day in and day out because knows you threw it in at the last minute.
the audience. Good public speaking speakers have half-learned a dubious Don’t use it.
begins with respecting the audience. wisdom, that there are “visual learners”
The moment you realize that it’s not out there, and that a large number of
what you say that counts in the end, but
Thou shalt not tell thine audience
slides will help them learn. It’s time to
what the audience hears, you will be on face the reality. Yes, one theory has it
how nervous thou art,but thou
the road toward becoming a great that there are three kinds of learners— shalt tell it how thou feelest.
speaker. And you’ll forget about your visual, auditory, and kinesthetic. Yes, All public speakers want to be charis-
own nervousness. those visual learners do like pictures. matic. But charisma comes from hav-
They also like good metaphors, videos, ing something true and heartfelt to put
How does that actually work in prac- broad overviews, and enthusiastic ges- on the line in front of your audience.
tice? You need to shift your focus from tures. What they don’t like is one slide Charisma comes from the honest
your own symptoms to the audience’s after another packed with words—and expression of emotion when something
reception of your presentation. Con- that’s what most speakers offer their real is at stake. To be a successful
centrate on them. Make eye contact audiences. No audience, and especially speaker, you have to confront yourself,
for five or six seconds with people in not one packed with visual learners, perhaps for the first time, and decide
the front, left and right, and the likes slides with more than about six who you are and what you stand for.
back. Watch their body language. Are lines of text on them. And the fewer of When you are able to share that with an
they engaged? Have they checked those the better. They like pictures. audience, they will stand up and cheer.
out? If they have, stop and ask them Think back to your last talk. How many Because you will have forgotten about
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 47
The Ten Commandments, continued
yourself and your nervousness and the speaker from his listeners. Why Your listeners grant you credibility to
given something real to them. should an audience have to work hard start with. They have voted with their
to bridge the gap? But memorizing a feet; they have come to hear you talk.
speech so you can leave the notes Thus, initially at least, they are hoping
Thou shalt know what time it is behind can be equally deadening. that you will succeed. The credibility
at all times. Unless you’re an accomplished actor, they have given you is yours to lose.
The attention span of an audience you probably can’t recite lines with Don’t tell your audience too little or too
diminishes rapidly as the day goes on. anything like the life they need to keep much. Both tactics undermine credibil-
By dinner time, it’s 12 minutes or less. an audience engaged. Some speakers ity. Give your listeners enough support-
If called upon to give an after-dinner find it useful to memorize the begin- ing data to illustrate but not to exhaust.
speech, especially if alcohol has been ning and ending of a presentation, in And make sure it is accurate.
served, keep it to seven minutes if you order to begin and end error-free. But it
can. You’re competing with the audi- is better to adopt a conversational tone
ence’s gastric juices, and gastric juices throughout, speak from notes, and
Thou shalt have a positive message.
always win. practice until you’re comfortable with Most people respond to a speaker who
the material. has a scapegoat for the audience’s
Similarly, respect the time period set problems. But an audience will not lis-
aside for your presentation. If you’ve ten for long if that is all a speaker has.
agreed to speak for an hour, go for 45 or Thou shalt remember the Don’t get up to speak in front of a group
50 minutes and stop for questions. difference between flirtation of people unless you have something
Never run long. Nobody ever asked a and presentation. positive to offer. Listeners give you
public speaker for an encore. And don’t their trust provisionally: they assume
Many presenters groom themselves
keep people waiting for a meal. If that you are an authority, that you do
unconsciously during their talks
you’re the last speaker before lunch, have something to say. Like credibility,
because of nervousness. If you’re prone
end a little early. They’re thinking trust is yours to lose.The fastest way to
to this behavior, make yourself follow a
about their salads anyhow. lose it is to give only negative mes-
simple rule: when speaking, keep your
sages. Listeners are looking to you for
hands below your neck (and above your
two things, primarily: to identify their
Thou shalt learn from thy masters. waist). Grooming is a universally
problems, and to solve them. By doing
Study the speeches of the great orators understood sign of sexual interest in all
both, you cement the bond of trust
of our day. There is almost always an primates. Thus, you will send out a
between you and them.
