Page references given in italics indicate illustrations.
Abagnale, Frank W., 142–43
action: as audience objective, 25, 27, 36, 67–68, 90; language and, 110, 113, 123
Adams, Michael, 105
Adele, 7
advertising, 73–74
Age of Spiritual Machines, The (Kurzweil), 177
air quality, 79, 80–81, 172–73, 181
Alexander, F. M., 130
Alexander Technique, 130–34, 139, 168, 175
Ali, Muhammad, 123–24
alignment: body-message, 115–20; of butterflies, 19–21; creation of, xii; inner, 9–10; around vertical axis, 118–19
Ambady, Nalini, 156–57
AmericanRhetoric.com, 108
Amis, Martin, 97
Anheuser-Busch, 73
annoying expressions, 99–102, 109
anxiety, 139
Apple, Fiona, 7
Arcaya, Beret, 134
aromatherapy, 137
Art of Connection, The (Gelb), xii, xiii
association: in Mind Mapping, 45–46, 48; personal, in PROPAR, 60, 70–71, 74, 159; recall using, 43, 60
As You Like It (Shakespeare), 110
Atkinson, Rowan, 7
attention spans, 177
“At the end of the day,” 99–100
“At this moment in time,” 100
“Attracting Assault: Victims’ Nonverbal Cues” (Grayson and Stein), 116
audience: audiovisual aids and, 85–88; benefits for, 25, 63; body language and, 113–14, 124–26; clarifying objectives for, xii–xiii, 24–27, 36; “closing the sale” with, 71–72, 173; comforting thoughts about, 19–21; difficult members, 173–74; expectations of, 19–20; greeting, 157; involvement of, 70–71, 72–73; journaling, 179, 180; knowing nature of, 27–28; needs of, 32–35; as nervous, 17; presentation environment and, 79–82; questions from, 174, 180; RESALE principles used with, 151–52, 153, 156, 157; size of, 18; understanding, 16–17; in virtual presentations, 177. See also audience, empathizing with; rapport, establishing/maintaining
audience, empathizing with: author’s experience, 28–29; difficult members and, 173–74; influence gained through, 149; Mind Mapping, 38; points of influence, 32–35; by professional speakers, 23–24; questions for, 25–27; secrets of, 35–37; self-awareness and, 36–37. See also rapport, establishing/maintaining
audiovisual aids, 85–88, 91, 92, 181, 182. See also videos/videotaping; specific AV type
authenticity, 9–11, 64, 97, 116, 117
authority, 150, 155, 157–58, 159, 174
awareness, 119
“badass,” 101
Balanced Resting State, 131–34, 133, 139
Beethoven, Ludwig van, 82
Bell System, 33–34
benchmarking, 159
Bennis, Warren, 11
Benson-Henry Center for Mind Medicine, 137–38
Bergman, Ingrid, 124
“best practices,” 159
“Be that as it may,” 103
Better Business Bureau, 142
Big Bang Theory, The (TV series), 177
bigotry, 103
“Bless your heart,” 102
Blueprint: The Evolutionary Origins of a Good Society (Christakis), 151
body language: audience size and, 18; authority conveyed by, 155; DOSE and, 137; eye contact, 116, 123–26; gestures, 113, 115, 116, 121–23, 182; integration techniques, 130–39, 133; journaling, 182; language and, 110, 113, 123; likability and, 156–57; message synchronized with, 113–14, 115–16; Mind Mapping, 140; movement, 114, 116, 120–21, 155, 182; stance, 117–20, 155. See also posture; voice
body-message synchrony, 115–20
Bogart, Humphrey, 124
Bone Marrow Cleansing, 138
boredom, 19, 41, 80. See also boring/ineffective presentations
Borges, Jorge Luis, 24
boring/ineffective presentations: audience as mirror of, 27; complex information and, 30; environment and, 80; evaluating reasons for, 21; monotonous delivery and, 127–28; negative recency effect at end of, 73; prevalence of, in academia/business, 19; reasons for, 4–5, 25
Bouhours, Dominique, 95
