管理沟通全集4 演讲

1、Part 4Making PresentationsPurposes for making presentationsn To demonstrate: a service, product, system.n To create: an image, strategy.n To entertain: colleagues, outside people.n To sell: a concept, product, idea.n To represent: a group, company, department.n To promote: an attitude, a way of work

2、ing.n To suggest: a solution, a new concept.v 演讲是一个双向沟通过程图4.1 演讲过程图4.2演讲后的问题图4.3演讲反馈内容结构：n 演讲的要素n 演讲的结构n 演讲的技巧第一节演讲的要素演讲的三要素：信息、演讲者、听众一、信息信息可以由演讲者与听众共同分享。演讲中的信息， 主要是言语信息。二、演讲者演讲者是信息的发源地。演讲者主要以言语传递信息，还用动作、手势、姿态、表情等传递非言语符号的辅助信息。三、听众 听众是什么人 目标是什么(一) 听众心理的四个特点1. 听众对信息的接受具有选择性 ；2. 听众心理是独立意识与从众心理的矛盾统一；3.

3、“名片”效应与“自己人”效应；4. 首因效应和近因效应。(二)听众的构成n Your superiors上级听众n Your colleagues同事听众n Your team班组听众n A mixed audience混合听众n A hostile audience不友好的听众n An international audience国际听众 在演讲的整个准备过程中，演讲者思想上要一直想着听众； 演讲者要列出其对听众了解的 演讲者可以假设 演讲者要抓住并使听众保持对演讲的兴趣和想象力 演讲者要对听众注意力进行再刺激 听众容易记住结构形式清楚并得到重复强调的内容 演讲者通过听众的耳闻目睹进入听众的

4、记忆（三）目标 演讲者应当能用一个短句写下其演说的目标比如：“获得对第34号项目的资金批准认定。” “说服这位顾客购买我们一台电脑。”“告诉我的集体今年公司成果怎样。我们为什么要做得更好。” 然后演讲者要判定他(她)是否要尽力向听众： 施加影响 告知情况 传授知识Preparation checklistObjectives: recheck that you have defined your objective correctly.Structure: structure?doesyourpresentationhaveaclearlyidentifiableContent: is all

5、 said that needs saying?Sequence: is it logical? Are all links and summaries appropriate? Time: is sufficient time available for all you want to say?Balance: is each section weighted correctly? Check the priorities of your arguments and facts.Conclusion: does it make people sit up and agree with you

6、? Is it punchy?Objectives: objectives?doalltheaboveworktowardsachievingyour第二节演讲的结构一、Structuring a presentation演讲的结构An effective presentation structure includes:1. Use an effective opening开场白2. Give a preview主要论点的预览3. State your main points clearly主要论点的严格界定4. Use an effective closing结束语Use an effect

7、ive opening利用有效开场白1.Goals目的Techniques技巧 Use humor 运用幽默 Refer to the unusual Refer to the familiar谈谈非同寻常之处谈谈大家都熟悉的事 Use audience motivation techniques动听众技巧运用鼓表4.1开头实例例1：提问“我想问一下在座的诸位，哪位知道过去24小时里在中国有多少孩子出生?”“我想知道，如果我告诉您，您的计算机在买进时已经过时，您有何感想?”例2：事实陈述“今天，我们市又有30个孩子的父亲因工去世这类死亡本可得到预防!”例3：提及“今天，这里的每一位都记得，当我

8、们听到唐山大地震时的和悲痛。”例4：主题“我今晚要给您讲述令人激动振奋的xR5多用程序，然后告诉您这种电脑将如何改变您的经商方式。”例5：引用“一位伟人说：每个人的经历远远超过他的想像范围。不过，正是经验而不是想象，才影响人的行为。”例6: 感染情绪“好心的人们，您只要掏线，就可以使这个孩子活下去，直到下年的收获季节，那时他就可以养活自己。”2. Give a preview预览主要的论点3. State your main points clearly明确阐述主要论点Follow your preview Limit your main points Use explicit transit

9、ionsProvide internal summaries严格遵循演讲预览限制主要论点的个数使用清晰的承接词 做阶段性小结使用有效的结束语4. Use an effective closingGive a summary Refer to the openingEnd with the action stepsRefer to audience benefits做个总结前后呼应以行动方案结尾 谈谈对听众的好处表4.2结尾实例例1：提问“所以，女士们，先生们，我要提请诸位思考一一如果有人告诉您，您正在受到这种疾病的困绕，您有何感想?”例2：提示“今天，在我们的节目里，我要使您认识到，我们需要有