ethical dimension to their messages. confusing double message to your lis-
They first tell their audiences why they teners if you groom. On the one hand,
should strive for some goal or attempt you will be saying, “Listen to me, what Thou shalt tell thine own story.
to accomplish some task. Then they tell I have to say is important.” And on the There are two secrets for great public
them how. And then they give their other hand, your grooming will be say- speaking: enjoying yourself, and
audiences something to do, either ing (subconsciously), “Aren’t I cute? telling a strong, coherent story. It is dif-
rhetorically or actually. Most great Don’t listen to what I’m saying. Look ficult to accomplish the former without
political speeches end with either a at me.” The result is that the audience having the latter. Take the time to
rhetorical charge to the audience will not take you seriously and neither develop a story that comes from your
(“Ask not what your country can do for you nor your audience will know why. own thoughts and beliefs. If you’re fun-
you—ask what you can do for your damentally telling someone else’s tale,
country”) or a chance for the audience you’ll never achieve that happy state
Thou shalt give credit where where you and your listeners are as one,
to chant something back to the speaker
(Jesse Jackson’s “I am…somebody”).
credit is due. and you’re all having a great time.
This device moves the audience from If you borrow other people’s thoughts
passive to active, and helps bring it or words, credit them. Better yet, quote Follow these commandments, and with
to the cause. Give your audiences them accurately. Judicious quotations practice you’ll become a speaker peo-
something to do, or they will remain can add luster to a talk. A speech or pre- ple turn to when they want to hear
passive observers. sentation is a public occasion, and you something significant and lasting. And
are expected to live up to public stan- remember, a presentation belongs to its
dards of honesty, fairness, and tact. listeners. If they don’t get it, no com-
Thou shalt neither read nor memo- Moreover, check your facts and your munication has taken place, and every-
rize a speech word for word. data for accuracy. Many a good speech one’s time has been wasted.
The fastest way to kill an audience is to has been derailed by that single ques-
read to them from a text at a podium. tion from the back of the room showing
Both the text and the podium separate the speaker’s facts to be wrong.
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Better Brainstorming
BY REBECCA M. SAUNDERS
49
Better Brainstorming ates hundreds of ideas—it’s also fun.
“Because no one knows who wrote
what,” he adds, “it is also comfortable
for those who fear ridicule for propos-
The experts show how to breathe new life ing a silly idea.”
into a familiar technique. Purge the group of old ideas. Van-
Gundy likes to start a meeting with
YOU HAVE BROUGHT together a group Include the group in defining the brainwriting, not only because it is a
of co-workers to come up with a new problem. Be sure that your group has way to get participation from everyone
software product to challenge Micro- a handle on the problem, says Van- in the room but also because it is an
soft. Ideas flow readily at the start of Gundy. If you have research data, share effective way to let participants share
your brainstorming session, but then the it with them. If you have written corpo- the ideas they have brought to the meet-
group seems to dry up. Worse, as you rate mandates, pass those along, too. ing. Group members may be better able
look at the flip-chart of ideas, you don’t Distribute such information in advance to concentrate on new solutions once
see any “aha” thoughts. What can you of the meeting to give participants their old ideas have been acknowl-
do to recharge the group? Are there cre- study time. And take some time at the edged by the group.
ative problem-solving and innovation beginning of the session to make sure
techniques that you can use to stimulate everyone’s on the same page. Change the meeting pace by adding
new thinking? What did you do wrong some physical activity to wake peo-
to wind up in this spot, anyway? Don’t allow good ideas to be dis- ple up. Mattimore does this via “brain-
counted if they have flaws. Jack Ric- walking,” a variation of brainwriting.