brain: boredom and, 19; breathing and, 130; connection and, 18; improvement of, 65–66; linear note-making systems and, 41; Mind Mapping and, 52–53; movement and, 120; natural patterns of, 44; pack behavior and, 157; status monitored by, 155
Brain Rules (Medina), 19
Britten, Benjamin, 84
Bruce, Lenny, 104–5
Buddha, 159
Bud Light advertising, 73
Bush, Barbara, 16
butterflies, 7, 19–21. See also fear of public speaking
Buzan, Tony, 39, 42, 43, 62, 165
CAN (stress chemical mixture), 135, 137, 139
career, and presentation skills, 3–4
Carlin, George, 105
Casablanca (film; 1942), 124
Catch Me If You Can (Abagnale), 142
caveat emptor, 144–45
Cell Metabolism (journal), 138
centering exercises, 16–17
CEOs, 36
“Chariots of Fire” (Vangelis), 82
Cher, 7
Christakis, Nicholas A., 151
Churchill, Winston, 10, 74, 108
Cialdini, Robert, 149–50, 152, 157
Cicero, 108
Clancy, Tom, 8
Claremont Graduate University, 69
clarity: of association, 45–46; authority conveyed by, 155; defined, 7; learning, 14; of objectives, 24–27, 114; public speaking mastery and, 7–8, 11
classes, 164
Clear and Present Danger (Clancy), 8
Cleese, John, 131
clothing, 82–84, 155, 172, 177
codes, 45
code words, 103
College of Advanced Reading (England), 42
commonalities, sharing, 157
“common touch, the,” 142
communication skills: importance of, 1; sales as, 147, 148. See also presentation skills
conferences, 176
confidence, 174
confidence monitor, 92
con men, 142–43
connection: with audience, 17–18, 124–26, 137–38, 149; core principle of, xii; with oneself, xii–xiii. See also rapport
corporate hierarchies, Peter Principle in, 2–3
cortisol, 135
Course in Miracles, A, 160
creative association, 45
creative thinking, 24
creativity, 97
Croston, Glenn, 6
Csíkszentmihályi, Mihály, 13, 168
Cuddy, Amy, 114–15
Curie, Marie, 44
D’Agostino, Jim, 51–52
Danes, Claire, 124
Darwin, Charles, 44
decision making, 26
defensiveness, 25
Democratic National Convention (1976), 108
Democratic National Convention (2004), 108
dendrites, 44
Desai, Mahadev, 9
destressing, 138–39
Dickens, Charles, 109
Dickinson, Emily, 109
difficult people, 173–74
disclaimer phrases, 102–3
diversity, 177
dopamine, 135
DOSE (happiness chemical mixture), 135–38, 139
drama, 69
dress codes, 177
DuPont, 31
ease, 62
Edison, Thomas, 44
effectiveness, 62
egotism, 159–60
electronic devices, 4
Elizabeth I (Queen of England), 108
Elizabeth II (Queen of England), 108
emotions: as audience objective, 25, 26–27, 36, 67, 90; as contagious, 26
empathy. See audience, empathizing with
endorphins, 135
energy, 119–20
eraser phrases, 102–3
ESPN, 99
ethos, 108
etymology, 106–7
evaluation forms, 164
“everyone” principle, 150, 157–59
“Everything happens for a reason,” 101
exercise, physical, 135–36, 139
Exeter University (England), 42
exhalation, 119
expansion, 119–20
expectations, 19–20
expertise, 31–32
extroversion, 148–49
facial expression, 113, 116, 136
FAQs, 171–78
“fauxthenticity,” 10
FBI, 142
fear: of missing out (FOMO), 154; of ostracism/rejection, 6; presence with, 85
fear of public speaking: audiences and, 19–21; Mind Mapping, 12; presentation quality and, 4–5; prevalence of, 5, 7; reasons for, 6, 135; storytelling and, 67
fear of public speaking, transforming/overcoming: benefits of, xi, 6–7; clear objectives and, 25; DOSE and, 134–35; freedom from egotism and, 159–60; inner alignment and, 9–10; presence and, 85; professional secrets about, 17; techniques for, 135–38
feedback: author’s experience, 178; high-performance protocol for, 164–67, 179; journaling, 182–83; Mind Mapping and, 53; prepresentation, 91; shyness and, 122; videotaping for, 121