10、更强更专业化的经销活动。而实际上，通过向您展示一个等待我们未开发的巨大市场，我想我已实现了目标。”例3：行动“我的建议已告诉诸位。时间已刻不容缓。如果我们想避免，那就必须立即行动。要想保证公司未来的繁荣，希望各位不要再迟疑，行动起来!”例4：选择“在我看来，我们有三种选择：或者接受工会最后通牒；或者争取时间考虑我们的立场；或者采取最后行 动。”例5：灌输忧患“所以，女士们，先生们，如果我们不能在下季度将销售额提高10，并保持这一增长水平一两年，那么我们公司将面临倒闭的危险。 ”二、Questions and answers问答过程1. When to take questions何时接受提问Q

11、uestions after the presentation演讲后提问Questions during the presentation提问演讲过程中2. How to take questions如何接受提问Prepare in advance作好事前准备Show your understanding表示出对听众的理解Stick to your objective and your organization按照自已的目标和计划行事Keep everyone involved让每个人都参与3. What to say if you dont know the answer不知道答案时应该说些

12、什么 If you dont know If you need some time to think如果对答案一无所知如果需要时间思考4. How to answer difficult questions如何回答难以回答的问题 Confusing questions Controlling questions Hostile questions含义不明确的问题具有控制权的问题不友善的问题三、Special speaking situations一些特殊的讲话场合1. Manuscript speaking Use “spoken style” Write and edit Prepare t

13、he manuscript照讲稿讲话使讲稿“口语化”撰写与编辑讲话稿的准备2. Impromptu speaking Anticipate Keep your remarks short Organize as well as you can即席讲话事先预料发言要简短尽量有条理 Relate to experience与你的经验拉上关系3. Team presentations团队演讲 Organize as a whole 从整体出发进行组织 Provide content transitions between speakers不同演讲人之间要有承上启下的转折 Use visual aid

14、s consistently使用统一一致的视听辅助工具 Rehearse and deliver as a group作为集体进行试讲和实际演讲 Answer questions consistently协调统一地回答问题4. Media and telecommunications通过传播媒体和远程设备演讲 Preparing in advance Using audio devices Being on camera作好事前准备使用音响设备面对摄像机EXERCISE:Prepareashortpresentationtolastfiveminutes.Youraudienceareyour

15、classmates,andthesubjectmatterisabout somethingthat you havea deepinterestinoraboutwhichyouholdastrong conviction.第三节演讲语言的运用技巧一、语言表达的三个基本要求 准确精炼 上口入耳 形象生动（如“望梅止渴”）n 比喻n 引用n 设问n 反问n 排比（林肯的著名演讲裂开的屋子）Theuseofyour voiceIs your voice boring?Do you speak in a monotone, or vary your pitch? Is the speed of

16、your delivery constant? Varied?Do you drop your voice at the end of a sentence?Is your breathing right? Do you run out of breath in the middle of a sentence? (Ita probably too long then!)How do you make a point or emphasize a key issue? Do you raise your voice? Do you speak more slowly? More quickly

17、? Do you repeat it?Do you use long words? Short words? Long sentences? Why? When?Are your words within the vocabulary of your audience? Do they understand you?After your next presentation, ask a friend in the audience for constructive feedback on the above points.二、有声语言的运用技巧n 声音n 重音“我请你吃饺子”“我的猫坐在席子上

18、” “我没说他偷了我的书”n 吐字二、有声语言的运用技巧n 语气语调爱的感情：“气徐声柔”，漫和感憎的感情：“气促声硬”，挤压感悲的感情：“气沉声缓”，迟滞感喜的感情：“气满声高”，跳跃感惧的感情：“气提声凝”，紧缩感急的感情：“气短声促”，紧迫感怒的感情：“气粗声重”，震动感疑的感情：“气细声粘”，踌躇感二、有声语言的运用技巧停顿语法停顿逻辑停顿“养猪大如山老鼠头头死”我们的目的一定要达到 我们的目的一定能够达到心理停顿节奏（轻快型，持重型，高扬型，复合型）Your body languageDo you talk to the audience, or to the screen behi

19、nd you?Do you actively seek eye contact with specific members of the audience? Do you sweep over them or fix them beadily in the eye?Do you know who the decision makers are, and speak primarily to them?Do you tend to concentrate on looking to the right or left, to the front or back of the audience?A

20、re your gestures congruent with your message? Too exaggerated? Are you too stiff?Do you have any distracting mannerisms?Are your movements simple? Or do you pace like a caged tiger? Are you natural? Are you yourself?Do you create barriers between you and your audience?三、身体语言的运用技巧： 表情眼神 看着听众说话 与听众的目光进行实在性接触 多种眼神并用 身体姿态、手势演说技能自我评估评价标准：非常不同意非常不符合(1分)不同意/不符合(2分)比较不同