Here, brainstorming experts share with chiuto, author of Collaborative Cre- The team leader hangs large sheets of
us a few ways to keep ideas flowing and ativity and a creativity consultant in paper around the room. One version
make your brainstorming sessions Cleveland, points out that some good of brainwalking has the same question
more productive—both in quantity and ideas don’t get the consideration they on each sheet; another variation has a
quality of ideas. deserve. They are flawed, or come with different but related question on each
baggage, perhaps. To ensure all ideas sheet. Participants are asked to walk
Invite innovative thinkers to your make it to the flip-chart, Ricchiuto sug- around the room, look at what’s on the
meeting. Bryan Mattimore, author of gests beginning the session by telling chart, and then add their thoughts,
99% Inspiration and president of The participants not to worry about imple- building on what’s already written.
Mattimore Group in Stamford, Conn., mentation. The group can engage in Afterwards, the group analyzes the
admits it may be easier to facilitate a secondary problem solving once it has various ideas to see if there are some
group of people with whom you work identified a worthwhile solution to its common thoughts from which the
regularly, but he also points out that initial problem. Says Ricchiuto, “Even group can build a solution. Even if
that method could produce stale ideas. the most attractive idea has some there is no answer, the physical activity
Instead, assemble your firm’s super- secondary problem. Participants can raise members’ energy levels,
stars. While it may require more work should be told to look at these simply as encouraging further brainstorming
to manage the egos in the room, the opportunities to evolve good ideas into based on the comments on the flip-
new perspectives they bring will make great ones.” charts.
it worthwhile. Arthur B. VanGundy,
author of Idea Power and head of the Protect fragile egos by giving shyer Question assumptions. Use brain-
creativity consulting firm VanGundy & participants anonymity. When the storming sessions to rethink problems
Associates (Santa Barbara, Calif.), flow of ideas slows to a trickle, Matti- in new ways. Assumptions about the
refers to these outsiders as “brainboost- more uses “brainwriting” not only to problem can also be used to trigger new
ers,” and he suggests you might not generate more but to do so in a non- thinking, using a technique called
want to limit your selection to those threatening manner. One person writes “assumption reversals” developed by
within your organization. To spark down a suggestion on a piece of consultant Steve Grossman. Here’s
group thinking, he proposes bringing in paper and passes the paper to the next how the technique works, according to
people from outside the organization. person, who writes down a follow-up VanGundy: record all major assump-
But try not to have more than five to suggestion based on what the first per- tions about a problem on a flip-chart;
seven people in the room. If you do son has said. After the paper goes then reverse each assumption. Let’s say
have a large group, break it down into around the room, ideas are read off and you have been asked to reduce operat-
smaller groups to work, then come added to the flip-chart. According to ing expenses by 20% while increasing
together to share ideas. Mattimore, the process not only gener- output by 40%. There are two open
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 51
Better Brainstorming, continued
positions in your department. If you might be improved to give the advertis- group to stay together. If you take a full
eliminate those, you could meet the ing department realistic points to make day, you can wind up with angry, alien-
first objective but not the second. in promotional copy. ated individuals unwilling to partici-
Reversing the problem, you could add pate in future brainstorming sessions.
not two but four people and meet the Have fun. VanGundy has developed a Morning sessions seem to be more pro-
output goal. How would you do this? number of techniques that may sound ductive than afternoon sessions; if you
One option would be to outsource the silly but often generate new ideas from plan to begin in the morning and go
work. The group can focus on either the the sense of freedom they generate in through the afternoon, provide a light
first half of the problem or second half, the room and also from the fact that lunch (heavy meals can weigh down
and develop a variety of solutions. they stimulate physical activity. For creative thinking), and add break-out
instance, a paper airplane is thrown sessions or other alternative brain-
Move away from the problem. Some- around the room. As members of the storming techniques to start the after-
times awareness of a problem can hin- group catch it, each is asked to put his noon. Wind up by mid-afternoon.