feedback loop, 53
fight-or-flight response, 135
filler words, 72, 96, 104, 114, 129
film, 87
firings, 8
Flint (MI), 28–29
FOMO (fear of missing out), 154
Fox, Megan, 7
Frazier, Joe, 123–24
free association, 46
funny faces, 136
Future Medical Leaders conference (Univ. of Massachusetts, Lowell), 63–64
Gelb, Ken, 13
gestures, 113, 115, 116, 121–23, 182
Gettysburg Address (Lincoln), 108
Gibbs, Joe, 24
gift giving, 151–52
Gillard, Julia, 108
giri (gift-giving rituals), 151
glossophobia, 5. See also fear of public speaking
Goethe, Johann Wolfgang von, 106
Goldwyn, Samuel, 102
Goodman, Gordon, 7
goodness, 143–44
gratitude, 23
Grayson, Betty, 116
Greeks, ancient, 43
group presentations, 175–76
“hack,” 100
Hall, Greg, 108
“Hallelujah Chorus” (Handel), 82
Hamlet (Shakespeare), 42, 109–10, 123
Handel, George Frederick, 82, 134
handouts, 88
Hare Krishna movement, 151
Hazlitt, Henry, 106
Hempel, Amy, 109
Henry VIII (Shakespeare), 109
Hesse, Hermann, 109
high-performance feedback protocol, 164–67, 179
high-performance presentation journal, 179–83
Hillmann, Chris, 147–48
Hitler, Adolf, 74
Holbrook, Hal, 131
Holmes, Oliver Wendell, 8
homophobia, 103
Houseman, John, 131
Howe, Michael, 42
How to Think Like Leonardo da Vinci (Gelb), 64
humility, 163
“I don’t mean that in a bad way,” 102–3
“I don’t mean to interrupt, but,” 103
“If it’s meant to be,” 101
ignorance, 4–5
“I Have a Dream” speech (King), 108
“I’m not prejudiced/racist/bigoted/sexist/homophobic, but,” 103
impressions, 41
indebtedness, webs of, 151
inessential language, eliminating: annoying expressions, 99–102; clichés, 96–99; disclaimer/eraser phrases, 102–3; jargon, 103–4; profanity, 104–5
influence: defined, 149; goodness aligned with, 144; points of, 32–35; presentations and, 149–50
Influence: The Psychology of Persuasion (Cialdini), 149–50
infomercials, 153–54
information: complex, 30–32, 33, 34, 85, 173, 178; recalling, 41
In Praise of Profanity (Adams), 105
insider phrases, 103
Institute for Psychological Research (Tufts Univ.), 130
insults, 102
interjections, 95, 104. See also filler words
International Jugglers’ Association (IJA), 107
internet, 43–44, 73, 142, 150–51
interruptions, 103
“In the current climate,” 100
“In the final analysis,” 100
“In the Mood” (Miller), 82
“In this day and age,” 100
introductions, 89–90, 155, 180
invocations, 160
Irrera, Dom, 102–3
“It is what it is,” 99
Jack (author’s grandfather), 141–42, 144–45, 154
Jackson, Samuel L., 7
Japan, 151
Jefferson, Thomas, 10
Jobs, Steve, 66
Johnson, Katherine, 44
Jones, Frank, 130
Jordan, Barbara, 108
Jordan, Michael, 109
journaling, 179–83
Juilliard School, 131
Julius Caesar, 66
“Just sayin’,” 103
Karsenty, Gerard, 138
Keene, Raymond, 43
key words: Mind Mapping and, 41, 43, 45–46, 48, 53–54; note-taking skills and, 42
King, Martin Luther, Jr., 74, 108
Kingsley, Ben, 92
Kipling, Rudyard, 142
KISS (Keep It Simple, Speaker), 29–30, 85, 110
knowledge: about audience, 27–28; as audience objective, 25, 26, 36, 67, 90; “curse of,” 31–32
Kurzweil, Ray, 177
Labalme, Victoria, 151–52
LaBute, Neil, 66–67
Language Instinct, The (Pinker), 106
language skills: body language and, 110; importance of, 95–96; improvement of, 96; Mind Mapping, 111; role models for, 107–10; vocabulary development for, 105–7, 109. See also body language; inessential language, eliminating
“late-night FM DJ voice,” 126
lavender, 137
lecterns, 81
Leigh, Jennifer Jason, 131
Lennon, John, 7
Leonard, George, 163
Lishansky, Steve, 144
logistics, 180
logos, 108
