Persuasive Business Presentations

Notes

Introduction

1. The literature reflects a variety of names for the tri-part persuasion concept. One common example is “rhetorical triangle.” Based on my review of the literature, I believe the persuasion triangle model, as I have presented it, is original in design.

2. See Cialdini (2009) for a fascinating discussion of the six basic psychological principles that play a role in persuasion: reciprocation, commitment, social proof, liking, authority, and scarcity. We will examine some of these in later chapters.

Chapter 1

1. In addition to making notes on a long white board or using flipcharts, some managers like to work on their laptop and project to a screen through an LCD projector so that everyone on the team can follow along. I prefer ...