der creative thinking about it. People or her idea on a wing of the plane. Once
come to the brainstorming session with the plane lands, the ideas are trans- — REBECCA M. SAUNDERS
the feeling that everything has already ferred to the flip-chart and used to trig-
been tried and with doubts about the ger further thoughts. Another technique
possible success of any ideas. This is to use balloons, with notes inside that Further Reading:
makes it harder on the leader to sustain are related to the problem. As the bal-
enthusiasm. Under such circumstances, loons burst, the slips of paper are 99% Inspiration:Tips,Tales,and Techniques for Liberating
Your Business Creativity by Bryan Mattimore (1993,
VanGundy suggests stating the purpose retrieved and the words on them are
AMACOM,180 pp.,$17.95,Tel.800-262-9699 or
of the brainstorming and thereby the used to trigger ideas. VanGundy will 518-891-1500)
nature of the problem in a more abstract also bring stacks of magazines into the
form. For instance, the real problem room and ask group members to search AHA! Ten Ways to Free your Creative Spirit and Find Your
might be a gap between service through them and rip out any picture or Great Ideas by Jordan E.Ayan (1997,Crown Publishing,
promised and service delivered but the article or even phrase that triggers a 256 pp.,$15.00,available through local and
problem that the leader puts on the related thought. online bookstores)
table might be how to improve the qual-
ity of corporate promotions of its ser- Know when enough is enough. Collaborative Creativity:Unleashing the Power of
Shared Thinking by Jack Ricchiuto (1996,Oak Hill Press,
vices. Once the group generates solu- Brainstorming sessions can be men-
$12.95,available through local and
tions for several minutes, the team tally demanding, and consequently online bookstores)
leader would introduce a slightly less there is a point at which even the most
abstract concept for discussion—say, creative idea generation technique Idea Power:Techniques & Resources to Unleash
how promotions could better reflect won’t work, says Ricchiuto. Better to the Creativity in Your Organization by Arthur B.VanGundy
quality of services. Finally, closing the schedule a second meeting to discuss (1992,AMACOM,246 pp.,$24.95,Tel.800-262-9699
gap to the real problem, the leader ideas already identified and generate or 518-891-1500)
would ask the group how services further ones than force an exhausted
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53
The central coaching concept of The-
Copyright © 1999 by the President and Fellows of Harvard College. All rights reserved. 55
Theatre Training, continued
teaching model revolves around the Don’t hide we’ve done with them is take away the
first four letters of “presence”—“P” for Actors are taught on Day One not to slides. To be effective, you have to be a
being completely present, not dis- commit the cardinal sin of turning their real person standing in front of real
tracted by your tie or notes or anything backs on the audience. There is sound people. You have to talk to them.”
external to the moment and presenta- reasoning behind this conventional
tion; “R” for reaching out and involv- wisdom: if you’re not facing the audi- This is not to say that there is never a
ing the audience through questions, ence, it is impossible to maintain the time or place for audio, visual, or
stories, eye contact, etc.; “E” for being open communication channel on which printed material in presentations. But
expressive—appropriately animated, effective presenting depends. You need as Booth stresses, be sure that such
with vocal variety; and “S” for self- to see the audience; the audience needs material enhances, rather than inhibits,
knowledge, for having a confident cer- to see you. Though perhaps less obvi- human-to-human communication.
tainty about who you are and what ous, covering the midsection of the
you’re trying to accomplish with your body by crossing the arms or legs is
speech and, for that matter, your career. another form of hiding, Burgess notes.