Longfellow, Henry Wadsworth, 71–72
Lowell (MA), 63–64
Luhrman, Baz, 124
Macbeth (Shakespeare), 109
Mackay, Harvey, 29
Mao Zedong, 74
market research, 73
Marriage of Figaro (Mozart), 82
Mastery: The Keys to Success and Long-Term Fulfillment (Leonard), 163
McCartney, Paul, 131
McFarland, Keith, 35–36
McKellen, Ian, 131
McLuhan, Marshall, 79
Medina, John, 19
meditation, standing, 117–20, 138
memorability, 62
memory: exercise, 58–60; Mind Map memory method, 54–55, 91, 172; of presentations, 57–58, 60–61
message: body language integrated with, 113–14, 115–16; clarifying, xii–xiii; clear objectives and, 25; delivering, 39; environment used to empower, 79; generating support for, 158–59; repetition of, 65–66; targeting, 27–29; understanding vs. remembering, 57–60
Miller, Glenn, 82
Mind Map memory method, 54–55, 91, 172
Mind Maps, 169, 184–85; artisanal, 47; author’s experience, 29, 39–40, 78; benefits of, 52–54; of body language, 140; defined, 39; of empathizing with audience, 38; of fear of public speaking, 12; how to use, xiii; of language skills, 111; of Mind Map use, 48, 56; notes from, 81; origins of, 42–43; of presentation environment, 93; of presentations, 47–52, 48, 49, 50, 78, 180; of professional mindset, 22; of PROPAR, 76; remembering, 54–55, 91, 172; RESALE principles, 161; research behind, 41–44; rules of, 44–47; of sales skills/presentations, 161; storing, 183; testimonials, 51–52
Mirko Cro Cop, 123–24
Misogyny Speech (Gillard), 108
mnemonics, 43
Mnemosyne (Greek deity), 43
molecule fondling, 31–32, 33, 34, 173, 178
monotone, 173
Montessori, Maria, 108–9
Moth Stories, 107
movement, 114, 116, 120–21, 155, 182
Mozart, Wolfgang Amadeus, 82
muggability, 116
National Institute of Mental Health, 5
National Speakers Association, 183
natural systems, 43–44
negative primacy, 72
negative recency, 73
negativity, 23
Nerval, Gérard de, 97
nervousness, 36–37
nervous system, xii–xiii, 27–29, 119, 150, 152
networks, 43–44
neurons, 44
neuroscience, 26
Newman, Paul, 131
Newton, Isaac, 108
Nicholson, Jeremy, 154–55, 158
“No offense,” 102
norepinephrine, 135
“Not that there’s anything wrong with that,” 103
Obama, Barack, 108
objectives: clarifying, xii–xiii, 24–27, 114; journaling, 179, 180, 182; simplicity for, 29–30
“Ode to Joy” (Beethoven), 82
Olivier, Laurence, 7
On Becoming a Leader (Bennis), 11
online ads, 73
online presentations, 80
online reviews, 142
organization, 46–47
ostracism, fear of, 6
outstandingness, 60, 66–70, 72, 74, 159
overselling, 173
Oxford English Dictionary (OED), 147, 149
Oxford University, 99
oxytocin, 135
pack behavior, 157
Passaic (NJ) High School, 13
pathos, 108
pause fillers. See filler words
personal association, 60, 70–71, 74, 159
Pestalozzi, Johann, 109
Peter, Laurence J., 2–3
Peter Principle, The (Peter), 2–3
Peters, Bernadette, 131
phobias, 5
Pierce, David Hyde, 131
Pinker, Steven, 20, 31–32, 106
podiums, 81
posture, 113, 114–15, 116, 155, 157, 182. See also stance
“Power Posing: Brief Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance” (Cuddy et al.), 114–15
practice: with audiovisual aids, 85, 86; delivery and, 11; mastery through, 163–64; in presentation environment, 81; timing, 91–92. See also rehearsals
prejudice, 103
presence: authority conveyed by, 155; body language and, 114–15, 119–20, 139; defined, 7; expansion of, 119–20; with fear, 85; learning, 14; public speaking mastery and, 7–8, 11
