LEADER 05599nam 2200721Ia 450 001 9910790279803321 005 20200520144314.0 010 $a1-118-31013-6 010 $a1-280-67188-2 010 $a9786613648815 010 $a1-118-31016-0 035 $a(CKB)2670000000177386 035 $a(EBL)827161 035 $a(OCoLC)769289648 035 $a(SSID)ssj0000639736 035 $a(PQKBManifestationID)11401945 035 $a(PQKBTitleCode)TC0000639736 035 $a(PQKBWorkID)10610951 035 $a(PQKB)10527940 035 $a(Au-PeEL)EBL827161 035 $a(CaPaEBR)ebr10560561 035 $a(CaONFJC)MIL364881 035 $a(CaSebORM)9781118310175 035 $a(MiAaPQ)EBC827161 035 $a(EXLCZ)992670000000177386 100 $a20111219d2012 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 14$aThe pin drop principle$b[electronic resource] $ecaptivate, influence, and communicate better using the time-tested methods of professional performers /$fDavid H. Lewis and G. Riley Mills 205 $a1st ed. 210 $aSan Francisco, CA $cJossey-Bass$d2012 215 $a1 online resource (268 p.) 300 $aDescription based upon print version of record. 311 $a1-118-31017-9 311 $a1-118-28919-6 320 $aIncludes bibliographical references and index. 327 $aThe Pin Drop Principle; Contents; Introduction; Chapter 1 Understand the Secrets of Persuasion; Intention and Objective; Defining Your Objective; Choosing an Intention; Putting Intention and Objective into Practice; Intention Cues; Primary and Secondary Intentions; The How of Intention Cues; Chapter 2 Tell a Good Story; The Power of Storytelling; Why is Storytelling so Effective?; How to Craft a Good Story; Structuring Your Story; The Power of Surprise; Using Humor; Finding Your Voice as a Storyteller; Chapter 3 Craft a Compelling Narrative; Composing Your Message: an Overview 327 $aAssessing Your AudienceFinding Your Core Theme; The Primacy-Recency Effect; The Rule of Three; Mastering Your Transitions; Structuring Your Message; The Opening; Main Body; Closing; Rhetorical Tools and Techniques; Signposts; Spotlights; Teasers; Callbacks; Metaphor and Simile; Chapter 4 Be Prepared; Preparing Like a Pro; The Three Phases of Preparation; Contingency Plans; The Myth of Over-Preparing; The Anxiety of Performance; Techniques to Combat Speech Anxiety; Chapter 5 Project Confidence; Intent Versus Impact; Congruence Versus Incongruence; Creating a Strong First Impression 327 $aThe Five Major Areas of Nonverbal CommunicationPosture; Eye Contact; Facial Expressions; Gestures; Movement and Spatiality; Chapter 6 Say It Like You Mean It; The Power of the Voice; Paralanguage; Volume; Pitch; Inflection; Pace; Banish Verbal Viruses; The Power of the Pause; Articulation; Choose your Operatives; Protect your Voice; Chapter 7 Listen to Understand; Why Listening Matters; Barriers to Effective Listening; Active Listening; The Four Types of Listening; Comprehensive Listening; Critical Listening; Sympathetic Listening; Selective Listening; Improving Your Listening Skills 327 $aListening and MemoryChapter 8 Think on Your Feet; The Challenge of Thinking on Your Feet; Mastering Impromptu Speaking; Tackling the ''What do you do?'' Question; Creating a Summary Statement; Crafting Your Positioning Statement; Chapter 9 Stay Focused and On Track; Distracted Audiences; Red Flags and Warning Signs; Controlling Your Audience; Create a Pattern Interrupt; Manage Conflict; Capturing (and Keeping) Your Audience's Attention; Connect Early; Be in the Moment; Set Ground Rules; Take Frequent Breaks; Blank Your Screen; Honor the Time; Handling Questions Effectively 327 $aFocus on the Question and the QuestionerUse Checkbacks; Create a Bridge; Maintain a Confident Presence; Reflect and Answer Carefully; Defer an Answer Until Later; Be Succinct; Defer to an Expert; Repeat the Question; Facilitate a Discussion; Rephrase Hostile Questions in Neutral Terms; Use Connector Statements; Use the Relevancy Tree; Prepare by Murder Board; Chapter 10 Assert Yourself; Getting What You Want; The Persuasion Equation; Finding Your Signature Style; Gaining Commitment; Getting Buy-in from Senior Leadership; Providing Feedback; Delivering Bad News; Conclusion; Notes 327 $aGlossary of Terms 330 $aTap into the powerful techniques of professional actors and great communicators The Pin Drop Principle is a step-by-step master class for anyone wishing to become a more confident and credible communicator. Lewis and Mills believe all business professionals ought to deliver their message in such an engaging way that one could literally hear a pin drop when they speak. The secret to doing so comes from an unusual world: professional acting. By activating ""objective"" and ""intention""-the main tools of actors (and great communicators)-business people can give their messages mea 606 $aBusiness communication 606 $aPersuasion (Psychology) 606 $aCommunication 615 0$aBusiness communication. 615 0$aPersuasion (Psychology) 615 0$aCommunication. 676 $a658.4/5 686 $aBUS007010$2bisacsh 700 $aLewis$b David H.$f1970-$01474945 701 $aMills$b G. Riley$01474946 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910790279803321 996 $aThe pin drop principle$93688883 997 $aUNINA