Be passionate
Uncovering might heighten the feeling Passion is something one expects from
Meanwhile, the Actors Institute in New of vulnerability, but it is crucial to con- a performer of music or drama, but
York City emphasizes an approach to necting with an audience. from a business presenter? Absolutely,
business presentations as a form of says Booth. It doesn’t mean you need to
artistic expression. Its teaching holds Technology has brought ever-fancier shout and weep or leap about the
that the key to success is establishing a ways of hiding. “PowerPoint is a podium. It means communicating the
personal relationship with the audi- killer,” says Gifford Booth, a director at material with conviction, emotion, and
ence. The institute’s coaches use acting the Actors Institute. “One client had a natural level of animation. None of
exercises to nudge executives out of been giving these hour-long presenta- that is possible without what Booth
thinking that they need to be formal and tions with 60 or 70 slides. They were terms a “relationship with the mater-
tightly controlled—i.e., stiff—if they basically just reading the text that ial”—believing in what you’re saying.
are to project professionalism and dig- appeared on the screen. No relationship Much of his coaching involves helping
nity from the dais. was formed with the audience. What executives find an approach to the sub-
ject that stokes their passion.
“Those kids would never have known how good he was if they hadn’t Rehearse
picked him,” Halpern says. “The oil executive wanted his work team to Rare is the theatre company that goes
think of the Australians as that kid on the bench, waiting for a chance to into opening night without the director
contribute. Almost everyone has had that feeling of being left on the running the cast through weeks and
bench. A story like that can get people emotionally involved.” weeks of rehearsals. The actors have
mastered their lines, places, and cues
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Theatre Training, continued
well enough to focus their energy on The simplest and most universally rec- ing scenes. A practical application of
the audience and the more nuanced ommended method is to breathe that approach is to picture yourself at
shades of acting that bring the perfor- deeply. Human instinct drives people to the dais, speaking with confidence and
mance to life. Similarly, business take shallow, quick breaths when panache, moments before you step up
speakers can benefit tremendously they’re afraid. Taking several deep to begin the real thing.
from theatre-style rehearsing. Booth breaths just before walking to the dais
and other coaches suggest running can calm the fight-or-flight instinct, Once you’re underway, Maisel urges,
through the speech with a coach or col- induce relaxation, and allow your mind get outside yourself and your preoccu-
leagues serving as a constructively crit- to refocus on the material and audience. pation with how well or poorly you’re
ical audience. Find out what works and doing. Lose yourself in the material.
what doesn’t, which lines connect and Eric Maisel, a psychologist and creativ- “Concentrate on the song,” he says,
which fly over your audience members’ ity consultant who works with actors, “instead of the fact that you’re the one
heads. Learn your “lines” well enough musicians, and business presenters, performing.”
to allow you to keep your eyes with the describes many theatre-based tech-
audience and not locked on your notes. niques for overcoming stage fright in — TOM KRATTENMAKER
his book Fearless Presenting: A Self-
Help Workbook for Anyone Who
Overcome stage fright Speaks, Sells, or Performs in Public. Further Reading:
Well-known are the anecdotes about Among other methods, Maisel recom-
Laurence Olivier, the extraordinarily mends an exercise in which an actor or Fearless Presenting:A Self-Help Workbook for Anyone
accomplished British actor who, even Who Speaks,Sells,or Performs in Public by Eric Maisel
speaker relaxes different muscle
in his fifties, was known to suffer (1997,Watson–Guptill Publications,176 pp.,$16.95,
groups in sequence. You begin by available through local and online bookstores)
vomit-inducing bouts of nerves before relaxing the forehead, then other por-
a performance. The point is that theatre tions of the face, then the arms, the legs,
people have been battling and conquer- and the rest of the body. Also helpful
ing stage fright over the ages, and busi- are meditation and guided visualiza-
ness people can do the same, often by tions in which a speaker pictures her-
using some tricks of the stage. self in tranquil and confidence-boost-
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Public Speaking
According to the Experts
59
Public Speaking with slides, transparencies, objects you
pass around, demonstrations, and the
like. Verbally, you can paint word pic-
Copyright © 2000 by the President and Fellows of Harvard College. All rights reserved. 61
Public Speaking, continued
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