Speaking persuasively: the essential guide to giving dynamic presentations and speeches

285 Pages·2020·2.067 MB·English

by  Hatcher, Caroline, McCarthy, Patsy

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Patsy McCarthy is an actor, teacher and administrator with 30
years experience teaching speech communication. She consults
with organisations on communication issues and has worked in
the USA and UK as well as Australia. She is currently senior
lecturer in Speech Communication at the Queensland University
of Technology.
Caroline Hatcher is currently a senior lecturer in the
Brisbane Graduate School of Business at the Queensland Univer-
sity of Technology in Brisbane, Australia. She has a PhD in organ-
isational communication and teaches in the area of speech and
inter-cultural communication for business. Caroline has worked
and consulted on communication issues in both the private and
public sectors and has a special interest in the role of communi-
cation in change processes in organisations. She has lived and
worked in the UK and Japan, as well as in Australia.
Patsy and Caroline have many other individual and joint
publications in international academic journals and books. They
have co-authored two CD Roms on speaking strategically in
business.
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Speaking Persuasively
The essential guide to giving
dynamic presentations and speeches
2nd edition
Patsy McCarthy
and
Caroline Hatcher
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First published in 1996
This edition published in 2002
Copyright © Patsy McCarthy and Caroline Hatcher, 2002
All rights reserved. No part of this book may be reproduced or transmitted in any
form or by any means, electronic or mechanical, including photocopying, recording
or by any information storage and retrieval system, without prior permission in
writing from the publisher. The Australian Copyright Act1968 (the Act) allows a
maximum of one chapter or 10% of this book, whichever is the greater, to be
photocopied by any educational institution for its educational purposes, provided
that the educational institution (or body that administers it) has given a remuneration
notice to Copyright Agency Limited (CAL) under the Act.
Allen & Unwin
83 Alexander Street
Crows Nest NSW 2065
Australia
Phone: [phone]
Fax: [phone]
Email: [email protected]
Web: www.allenandunwin.com
National Library of Australia
Cataloguing-in-Publication entry:
McCarthy, Patsy, 1943– .
Speaking persuasively : the essential guide to giving
dynamic presentations and speeches.
2nd ed.
Bibliography.
Includes index.
ISBN 1 86508 811 0.
1. Oral communication—Handbooks, manuals, etc. 2. Public
speaking. 3. Self-presentation. I. Hatcher, Carolyn. II.
Title.
808.51
Set in 10.5/12 pt Garamond by Midland Typesetters, Maryborough, Victoria
Printed by South Wind Productions, Singapore
10 9 8 7 6 5 4 3 2 1
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To our husbands, Paul and Paul,
who manage the pressures of busy partners,
and our much loved children,
Maya, Chaya, Joshua, and Gaju,
who have taken the long journey with us.
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To #
#
Contents
Acknowledgements ix
Introduction xi
Chapter 1 Getting down to business: Think before you
speak 1
Chapter 2 Getting to know your listeners 12
Chapter 3 Persuasive strategies: Calling up the past to
make your point 27
Chapter 4 Preparing to present 48
Chapter 5 Structuring for listeners 70
Chapter 6 Using language 90
Chapter 7 Using non-verbal language 107
Chapter 8 Getting to know your voice 135
Chapter 9 Speaking across cultures 157
Chapter 10 Using technology 164
Chapter 11 Selling your ideas: Proposing and pitching 184
Chapter 12 Handling the media 203
Chapter13 Developing leadership through speaking 219
Appendix 237
Further reading 251
Notes 253
Index 263
vii
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1
Acknowledgements
This book would not have been possible without the generosity of
many colleagues and friends. We would like to particularly thank
Clare Willis of Speak First (London), and Jeff Kinghorn (University
of Houston) who took the time to read our early manuscripts and
give us valuable feedback. Their encouragement helped to
maintain our energy and excitement to complete the project. Our
thanks also to Peter Mooney of OTMA LTD, London, for the oppor-
tunity of experience gained through his consultancy practice.
We are grateful to the Faculty of Business at the Queensland
University of Technology for financial support through their
Research Grant to study Australian business presenters. We are
indebted to Ian Weber (QUT) for his resourcefulness in assisting
us to assemble material for case studies in our book, and to Krista
Berga (QUT) for her creativity and hard work in the early stagesof
compiling our material.
We are also indebted to our research assistant and colleague
Shirley Lambert for her attention to detail and her generosity in
providing assistance to help us through the labour of our final
drafts.
Finally, we must mention our appreciation of Elizabeth Weiss,
our editor, for the patience, direction and encouragement she has
provided.
We wish to thank those publishers, organisations and individ-
uals whose kind permissions have contributed to this book:
Columbia University in the City of New York
Sonoda Women’s University, Japan
ix
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x ACKNOWLEDGEMENTS
Clayton Utz law firm, Brisbane
Robin White–The Presentation People
Associate Professor Satoshi Hamashima of Sonoda Women’s
University
Times Newspapers Limited, London
Punch Magazine, London
Asian Business Review
The Australian newspaper
Parliament of Australia, House of Representatives
Michael T. Motley and Jennifer L. Molloy
The illustrations throughout the book are the work of
cartoonist Fiona Mitchell.
AUTHORS’ NOTE
The authors are sensitive to the use of non-sexist language and
therefore have alternated the use of ‘he’ and ‘she’ throughout the
text.