presentation environment: audiovisual aids, 85–88, 92; author’s experience, 77–79; basic needs, 90; checklist for, 82, 180; importance of, 79, 82, 90; introductions, 89–90, 155, 180; invocations, 160; journaling, 179, 180–81; Mind Mapping, 93; personal appearance, 82–85, 172; setting up, 77–79; space/room for, 79–82, 92; theater and, 77, 90; timing, 88–89, 171–72; unfavorable, 172–73
presentations: audience involvement in, 70–71, 72–73; breaks during, 89, 173; complex information communicated in, 30–32; feedback on, 164–67; group, 175–76; improvement of, 163–68; influence gained through, 149–50; journaling, 179–83; as learning opportunities, 20–21; mental blocks in middle of, 171; Mind Mapping, 47–52, 48, 49, 50, 78, 180; negative self-talk associated with, 23; preparation for, 27, 40–41, 173, 180; question/answer sessions following, 30; recalling, 60–61 (see also PROPAR); rehearsals for, 90–92, 171–72; remembering material for, 54–55, 90–91; simplifying, 29–30, 85; successful, 35–37; virtual, 80, 177. See also boring/ineffective presentations; presentation environment; presentation skills
presentation skills: audience expectations for, 19–20; authenticity and, 9–11; benefits of, 175; importance of, 3–4, 149–50; learnability of, 149; poor, 8; technical skills vs., 4
primacy effect, 60, 61–64, 72, 159
printing, 42
Proceedings of the National Academy of Sciences, 137
profanity, 10, 96, 101, 104–5, 109
professional speaking/speakers: audience connection and, 17–18, 23–24; author’s experience, xi–xii, 13–14, 107, 178; habits unlearned by, 116; language skills in, 95–96, 104; Mind Mapping, 22; mindset of, 15–19, 69–70; objectives set by, 25; RESALE principles used in, 153; role models, 107–10; secrets of, 35–37
promotions, 4
PROPAR: author’s experience, 62–66, 70–71; benefits of, 60–61, 72–75; defined, 60; Mind Mapping, 76; outstandingness, 66–70, 159; personal association, 70–71, 159; primacy effect, 61–64, 159; recency effect, 71–72, 159; repetition, 65–66, 159; RESALE principles combined with, 159–60; theater and, 77, 90
public speaking: changes in, 176–77; connection before, xii–xiii; core principle of, xii; effective, basic elements of, 1–2, 7–8, 11; importance of, 1, 2; mastering art of, 7–9, 163–68, 169; passion for, 167–68; poor, 16; professional mindset for, 15–19; as theater, 77. See also fear of public speaking; fear of public speaking, transforming/overcoming; presentations; presentation skills
question-and-answer sessions, 30
questions: answering, 174; for audience feedback, 164; for audience involvement, 70–71; for clarifying objectives, 25–27; FAQs, 171–78; hostile, 173–74; impact on timing, 92; for points of influence, 32–35; preparation for, 180
“Rabbit Candle” (LaBute), 66–67
racism, 103
Radamisto (Handel), 134
rapport: creation of, xii; defined, 18; loss of, 86. See also connection rapport, establishing/maintaining: in advance, 28–29, 137–38; audiovisual aids and, 86; author’s experience, 28–29, 62–64; difficult audience members and, 173–74; eye contact and, 124–26; influence created through, 149; primacy effect and, 61–64; professional mindset and, 17–18
Reader’s Digest, 99
Reagan, Ronald, 108
Real Story of Risk, The (Croston), 6
recency effect, 60, 71–72, 108, 159
refreshments, 90
rehearsals, 90–92, 171–72. See also practice
rejection, fear of, 6
relationship building, xii
reminiscence effect, 89
Renoir, Auguste, 163
repetition, 60, 65–66, 72, 74, 159
RESALE principles: authority, 150, 155, 159; benefits of, 150; engagement, 150, 152–53, 159; “everyone” principle, 150, 157–59; likability, 150, 156–57, 159; Mind Mapping, 161; PROPAR combined with, 159–60; reciprocity, 150–52, 159; scarcity, 150, 153–55, 159
research, 11
reticular activating mechanism, 127–28
reviews, 142
Richard II (Shakespeare), 109
role models, 107–10
Romeo and Juliet (film; 1996), 124
rooms, for presentations, 79–82
Rosa (author’s grandmother), 141, 146
Rowling, J. K., 109
Royal Academy of Dramatic Art, 131
Safire, William, 98
sales: as aspect of everyday life, 146–48; assumptions about, 146; defined, 147; goodness aligned with, 144, 146; old-paradigm, 141, 142–43, 144–46
Sales Board, The, 149
sales skills: importance of, 146–47; learnability of, 146, 148–50; Mind Mapping, 161; RESALE principles, 150–59 (see also RESALE principles)
Santa Fe Opera, 134
Seinfeld, Jerry, 72, 79, 103, 174
self, 9
self-awareness, 36–37
self-investment, 1
Selhub, Eva, 137–38
seller-doer model, 147–48
seniority, 172
Sense of Style, The (Pinker), 20
serotonin, 135
sexism, 103
Seyfried, Amanda, 7
shadowboxing, 136
Shakespeare, William, 42, 109–10, 113, 123, 124, 178
shared humanity, creation of sense of, xii
Shor, Bernard (“Toots”), 29
shyness, 122–23
sight lines, 79
Silva, Wanderlei, 123–24
slang, 103
slides, 86–87
softening, 119
software programs, 47
Sojourner Truth, 10
Solti, Georg, 131
Soweto (South Africa), 62
space, for presentations, 79–82
Specktor, Brandon, 99
speech freedoms, 8
SportsCenter (ESPN show), 99
stage fright, 7, 67. See also fear of public speaking
Stalin, Jozef, 74
stance, 117–20, 155. See also posture
STAND EASE, 117–20, 131, 133, 138–39
Steenburgen, Mary, 131
Stein, Leo, 130–31
Stein, Morris, 116
Stewart, James, 7
Sting (singer/actor), 131
stories/storytelling, 66–70, 163
Streisand, Barbara, 7
stress response, 138–39
“superpowers,” 101–2
Sweet Briar College, 156
symbols, 44–45
synapses, 44
synchrony, body-message, 115–20
synvergent thinking, 53
Szymborska, Wislawa, 109
technical information, communicating, 30–32
technical skills, 4
technology, 142
TED Talks, 107
temperature, 80–81, 172–73, 181
tension, 114
“Thanks in advance,” 100
“Thank you for your time,” 100
Thinking as a Science (Hazlitt), 106
thin-slice judgments, 156–57
Thompson, David, 109
time considerations: humor and, 175; mistakes involving, 173; for presentations, 88–89, 180; during rehearsals, 91–92, 171–72
Times of London, 5
toilets, 90
Tolkien, J. R. R., 109
tongue, 118
To Sell Is Human (Pink), 144
Tripadvisor, 142
Tufts University, 130
Turkish Airlines, 62–63
Twain, Mark, 129
Ultimate Sales Revolution, The (Lishansky), 144
University of Massachusetts, Lowell, 63–64
Vangelis, 82
vanilla, 137
video forums, 107
videos/videotaping: as AV aid, 85, 87; feedback using, 121, 165; practice with, 85, 91
virtual presentations, 80, 177
vivacity, 120
vocabulary development, 105–7, 109
voice, 126–30; expressive variations in, 127–28; journaling, 182; “late-night FM DJ,” 126; likability and, 156; mistakes in use of, 173; pauses and, 128–30; projecting, 18, 122; tone of, 113, 116, 126–28, 155, 156; volume of, 116, 127–28
Voss, Chris, 126
Walker, Rob, 66–67
warming-up exercises, 181
Washington, George, 108
Washington Redskins (football team), 24–25
Watts, Alan, 108
Weaver, Sigourney, 131
weight distribution, 119
“When all is said and done,” 100
“When push comes to shove,” 99–100
whiteboards, 80
“With all due respect,” 102
Wodehouse, P.G., 109
“woke,” 101
Woodward, Joanne, 131
word origins, 106–7
World Memory Championships, 43
Yeats, William Butler, 30
Yelp, 142
Young Presidents’ Organization (YPO), 107
Yousafzai, Malala, 10
Zak, Paul J., 69
Zen in the Art of Archery (Herrigel), 168
Zeus (Greek deity), 43
Ziglar, Zig, 146